What if the way you've been thinking about buying a business has been costing you money before you've even made an offer?

Not a little money. A lot. The kind of difference that turns a three-times multiple into a thirty-seven-times multiple. The kind of gap that separates someone who buys themselves a job from someone who builds a portfolio that works without them.

Brad Sugars has been on the right side of that gap for thirty years.

Founder of ActionCoach - the world's number one business coaching franchise across 80 countries. Over a million business owners coached. Sixteen books written. And a personal acquisition track record built on one thing most buyers never develop: a framework.

He once paid double what every other bidder offered. And still got the business for ten percent of what he knew it was actually worth. Because he could see value nobody else was looking at.

That's not luck. That's a system.

• In this episode, Jaryd sits down with Brad to unpack the acquisition philosophy that the top one percent use - and almost nobody at entry level even knows exists. You'll learn:
• The difference between a job buyer, financial buyer, and strategic buyer - and why most people are stuck in the wrong category their entire career
• Why 60% of businesses listed for sale never sell, and how to exploit that fact
• The 50-10-3-1 rule every serious buyer needs to understand before looking at a single listing
• How to use vendor financing, share swaps, and capital injection to acquire without a war chest
• Why Brad asks "are you looking for investors?" instead of "are you looking to sell?" - and why that one shift changes everything
• The three things to audit the moment you take ownership - and why missing one will bleed you dry
• The due diligence mistakes that kill deals, crater offers, and send serious buyers running

And the one line that should be on every buyer's wall:

The deal of the century comes along every week. Don't fall in love with the business. Fall in love with the deal.

Most buyers skip the process, buy the dream, and wonder why the numbers never add up.

This episode is the antidote.

🎧 Hit play - this is thirty years of buying, selling, and coaching condensed into one conversation that hands you the whole playbook.

Episode Highlights

05:40 - Why Strategic Acquisitions Beat Financial Ones 

09:07 - Goals Before Deals

13:21 - The Business Brad Paid Double For That Was Still Only 10% of What It Was Actually Worth

17:09 - The Japanese Coffee Company That Bought a Cleaning Business Just to Get to Its Customers

21:36 - How Brad Does Deals Nobody Else Is Bidding On 

30:13 - The Three Things to Audit the Moment You Take Over Any Business 

31:37 - The One Mistake That Kills Most Exits Before They Even Start 

37:42 - The Client Who Came In at an Eight-Times Multiple and Left With Thirty-Seven 

40:46 - How Brad Resets an Offer After Finding Skeletons in Due Diligence 

Key Takeaways

➥ Know your goals and your rules before you look at a single listing. Without them, every decision you make will be emotional. And emotional decisions in acquisitions are expensive ones.

➥ There are three types of buyers - job buyer, financial buyer, strategic buyer. Most people spend their whole career in the wrong one. The money lives in strategic, where your acquisition solves a problem your existing business already has.

➥ Don't just value the EBITDA. Trademarks, licenses, intellectual property, trading rights - these are assets most sellers never quantify and most buyers never ask about. That gap is where the real deals are made.

➥ Sixty percent of businesses listed for sale never sell. The person across the table from you is more motivated than they're letting on. Patience and preparation are your biggest negotiating tools - not tactics or pressure.

➥ Vendor financing, share swaps, and capital injection are how serious acquirers move without needing a pile of cash. A bank will lend you money to buy a profitable company. They won't lend you money to run a marketing campaign. Use that.

➥ The moment you find something in due diligence that doesn't match what you were told, go back immediately. Not as a ploy. Not as a tactic. Because the numbers you built your offer on are no longer real - and pretending otherwise only hurts you later.

➥ Fall in love with the deal, not the business. If you can't brag about the structure, the multiple, the terms - it's probably not the right transaction at this point in time. The deal of the century comes along every week. Wait for one worth bragging about.

About Brad Sugars

Brad Sugars is the founder, chairman, and president of ActionCOACH,  the world's number one business coaching franchise with 1,000+ offices in 80 countries. A self-made multi-millionaire from Brisbane, Australia, Brad started his first business at university, became known as "The Turnaround Kid," and has since coached over a million business owners worldwide. Author of 16 books including Billionaire in Training and Buying Customers, Brad's entire philosophy centres on one principle: a true business is a commercial, profitable enterprise that works without you.

Connect with Brad Sugars

➥ https://www.actioncoach.com/

➥https://www.linkedin.com/in/bradsugars/

Resource Links

➥ Connect with Jaryd here - https://www.linkedin.com/in/jarydkrause

➥ FREE Download the Due Diligence Framework - https://buyingonlinebusinesses.com/freeresources/

➥ Buying Online Businesses Website - https://buyingonlinebusinesses.com

➥ Online Business Due Diligence Services - https://buyingonlinebusinesses.com/duediligence

Buy & Sell Online Businesses Here (Top Website Brokers We Use) 🔥

➥ Empire Flippers - https://bit.ly/3RtyMkE

➥ Flippa - https://bit.ly/3wGa8r5

➥ Motion Invest - https://bit.ly/3YmJAmO

➥ Investors Club - https://bit.ly/3ZpgioR

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