Monthly Archives: September 2021

Business Articles

The Secret Formula of Business Development?

Developing Trust & Relationships with Local Influential Millionaires

In this post I am going to reveal the secret formula I use that could help Real Estate Agents, Business Brokers, and just any serious entrepreneur who wants to take their life and business opportunities to the next level. I would like to share a unique story that happened to me recently. It’s a story that is completely Serendipitous. And shares how using service as a helpful friend while not asking anything in return. Will help you develop trust within relationships with people who can change your business future.

Two weeks ago I was searching Downtown Kansas City, Missouri for possible Buildings and Multi Family housing as possible targets for Acquisition. And I pulled up in front of this large building that has a History in the Crossroads area. It was once built and used as a commercial property for a Fortune 500 rubber company. I liked what I saw. The old building has real character and personality. So I decided to research who the company was that owned it. And then I made the call.

Now I must share that I made this call at 8:15pm on a Friday evening. So I was certain I was probably going to end up in the mailbox. However let me describe what happens next. The traffic is going by, it’s loud. People are walking by going on their way to dinner and enjoying their evening. And here I am in Khaki Shorts and old Ripped up military T-shirt cold calling the Owners of this 9 story building on a Friday night. So I dial and take a deep breath. And it rings. Then just as I thought I hear a voice that has to be the Answering machine. Or was it? Nope. It was the owner. And I was Shocked!

It was 8:15pm Friday Night and I have reached the owner of the Building. And from my limited research He has a portfolio that seems to be at right about 25million Dollars. So I immediate begin talking to him and sharing how I am outside his building and how I feel his building has Character and Personality. It’s literally a fantastic Building. Mr. N begins sharing more about himself and how he has worked hard on the Building. And I say back, I can tell. Im impressed. And before I know it. Mr. N introduces the idea we should meet in person. And usually that would be during business Hours the next week. However an Entrepreneur immediately recognized another Entrepreneur. And we both agree now is great. He shares his Address to his home a few blocks away.

So after spending several hours with this Building developer and Building Owner. I look down and see it’s 10pm. How many entrepreneurs can say they cold called a Commercial Real Estate Developer on a Friday night and established a future working relationship? It’s just one of those cool stories that is serendipitous in nature. I really did with all honestly have a blast getting to know this Couple. I found out that this Commercial Real Estate Developer and owner I just met needs a trusted experienced friend to help with Marketing and developing other opportunities within the local market. That is something I definitely can offer as a friend.

So at the end of the day. This new relationship with these two fantastic like minded Business professionals will likely develop into a working alliance that will grow organically. How awesome is that? It truly is just one of those crazy cool stories you will have as a entrepreneur if you take caution out of your approach. And move forward with the intent of being a servant, seeking to understand. And just going for it. You honestly just never know what will happen if you let the chips fall where they may when doing cold outreach.

In conclusion I would like to highlight an important business entrepreneurial lesson for anyone who is a Entrepreneur or relies on Sales to succeed. If you just take one step forward fearlessly. Be willing to serve others and help them without expecting anything in return. Your going to have a very very successful future. However if you include service with a smile and seek to understand how you can help them achieve their goals without expecting anything in return. Your going to be a killer in your space or market guaranteed.

You most likely will think I am Bat Shit Crazy for sharing this. However the TV super star of “The Profit” on CNBC Mr. Marcus Lemonis is good man responsible for sculpting my empathy and my sensitive approach to business relationships. Don’t believe me? Here’s your proof.

I do hope you learned something from this encounter. It’s my hope that anyone who reads my Blog post’s can and will leverage my successes and defeats for their own entrepreneurial successes.

Thank you for reading.

JS

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Business Articles

Trust Business Brokers?

Ok so I am going to share some personal insight and experience about a controversial topic among Businessmen and Businesswomen. Business Brokers. “To use and trust or not to use and trust. Is the question?”

I have been told by some of my partners Business Brokers can be useful if you know how to avoid the traps and have experience associated when negotiating transactions. However I have yet to see a Broker who is not a full out Online Lead Machine and Robot. This is just so unattractive. And makes me feel like they are a Drive Through Burger Shack or worse Convenience Store. They are sales heavy and usually I would not use a broker for any reason except Multi Family Real Estate. The reason I say this is because the first rule I was taught by my Mentor who is a Fortune 500 founder and has his own PE Fund. He shares “When looking for deal flow as a Private Equity investor. Or as a Partner of a Fund. “All the very attractive deals are going to be usually off market. Difficult for us to approach and buy.” Frankly when I look for deals they must be entrepreneurial journeys and approach’s. Nothing is a free lunch in Business. 100%

Always be looking for Deals.

This should sum up my advice as a Entrepreneur. Always be looking. Most people go throughout their day going to work, shuttling the kids to the Dentist or School without ever paying attention to the details in their environment. Entrepreneurs I suggest you do pay attention. And should always be on the look out like a hawk for the next diamond in the rough deal. If you spot a building with personality or character in downtown Kansas City? You may be on to something big. Trust me. It’s worked for me. Watch for that story soon. But usually Experienced Smaller Private Equity Shops and Small Business Owners who have a few transactions under their belt. Use Brokers as a way to sit back and let them bring them Deal Flow. This has it’s own set of issues. But for now. I want to demonstrate how this kind of works.

Business Brokers Are Like Sales Robots

Most Business Brokerage’s do have forms on their websites for qualified and unqualified Business individuals to be sorted as a Meat Wagon Intake. I mean this with complete humor. Hahah. Avoid these processes if you can. From my experience. I am more of a Businessman who likes to develop trust and long term relationships if I am going to be doing business with someone. I just have to have that personal commitment and professional development time to really feel like the opportunity is not some fly by night Deal that could wreck my career and future.

People in the Sales community do not have the motivation to look at and conduct deep investigations for Due Diligence like YOU. Remember every person on the other side of the table wants to succeed and get PAID. And if corners are cut? Which they probably are sometimes. You must remember that its your responsibility as the new Owner to investigate thouroughly. Nothing will be as powerful as your own Due Diligence investigations and referring to Professional Experts offering Advice.

Here is the cool thing about Business Brokers. If you have established healthy working boundaries and trust, they will bring you off market Deals or Opportunities. That is paydirt.

Experience Matters

I am only able to write about my experiences and personal suggestions on this blog. So I am really positive my criticisms and cynical views won’t be winning me any Friends by discouraging Entrepreneurs from using Business Brokers. I find it easier to use my own creativity and approach business owners when asking them to have a conversation about their future and retirement options. There is a strategy I use to evaluate if a Business owner seems like a good Acquisition possibility. I will be writing more about how I do this so please stay tuned. However leaning on your Partners Business Experience will help you jump start your Acquisition Entrepreneurship journey. But it will be up to you to take the lead. Business Brokers in my humble Opinion should only be used if you A. have established Rapport. B. Have Mutual Respect. and C. Know you can trust the person as the intermediary.

Trust Is Everything

When picking a Business Broker I was able to hack the system of Robotic responses. Here is what I did. But first you need to know that Trust is everything. In order to establish some trust have the Broker or Firm you contact refer 3 previous Clients who have experience doing deals with this firm. Then ask for 2 Clients who did not complete a transaction. Take these introductions as serious referrals. Because in the end. You can not afford to screw up. Trust will come when your comfortable that the person wanting you to sign a NDA is not a Scheming Con Man or Woman.

In the end I am going to detail my thought pattern of trust. Because if your left with more questions than answers when dealing with Business Brokers or anyone in general. Follow these steps.

  • Trust
  • Trust But Verify
  • Take The Matter Under Advisement

As my friend Marcus Lemonis say’s “Trust the process.”

Thanks for reading.

JS.

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Business Articles

Business Intelligence Services | M&A Transactions

Rock Solid information is always something to procure through due diligence. However there is a difference on Solid Info vs. Actionable Business Intelligence. And something you need to consider up front. Insider Trading is not the topic I am referring to. That is a post in of its own. For now I am trying to communicate to you Mergers & Acquisitions Professionals that Actionable Intelligence can not be substituted.

What is Actionable Intelligence?

Information is raw data or facts in a public forum or online data base easily accessible. Intelligence is information you would not see in raw form. But rather would be a pieces of information. Focused into clarity or a vision from multiple sources.

So if your a Banker, Attorney, Accountant or a Businessman or BusinessWoman finding credible sources to provide Business Intelligence. Will in fact be a game changer on how you analyze deals and incoming deal flow opportunities. So how do you do this? In the Business community usually we call something similar Proprietary Deal Flow.

Proprietary Deal Flow

When entrepreneurs are first looking for deal flow usually they do whatever feels natural to them. They go out in the community expecting to easily find deal flow. However a big shock hits them when they find out almost no body will give them the time of day. They fail to realize their are strategies at play they are not privy to. And unfortunately most Professionals won’t share their secret sauces to success. But I can dial you in on some secrets on “How to gain access to “Proprietary Deal Flow Here.”

Acquisition Target Intelligence Services?

Some Senior Executives require open source intelligence. Intelligence may include but is not limited to. How should executive evaluate and analyze Business targets for a possible Acquisition? You should look at the Business, the people, and the Clients or Vendors, and the Competition. Analyzing all aspects of business during different parts of the year will yield different results. All of this information is vital to the success of acquisition targets. If your executive team requires additional information services. For example. Information not listed online or provided by big firms. Brokers websites and or online directories. We are experts of negotiate and investigating for your teams comfort and benefit. Our Executive tailored services are staffed by former Senior Military Leadership, Veterans who served during Iraq and Afghanistan conflicts. Operated in Syria, Africa, and beyond. All of our Special Operations Intelligence professionals and Special Mission Unit Operators are available for advisory services.

Thank you for reading. If you have found the information provided useful, please share to your networks. We are happy to connect with professionals and executives needing an edge and former Military team ready to deploy on a moments notice.

JS

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Business Articles

Search Funds

Entrepreneurs Are You Ready To See If Your Worth Your Salt? This guide explains more about Search Funds. If your needing structure. Search Funds may be a unconventional option for you.

Let us define Search Funds.

How many search funds are there? Irving Grousbeck, a professor at Stanford University’s Graduate School of Business, who originated the concept in 1984 while lecturing at Harvard Business School. Since then, it is estimated that 627 traditional funds have been or are currently being formed, with 198 operating currently.

Good day to all the visitors who showed up to read the Investment Fund advice. I genuinely would like to Thank you. Your here probably because you have an interest in Search Funds for Entrepreneurship through Acquisitions. Let’s get down to Brass Tax and open up with the two types of Search Funds I am privy to.

  • Self-Funded Search Funds
  • Investment Fund Backed Search Funds
  • Private Equity Funded Search Fund
  • Private Individual Funded Search Fund

Both are polar opposites from each other. And honestly I have to be straight with you here. If your serious and backed by a well funded Private Equity Firm? I do not feel you will have to work as hard as a Scrappy Entrepreneur who is self funded. That’s my opinion. However I guess the old stand by should be suggested. Warning “RESULTS MAY VARY.” I hope you get chuckle. You are out searching or are about to begin your search for a Company to approach and acquire? In all seriousness there seems to be some assumptions that I am going to address to set up your expectations.

Self Funded Search Fund

I feel the well funded entrepreneur should out perform the scrappy entrepreneur. Because the scrappy entrepreneur who is not as well funded may have to work harder or longer. But! Just because an Entrepreneur is well funded? Doesn’t prove he or she will out perform the poorly funded or scrappy entrepreneur. There are to many variables at play in this analysis.

Self Funded Entrepreneurs are exactly just that. They’re using their own money to cover costs of being on the road and traveling while searching. Usually these entrepreneurs are incredibly resourceful using self taught street smarts and pure hustle to achieve their goals. Uncertainty and being uncomfortable are normal operating environments.

Traditional Search Funds

What is a traditional Search Fund? These are funds that are funded by wealthy private individuals or investment funds including Private Equity Partners. If we really consider the roots of Search Funds. The model originated at Stanford Graduate School of Business in California. A few Stanford Alums raised some funds to search for an Acquisition.

In conclusion wether your funded by a wealthy Private Individual or secured funding from a Private Equity Firm. Search Funds are defined differently by different experts. As I had mentioned earlier “Results may vary.” There are no metrics to discern which entrepreneur will be successful. However from the research I have completed. If you follow a Search Fund Model 60% of Entrepreneurs who adhere to the model of a Search Fund are likely to be successful.

Thank you for stopping by and reading. Please do drop us your email address for new Blog posts as I write them. Because I will be writing a ton more about Search Funds as my own Business model evolves.

Please feel free to share on Linkedin or any groups. And If I missed something in writing this? Please feel free to send me a email and I will consider your information you provide to add to this guide.

Happy Hunting to all Entrepreneurs using a Search Fund model.

JS

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Business Articles

How To Raise Money As A Entrepreneur?

A Strategy For Entrepreneurs Needing To Raise Money & Build Partnerships.

It takes courage

Thank you for showing up and reading my Blog. If your a serious entrepreneur, or maybe your a Commercial Banker, or even a Investor that wants to take your out reach to a entirely new level? My learned experiences will be like having a secret playbook. They always say. “When you know where your going? It’s difficult to get lost.” Please understand it’s ridiculous to think you can cold call a wealthy investor or someone influential you don’t know. Do you really think these investors will pick up the phone warmly greet you and invest on the spot with out doing any due diligence? Sorry that’s just not going to happen. LOL So seriously what does it take to be determined to win in Business entrepreneurship? How do you develop relationships with influential investors? It takes strategy an patience like a Saint.

When I meet Wantrepreneur’s, Solopreneur’s and and small business owners who would love to take their life to that next level. I immediately ask them if they truly know what they are asking for? And I question their motives. And if I get the sense that your just wanting to get rich quick to service your ego or toot your own horn? I immediately disqualify you from further conversation. And politely excuse myself. Because in the Market and real world. All the Ultra Wealthy Entrepreneurs and C-Suite Executives I personally know will do the same. Im harsh because I have to be. This is not personal. This is reality. What I share here with you. Will get you ready for that next level.

So what does it truly take to Raise Millions of Dollars and build a life as a entrepreneur? It takes walking into the unknown, facing uncertainty and relying on the mercy of intimidating strangers. It takes you being genuine. Demonstrating authenticity. Strength and Perseverance.

Be Strategic Have A Formula

Before I share one of my learned simple capital raising strategies with the world. I would like to share that this strategy will only work for Business Professionals and Entrepreneurs who are ethical, moral, and lawful. You must also be at a certain level in life that you are willing to do whatever it takes. And I mean up to and including experiencing painful defeat and flat out rejection. To complete and dominate the competition. After all it’s warfare when you consider all your other competitors. If your sensitive? Cold Calling and reaching out to people you do not know will leave you in a pool of tears and defeat. If you are a military veteran you probably are good to go. Because seriously we all know how hilarious Military Service is to anyone with a sensitive personality. But I digress. Bottom line, is you must develop a very thick skin. Period.

Simple Strategy

By this point you as a professional should already have a pitch deck already created and ready to go with all your opportunity’s. The next step is making a list of 100 influential families, their professional offices and learning about their success including previous investments. Make contact only after you have completed militant style due diligence. At this stage is where your likely to need further coaching.

So to help you along your journey I am offering you a courtesy call with me for 15 min. If you click here let me help you. Because in all honestly it’s likely your at your wits end with sales funnels and experiencing continued rejection and failure. Hey! This isn’t easy at all. Your probably reaching out to the gatekeeper at their office. And the nice Gatekeeper wont listen but instructs you to email a pitch deck, or more likely you were told No thank you with a painful rejection. But all is not lost! Contact me.

Ok so in the unlikely event you do get a scheduled call or email with the person on your list. Now What? Well remember that prepared pitch deck? This is where your going to shine. Make sure you schedule a zoom call to present your pitch deck. Be happy to answer their hard questions. “Pro’s tip.” Have a professional accountant who has worked at a Big 4 Firm help you create the Pitch Deck.

Now this next part is truly important. So after sharing your pitch deck with the investor. Schedule a follow on call in a few days. If by this time you can answer all their questions satisfactorily. Ask them, “Sir. Ma’m How can we move forward and make this work together?” See the brilliance in this question? Congrats.

In Conclusion

So to follow up and end this article or post. I do hope you feel ready to go out there and take on the crucible called the market. It’s likely your going to fail, be frustrated to tears, and feel exuberant triumphs along your journey. However this is not a post about failure it’s a post about the simple strategy and having a simple formula to go out and be successful! I felt the need to begin sharing some of my invaluable experiences to help other Entrepreneurs who do not know where to start. But if you really are serious about doing whatever it takes to win? This blog and my experience will no doubt give you an edge where others have failed you.

Thank you so much for reading. Please subscribe, comment, share and like. And please know I am available for serious entrepreneurs and investors who are going out in to the market and making their dreams reality.

Godspeed and Thank you.

Jameson Sharp
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