04 Dec Acquiring Minds: The Power of Conviction in Buying a Business | Matt Barnes Interview
When you communicate with sellers, you should go easy on the finance language. Referring to multiples & EBITDA makes you sound like an academic stock investor, not a human with the skills to lead their people and protect their legacy. So listen for how today’s guest Matt Barnes was very human, very personal with his seller. This seems to have resonated; Matt’s LOI was ultimately chosen over 14 competing offers. Also listen for Matt’s approach to proprietary outreach: door knocking. Matt showed up to businesses in person, asked to speak with the owner about buying the business, and had a high hit rate doing so. I was fascinated by this, and we get into the weeds of exactly what he said to owners (and their gatekeepers).