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14 Top M&A Entrepreneurs: Jeff Charlton
18 acquisitions in 15 years
Civil engineer by training
Why he started acquiring businesses
First acquisition: bought a vendor with no money down
Every acquisition after that was to acquire salespeople
Almost all 18 acquisitions were no money out of pocket
None of his acquisitions were making money at the time
Why he finds the best deals during recessions
Why he uses direct mail
Key questions he asks sellers
The #1 thing sellers always do
How he finds the best people in an acquisition
His best and easiest deal led to a niche that is now taking off
How he structures earn-outs
How he builds trust in buying and earn-outs
Who he admires in marketing
Has his acquisition strategy run its course?
Top M&A Entrepreneurs