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14 Top M&A Entrepreneurs: Jeff Charlton

18 acquisitions in 15 years

Civil engineer by training

Why he started acquiring businesses

First acquisition: bought a vendor with no money down

Every acquisition after that was to acquire salespeople

Almost all 18 acquisitions were no money out of pocket

None of his acquisitions were making money at the time

Why he finds the best deals during recessions

Why he uses direct mail

Key questions he asks sellers

The #1 thing sellers always do

How he finds the best people in an acquisition

His best and easiest deal led to a niche that is now taking off

How he structures earn-outs

How he builds trust in buying and earn-outs

Who he admires in marketing

Has his acquisition strategy run its course?