Why the Gritty “Find-A-Way” Crowd Wins in ETA

Most people in Entrepreneurship Through Acquisition (ETA) assume that the perfect buyer has an MBA from a top school, a polished résumé, and a rolodex full of blue-chip contacts. The truth is uglier, and far more inspiring. It’s the scrappiest, most relentless operators who close deals: the ones who cold-call 200 business owners, drive four hours for a five-minute walkthrough, or gate-crash a trade show to meet a prospect in person.

1. Credentials Open Doors, Grit Closes Gaps

Lenders will still tick off the checklist boxes, wanting to see P&L ownership, team-management proof, and a history of handling budgets. Those are your ticket to the table. But once you’re in the room, it’s your hustle that seals the deal.

• Cold-call volume beats rolodex size. Dialing two hundred phone numbers sounds brutal. It is. But every hang-up, every voicemail, every wrong number is intel: who picks up, when they answer, what pitch gets them curious.
• Be everywhere. Yes, you can schedule Zoom tours. But nothing substitutes for showing up. A 300-mile round trip to inspect a showroom signals commitment, and it gives you bargaining leverage with lenders who notice your face in the file.

2. Execution Over Education

I’ve backed buyers with Tier-1 MBAs and Wall Street pedigrees. I’ve also backed ex-landscapers, former law enforcement officers, and coffee-shop owners with zero “finance” on their résumé. What unites the winners isn’t pedigree; it’s what they do at 2 a.m., how they bounce back from rejection, and whether they view every obstacle as a new play.

• Lesson by doing. No class can replicate the adrenaline of a live negotiation or the stress of a last-minute lender question. Each misstep teaches faster and deeper than any case study.
• Admit ignorance. The fastest learners ask the dumb questions. They’ll say, “I don’t get it,” and force the seller to break down terms. It’s uncomfortable, but it accelerates mastery.

3. Persistence Beats Predictability

Deal sourcing is a ruthless numbers game. Most searchers quit when the response rate dips below ten percent. The true closers double down: they track every interaction, test new channels, and pivot until something sticks.

• Track everything. Use a simple CRM or spreadsheet to log dates, contact methods, objections, and outcomes. You’ll spot patterns like “Thursday mornings get the best pickup rate” or “emails signed by first name outperform those using ‘Mr./Ms.’.”
• Innovate your touchpoints. When calls go dead, switch to handwritten notes, LinkedIn DMs, or even SMS. Some sellers respond best to a text at 6 p.m.; others need a FedEx package with your financial model printed on premium paper.

4. Real-World “Pound-The-Pavement” Anecdotes

The Unannounced Drop-In: One buyer spent three weeks calling a niche-manufacturing owner without luck. On a whim, he hopped on a flight, showed up at the plant unannounced, and handed over a printout of his valuation model. Two days later, the owner asked for an LOI.

Rain-or-Shine Commitment: Another candidate drove four hours through a torrential downpour for a franchise tour. The lender noted his tenacity in the SBA application, tipping the scales in his favor when debt coverage was borderline.

5. Embrace “Entrepreneurship” in ETA

Remember, the “E” in ETA stands for Entrepreneurship, not Education, not Experience, and certainly not Excel wizardry. The market rewards those who execute, adapt, and push past discomfort.

• Normalize failure. Your first fifty calls will flop. Your first model will crash. That’s data, not defeat. Iterate rapidly.
• Invest in face time. Virtual meetings are efficient, but in-person visits are persuasive. Show lenders and sellers you’re willing to put skin in the game.

6. Actionable Next Steps

• Daily Outreach Target: Set a non-negotiable goal (for example, twenty calls or ten emails per day) and stick to it.
• Interaction Log: Track every touchpoint’s outcome. Review weekly to refine your pitch and timing.
• Weekly Face-Time: Plan at least one in-person visit or site tour each week, even if it means a day on the road.
• Ask Stupid Questions: Challenge assumptions—yours and theirs. The more basics you clarify, the fewer surprises later.

7. Your Turn: Share Your Hustle Story

ETA isn’t a theory; it’s a grind. “Find-a-way” to outwork the competition