00:00 Intro to Thomas Smale
01:10 Why he started FE International
03:37 The M&A Process Past and Today - Build a community and they will tell you what they want
06:54 What is most important in choosing a M&A Advisor
08:32 What FE International charges
10:32 Finding Qualified Buyers - Filtering Out NON-Qualified Buyers
13:25 Does the No Money Down every happen?
15:25 Likelihood of SBA 10% Money Down
20:55 Due Diligence & Quality of Earnings - why deals fall through
29:20 The Valuation Process - how not to waste time
32:14 How they work with seller if 12 offers are below asking
34:46 Outreach to find buyers & creating FOMO
39:09 Why would buyer offer 100% Cash asking price
40:41 After 1200 deals, Where do deals fall apart?
43:00 Why Being transparent about accounting discrepancies is important
44:22 The future of acquisitions
47:30 The Partial Acquisition trend & Buy Side Search
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