When many entrepreneurs go to sell their business, they're more focused on their business than on the buyer.

Understanding how buyers approach an acquisition, particularly when it comes to funding and deal structure, can help you position your business for the most profitable exit.

In this episode of The Opportunity podcast, Greg breaks down how buyers actually think when evaluating an acquisition and why financing plays such a critical role in deal outcomes. While sellers often fixate on valuation, buyers are just as focused on how they will pay for the business and how much risk they are taking on.

Greg walks us through how SBA loans can allow buyers to bring more cash to the table, and why small mistakes with these loans by sellers often cause deals to fall apart. He also explores alternative funding options like revenue-based financing and how buyers use leverage and other people's money to acquire businesses more efficiently.

The conversation dives into seller financing and earnouts, not as compromises, but as powerful deal-making tools that can expand the buyer pool and unlock higher overall valuations. Greg also shares why setting up a US entity can make your business more attractive to buyers, especially for international sellers.

If you're thinking about selling in the next few years, this episode will help you start positioning your business as a scalable, buyer-friendly machine that buyers can confidently finance and pay a premium for.

• Thinking like a buyer and understanding buyer financing tools (00:52)
• SBA loans and how they dramatically increase money upfront (03:21)
• The biggest SBA mistake sellers make and how deals fall apart (04:31)
• Alternative funding options like revenue-based financing (06:31)
• How buyers use leverage and other people's money to acquire businesses (08:19)
• Seller financing and earnouts as deal-making tools (09:53)
• Why setting up a US entity can dramatically improve exit outcomes (14:34)
• Positioning your business as a scalable, buyer-friendly machine (16:03)

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Sit back, grab a coffee, and learn how to make your business 'funding friendly'.

In this episode, we're joined by Alexander Kelm, an acquisition entrepreneur and founder of a micro private equity firm focused on buying, growing, and scaling digital businesses across Europe.

Alexander shares his unconventional path into acquisitions, including how he sold a business before he had even fully started it. He explains why acquisition entrepreneurship can be such a powerful strategy for digital business owners and how focusing on your strengths, rather than chasing every opportunity, dramatically improves your odds of success.

For first-time buyers, Alexander offers practical, no-fluff guidance on getting started. He breaks down the most common mistakes new acquirers make, how to find quality acquisition opportunities, and what his due diligence process looks like in practice.

The conversation also dives into the European acquisition landscape, where Alexander explains the funding options available to entrepreneurs and the real-world challenges of setting up and operating businesses in the EU.

If acquisitions are on your radar as a growth strategy, learning from someone actively sourcing deals, closing acquisitions, and scaling real businesses can save you years of trial and error.

• Alexander's background and how he sold a business before even launching it (01:42)
• Why acquisition entrepreneurship is so powerful for digital businesses (09:35)
• Avoid failure by playing to your strengths (12:24)
• Alexander's advice for a first-time business buyer (15:58)
• Common mistakes first-time buyers make (18:09)
• Finding and vetting business acquisitions (21:25)
• Alexander's due diligence process (26:50)
• European funding options for entrepreneurs (30:23)
• Alexander's post-acquisition growth playbook (34:09)
• The challenges of setting up a business in the EU (36:44)

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  • Alexander's LinkedIn

Sit back, grab a coffee, and learn the ins and outs of acquisition entrepreneurship in Europe.

Most online business owners have a complicated relationship with conferences. Some leave feeling energized and full of new ideas. Others leave wondering if they just paid a lot of money for bad coffee and small talk.

In this episode of the Opportunity Podcast, Greg breaks down when conferences are actually worth your time and when they're not.

He starts by outlining the difference between attending as a practitioner versus a vendor. Practitioners tend to gain the most from learning new strategies, seeing how others operate, and uncovering ideas that can indirectly unlock new revenue.

Vendors have a tougher time finding success. Without a clear plan to justify the investment and a proven offer, sponsorship can be expensive and risky. Greg explains why aggressive selling almost always backfires and why trust, education, and long-term relationship building are what actually drive results.

Greg also shares practical advice on how to make conferences work without massive budgets. Most importantly, he reveals where the real value of conferences shows up, not in the talks and workshops, but during dinners, drinks, and informal conversations.

If you want a clear, honest take on how to approach conferences and actually make them work for your business, this episode is worth a listen.

• Assessing the value of conferences for sellers vs vendors (01:25)
• The real cost and risk of sponsoring conferences (03:54)
• Getting the best ROI as an event sponsor (09:00)
• Where the real business happens at conferences (12:44)
• Final verdict: Are conferences actually worth it? (18:36)

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Sit back, grab a coffee, and learn how to get the most value out of conferences!