How to Find Off-Market Businesses

June 13, 2025

Hey oh, Happy Friday. Welcome to the backyard BBQ of newsletters—where we’re serving up the meat of business acquisition, tucked between pillowy, chewy slices of deal sourcing and operating insights, with a side of crisp, practical tips.

Pull up a chair, grab a plate, and let’s dig into what’s working right now in the world of buying and building small businesses.

This week’s meat:

  1. How to Find Off-Market Businesses

  2. The Real ROI of Buying A Business

How to Find Off-Market Businesses

Let’s be honest—BizBuySell is where good biz buying goes to die... or at least where 200 other buyers fight you for a laundromat with 2 stars on Google and no plumbing.

If you want seller-financing, flexible terms, and real conversations with real owners, you need to get off the listings and into the field.

Here’s how to start finding killer off-market deals this week.

1. Find the People Who Already Know Who’s Selling

AKA: The 5A Framework You don’t need a proprietary database—you need better conversations.

Here’s your A-team:

  • Accountants (CPAs) – They know who’s burning out and looking for an exit

  • Attorneys – Especially estate and small biz lawyers

  • Aging Owners – 60+owners who are likely ready for their winters in Florida

  • Advisors – Fractional CFOs, wealth managers, biz consultants

  • Agents – Real estate or biz brokers who see the deal before it goes public

🎯 Bonus move: Mine PPP loan data, cruise Google Maps, stalk trade directories.

2. Write the Anti-Broker Cold Email Start with one real business. Make it personal. Then scale the tone.

Two examples that actually work:

“Hi Bob, I’m local, not a broker, and exploring the idea of owning a small business I can grow long-term. Would you be open to a quick chat?”

“Hi Susan, I admire what you’ve built with Lakeview Welding—your Google reviews are incredible. I’m a local buyer (not a broker), looking to own and grow a business like yours for the long haul. I’d love to hear your story if you’re open to a 15-minute chat.”

Cold email cheat code:

  • Write for 1 business owner first so you can put yourself in their shoes, personalize the message and think about how they might read your message

  • Mention a real-world detail (location, review, sign you saw)

  • Add a photo to your signature—it builds trust

  • Use tools like Clay, Mailshake or Smartlead only if you manually preview every send

3. Get Off the Internet (and into the BBQs and Cold Calls)

Most great business owners don’t live on LinkedIn. And they sure as hell aren’t scrolling your email.

Call before 9am or after 4pm—less chaos, more connection

Ask for the owner by name:

“Is Mike around? I wanted to speak with him about the business.”

Tell everyone what you’re up to. At a family BBQ, I mentioned I was looking to buy a business. A family friend said: “I work with a plumber who's older and totally burned out.” That’s how off-market works. One conversation at a time.

🔧 Your Weekly Action Plan:

  • Grab coffee with 5 “5A” contacts

  • Send 3 personalized cold emails

  • Make 2 phone calls before 9am

  • Tell 5 people what you’re doing

The inbox might be quiet. But your phone (and deal flow) won’t be.

Want help writing your first cold message?

Got a weird lead you want to test?

Hit reply and let’s work it together.

2. The Real ROI of Buying A Business

On a sidewalk in Northern Michigan, I’m holding the hands of two of my kids, with my third riding on my shoulders. It's a snapshot from our family vacation — but to me, it’s also a portrait of what this whole acquisition journey is really about.

Buying a business isn’t just about EBITDA multiples and due diligence checklists.

It’s about building a life.

A life where you’re not begging for PTO. A life where you can take a Tuesday morning stroll with your kids and not miss a beat. A life where the work serves the family — not the other way around.

And yet… every step matters. Just like this walk:

You carry weight (like the toddler on my shoulders).

You hold steady (even when one kid wants to veer toward the ice cream shop).

You lead (without always knowing exactly what’s around the corner).

So here’s your reminder: This path you’re on — sourcing deals, navigating financing, fighting through dead ends — it’s worth it. Not just for the business you’ll buy, but for the freedom and legacy you’re building with every step.

If you’re in the grind right now, maybe this week’s goal isn’t “close the deal.”

Maybe it’s just: Don’t stop walking.

Because someone — maybe three someones — are counting on you to lead the way.