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Most dealmakers spend all their time learning how to close… but forget the part that actually creates deals — sourcing. In the past 15 years, I’ve completed over 100 acquisitions across 12 countries. Only three of those came from brokers. The rest came from a disciplined, repeatable sourcing system I’ve built — one that now consistently generates qualified, fundable, direct-to-owner opportunities every single week. I’ve written a new short guide that breaks down the exact process: How to define your target filters and build lists that actually convert. The personalised outreach method that gets a 25%+ response rate. How to read owner psychology and spot the real motivations to sell. The system I use (and teach our JV partners) to keep deal flow consistent month after month. If you want a copy, comment “sourcing strategy” below and I’ll send it to you directly. No fluff. No theory. Just the exact method that’s produced 1,000+ qualified leads and multiple closed deals this year alone.

I believe the biggest challenge first-time buyers face when sourcing deals is establishing credibility. Whether you’re a recent MBA graduate or a professional with 20+ years of experience, many business acquisition programmes tend to overlook this critical gap. What new buyers often need is structured guidance on how to build a credible buyer identity and public profile before engaging with sellers. For those who have gone through this journey: How did you overcome the credibility gap, and what resources, tools, or strategies would you recommend to first-time buyers?

Evening guys. I was just wondering what quality of paper you use when sending your letters? 90-100 or 120-150 gsm? Also, domyou position yourself as an individual from an office address or a home address, or a business from a business address Thanks.

Here are some stats from a JV partner we are working with - they have sent 1800 letters since October (not doing any in December due to Festive Period) to UK Based Baby Boomer businesses. This is complemented with an email (were we can get an email address) and if they are on Linkedin a Direct Message and connection request: SUMMARY Calls done, Pending Financial information to make offer 6 Pending Us Analysing deal to come up with an offer 2 First Call Stage 9 Second Call Stage 5 In Negotiations (probably 2 here that will get agreed) 6 Offer Made, Rejected but Revisit in 6-12 months 21 Reviewed Deal and Not Viable 18 Not Interested in Selling (but responded anyway) 16 First Call Done and now Not Responding 15 Deal Completed 1 Total Leads 99 Current Active Leads 29