You’ve heard kids (and especially teens) say, “That’s not fair!” And many times, the parent’s follow up is, “Well, life isn’t fair, and you need to get used to that.” As harsh as it sounds, it’s true. And it’s certainly no different for entrepreneurs. We work hard, solve problems, and …

They say the second time you do something is not as special as the first. Do you agree? Well, I do think there is some truth to that, as my first deal taught me so much, I can tell you that my second deal was special in its own way, as have …

I mentioned in a recent blog that I found my first deal at a networking meeting—another telecom company (similar to the one I already owned) with a highly-motivated seller. It can be a great place to find opportunities, and I rather stumbled my way onto that one. I’ve learned a lot …

If you’re looking to buy something, what do you naturally do? Well, in the “old days,” you’d look in The Classifieds section of the newspaper. Today, there are any number of ways to find something you’re looking to buy…and most people start with their favorite search engine or online retailer. …

Recently, I shared with you how my second deal basically fell into my lap…or literally walked into my office as an employee interview. That was fortunate, but definitely not the norm. To find deals, you have to position yourself to be looking for deals in the first place. You have to think about …

Someone once said that if you’ve got four hours to chop down trees, spend three hours sharpening the ax. The same holds true in doing deals regarding the amount of time invested in building rapport. After all, the foundation of getting the deal done is in the relationship you have with the …

If you’re an entrepreneur or have been in sales before, you’re well aware that time kills desire. In recent blogs, we’ve discussed setting up the first meeting and then presenting your deal at that first face-to-face meeting. We talked about the fact that the deal is rarely ever signed in that very first …

The Dark Art of Business Valuation I call it the dark art of business valuation because there are a lot of charlatans in that world. Business valuation is very interesting and yet massively misunderstood. There are businesses that make money valuing businesses, which I find incredible because the real definition …

Bill Gates was once asked what he thought was the most significant invention in business in the last hundred years. Everyone expected him to say the desktop PC or the internet or something related to his world and career. He said the Limited Liability Company (LLC). He felt that the …

Most people think a deal is about how much cash you need now and how much later, and these are the only parameters they consider. It’s probably because we are used to buying property, and most people know how to buy a house: cash plus mortgage. That’s it. However, business …