Episode 243: How To Grow In A Shrinking Industry, With Jeff Charlton

On Business Lunch With Roland Frasier Podcast, we talk a lot about Acquisitions. Not only Is this subject one of Roland’s superpowers, but it’s arguably the fastest way to build wealth. Today’s episode demonstrates that perspective, with a conversation between Roland Frasier and Jeff Charlton. 

Jeff has been in a shrinking industry since Day 1. But his company (an expert direct response marketer/publisher) has been able to thrive by acquiring businesses along the way. Jeff Charlton breaks down some of those deals and the overall strategy that has enabled Graphic Connections Group to rise to the top (and stay there).

In more recent years, Roland ‘bought’ into Jeff’s company, and that has, of course, been a win that keeps on winning (for everyone involved).

If you’re looking to bolster your business, expand and increase your margins, listen today for a practical plan. 

You can not get too hung up. You have to be ready to walk away. I try to put forward a win-win scenario at all times, and if they don’t see the win, then you can’t force it.” Jeff Charlton

If this episode is helpful to you, please share it with your business-minded friends, and remember to hit the SUBSCRIBE button on ApplePodcasts.

Listen today for,

  • The two types of people that will want to sell their business.
  • How he identifies businesses to buy.
  • The very specific, personal sales letter he uses to find deals.
  • His thought on working with a broker compared to negotiating directly.

They deserve the commission, but what I do when there is a broker is I try to talk to the people directly anyway, make the deal and then go back to the broker and say, here’s the deal.” Charlton.

  • Knowing when to walk away from a deal.
  • The key value he was offering closing businesses.
  • His philosophy on taking on business debts.
  • What he was actually looking for in the companies he acquired.

I was buying customer lists. I didn’t care about the equipment. In fact, in most cases, we backed up a dumpster to their office and threw everything in the dumpster”. Jeff Charlton.

Today’s Top Takeaway

The deal that you don’t do today is often the deal that comes back around (and is even better). Know when to walk away.

Did You Know? 

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