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Part V

Source

Most businesses that change hands were never listed. This part teaches sourcing as an outreach process you own: the three layers where deals live, the find-enrich-reach loop, public data first, and how the broker channel actually works.

All parts5 modules, 10 lessons
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M5.1

The Sourcing Doctrine

  1. L5.1.1

    Sourcing Is Outreach

    Own your search instead of renting a broker's inventory. The outreach math runs from touches to responses to conversations to one real deal, and the ratios are smaller than most searchers plan for.

    TraditionalSelf-FundedOpen
  2. L5.1.2

    The Canonical Taxonomy

    Three named layers that do not collide: the sourcing layers where deals live, the find-enrich-reach process loop, and the enrichment waterfall that is the data stack underneath both.

    TraditionalSelf-FundedOpen
M5.2

Find

  1. L5.2.1

    Public Data First

    The sector-to-database map: state licensing boards for the trades, federal carrier registries for trucking, provider registries for healthcare, contract award data for government services, plus secretary of state records and trade directories. Most of your list exists in the public record.

    TraditionalSelf-FundedOpen
  2. L5.2.2

    Volume at Pennies

    Scrapers that pull business listings at a fraction of a cent per record, the method for building a large off-market list in days, and the tracker schema that keeps it usable.

    TraditionalSelf-FundedOpen
M5.3

Enrich

  1. L5.3.1

    The Waterfall

    Five no-cost layers, from website scrape through search, model extraction, corporate registries and social profiles, run before any paid tool. Every field carries a confidence score so you know what you actually know.

    TraditionalSelf-FundedCore
  2. L5.3.2

    Owner Intelligence

    The owner-age proxy, a news scanner, a profile analyzer and batch scoring of transition readiness across several criteria, with continuous press monitoring on the targets that score highest.

    TraditionalSelf-FundedCore
M5.4

Reach

  1. L5.4.1

    Email at Scale

    The canonical four-email sequence, deliverability and warm-up ramps, compliance with commercial email law, and the exact import schema for cold outreach tooling.

    TraditionalSelf-FundedCore
  2. L5.4.2

    Multi-Channel Cadence

    LinkedIn, calls with generated call briefs, text messaging rules and telephone consumer protection compliance, a ninety-day cadence table, and how to run the first meeting with an owner.

    TraditionalSelf-FundedCore
M5.5

The Broker Channel

  1. L5.5.1

    How Brokers Actually Work

    The median broker closes a handful of deals a year and sizes up first-time buyers fast. What a realistic acquisition budget looks like, and why no-money-down deals exist only at the margins.

    TraditionalSelf-FundedCore
  2. L5.5.2

    Exclusivity Games

    How to verify that an intermediary actually holds the mandate they claim, what a non-circumvention carve-out is for, and how to enter a competitive process late without panicking or overpaying.

    TraditionalSelf-FundedAdvanced