Here’s how to think about sourcing deals beyond BizBuySell and other listing sites. The best opportunities rarely make it to those marketplaces — they’re usually found through relationships, triggers, and direct outreach. Break it into buckets:
1. Trusted Advisor Networks
• CPAs & Accountants – They know when clients are struggling, retiring, or looking to exit.
• Attorneys (estate, divorce, business law) – Life events trigger sales.
• Bankers & Lenders – They see debt service issues, succession gaps, or expansion stalls.
• Financial Planners – They know when a client is “done” running the show.
Systemize it: Build relationships with 10 of each in your target market and drip value-add content (newsletters, webinars, co-branded guides). Make yourself the first call when one of their clients wants out.
2. Direct Outreach
• Targeted Mail/Email – Pick an industry and send letters/emails offering to buy or transition businesses.
• Local Business Directories – Chamber of commerce lists, BBB, industry association directories.
• LinkedIn Search – Owners with “Founder”/“President” in industries you want. Message them directly.
• Reverse Prospecting – Find commercial real estate owners and contact their tenants — many tenants are business owners nearing exit.
Systemize it: Use data providers (Apollo, ZoomInfo, Clearbit) + automation (n8n, GHL) to run ongoing outreach campaigns.
3. Life-Event Triggers
• Owners hitting retirement age (65+).
• Businesses in probate/estate settlements.
• Divorce cases.
• Health or burnout issues (harder to track, but advisors usually know).
Systemize it: Cross-reference Secretary of State business filings + age data, then build a retirement-targeted list.
4. Community & Word of Mouth
• Local Chambers & Rotary Clubs – Old-school, but tons of deal flow.
• Industry Trade Shows – Talk to small booth operators about succession.
• B2B Vendors – Ask suppliers/distributors who’s slowing down or missing payments.
• Peer Groups (EO, Vistage, local masterminds) – Members often look for an exit but prefer selling to someone trusted.
Systemize it: Assign an “agent” (or yourself) to hit events monthly, log all contacts into CRM, and follow up quarterly.
5. Digital Shadows (Hidden Signals)
• Job Boards – Companies posting “General Manager” or “COO” often means the owner wants to step back.
• Website Activity – Sites that haven’t been updated in years, but still rank well → owner might be disengaged.
• Google Reviews – A wave of recent bad reviews often signals distress.
• Social Media Silence – A brand goes quiet while still in operation.
Systemize it: Set up scraping (n8n, Phantombuster, Clay) to flag these signals automatically.
6. Special Situations
• Franchise Resales – Corporate often knows which franchisees want out.
• Landlords – Commercial landlords know when long-term tenants are ready to exit.
• Auction/Receivership – Distressed sales through courts or banks.
• Niche Brokers – Many don’t list publicly, but they keep “pocket listings” for serious buyers.
Systemize it: Build a database of regional banks, franchise development reps, and auctioneers; check in monthly.
7. Build Your Own Deal Funnel
• Free “Sell Your Business” listings on BusinessOwner.com (Trojan Horse).
• Educational content on “How to Exit” that pulls sellers in.
• Simple intake form → turns into exclusive lead flow.
If you only hunted on BizBuySell, you’ll see the leftovers. Serious dealmakers are building private pipelines with automation, relationships, and positioning.
Learn all of this and more at BusinessOwner.com
