Should you stay sector-agnostic in ETA (entrepreneurship through acquisition) or plant a flag with a clear buy box brokers, CPAs, and attorneys can remember? After a month sidelined by a home flood, searcher Chris Barr returns to his acquisition entrepreneurship journey—refining a small-business acquisition thesis around B2B services, GovCon janitorial contracts, and Florida/Palm Beach deal sourcing. We dig into search fund tactics, on-market and off-market pipelines, broker outreach, list scraping, AI-assisted follow-ups, and how to position for SBA 7(a) financing, LOIs, diligence, and close.From tier-1 vs. tier-2/3 service models to residential vs. commercial focus, Jack and Chris get tactical about building a repeatable deal flow engine in a tight geo, crafting a memorable buy box (ticket size, customer type, contract length), and using light automation without sounding like spam. If you’re refining your acquisition criteria—B2B/government contracting, janitorial cleaning services, niche add-ons (e.g., AeroSeal), high-margin home services, or local trades—this episode hits playbooks for valuation, negotiation, seasonality, staffing, and lender selection so you can source better deals, faster.💡 What You’ll Learn  • How to create a “tight buy box” brokers/CPAs/lawyers can remember and route deals to  • The case for B2B and GovCon janitorial (set-asides, contracts, and people leverage)  • Tier 1 vs. Tier 2/3 plays (e.g., niche add-ons like AeroSeal) and which fits a “nice-wage, simple, local” plan  • Residential vs. commercial: ticket size, sales motion, and capacity caps  • On-market vs. off-market engines: re-engaging brokers, list-scraping, and thoughtful personalization  • Using AI for workflow and follow-ups—without sounding like a bot  • Why timelines slip (and that’s normal): guilt, resets, and staying in the game  • Picking the right SBA lender for trades acquisitions 💼 Special Thanks to First Internet Bank!Looking to buy or expand a business? First Internet Bank is a National Preferred SBA lender specializing in acquisitions for the skilled trades. Their SBA loan program offers up to 90% financing for business acquisitions, partner buyouts, and commercial real estate—plus optional lines of credit to fuel future growth. Unlike traditional lenders, they take a “how can we” approach, making deals happen for both first-time buyers and experienced operators.👉 Special Offer: Mention Owned and Operated for a reduced good faith deposit and a complimentary deal review + buyside prequalification.<a href='https://alanfib.com/'>Connect with Alan Peterson from First Internet Bank here </a>💼Shoutout to Avoca AI!Looking to train your call center and improve technician performance? Avoca AI helps teams identify issues, improve call quality, and drive results from start to finish.<a href='https://www.getavoca.ai/partners/oao'> 🔗 Schedule a demo</a> <a href='https://x.com/thehvacjack'></a><a target="_blank" href="https://www.buzzsprout.com/twilio/text_messages/1679509/open_sms">Send Us Mail!</a>More Ways To Connect with O&O <ul> <li><a href='https://www.youtube.com/@john_wilsonco'>John's YouTube Channel</a></li> <li><a href='https://www.ownedandoperated.com'>Weekly Newsletter </a></li> <li><a href='https://www.ownedandoperated.com/'>Owned and Operated </a></li> </ul> <a href='https://podcasts.apple.com/us/podcast/owned-and-operated-a-plumbing-electrical-and/id1560999545'>Leave a Review</a> <a href='https://www.wilsonplumbingandheating.com'>John Wilson, CEO of Wilson Companies</a> <a href='https://rapidhvactn.com'>Jack Carr, CEO of Rapid HVAC</a> 📌 Disclaimer: Some links may include UTM parameters or affiliate relationships, meaning we may earn a commission if you make a purchase. Episodes may feature sponsors, but all opinions expressed are our own.

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