Guest: Piret, 25+ yrs Estonian M&A lawyer Involve an experienced M&A lawyer early (LOI/NDA/structure) Get clear on strategy and price; negotiate exclusivity Do proper due diligence (legal, tax, financial, technical) Cover risks with reps & warranties, indemnities, W&I insurance Price mechanics: closing accounts vs. lockbox; valuation (DCF/EBITDA) Earnouts = dispute hotspot Post-close integration & communication are critical Sellers: do vendor DD, clean docs

In this episode of Deal Diaries, we feature Egle Raadik, a serial entrepreneur from Estonia who has successfully exited three companies, including a landmark Amazon FBA brand sale in 2021—the largest of its kind in Estonia . Transitioning from a background in media and digital marketing, Egle ventured into e-commerce, building multiple Amazon brands with a strategic focus on scalability and exit readiness. Egle shares her journey from her early career in media to becoming a leading figure in the Amazon seller community. She discusses the importance of structuring businesses for potential exits, maintaining clean financials, and developing standard operating procedures. Egle also delves into the emotional aspects of selling a business and the value of having a reliable team. Listeners will gain insights into Egle’s innovative approach to entrepreneurship, including her use of a ”sandbox” company for experimentation, ensuring the core business remains streamlined. She also provides a case study on preparing a traditional Estonian cheese manufacturer for sale within 12 months, emphasising product innovation and operational efficiency. This episode offers valuable lessons for entrepreneurs aiming to build and exit businesses strategically.

Contact us here: Indrek https://www.linkedin.com/in/indrek-poldvee-sales-marketing-coach/ Joe https://www.linkedin.com/in/joe-burrill/ In this engaging episode of Deal Diaries, Hendrik sits down with Joe, an Australian entrepreneur now living in Sweden, who has carved out a niche as a broker for online business acquisitions. The conversation spans over an hour and is packed with practical advice, real deal stories, and a deep dive into the world of digital business flipping—from buying small websites to brokering high-value deals. Joe shares his personal journey into the world of online business, starting with a $700 AdSense content site that he bought and lost money on. Despite the early setback, he learned crucial skills—like WordPress, transferring assets, and revenue tracking—that laid the foundation for his future success. He eventually partnered with investors and transitioned from flipper to broker, founding JustWebsiteBrokerage.com. The episode offers a valuable breakdown of the buying journey, covering: Why you should only invest money you’re prepared to lose as a first-time buyer. The importance of due diligence: verifying revenue, traffic, and seller credibility. Red flags like lack of documentation, single-point revenue failure, or suspicious traffic patterns. Joe also shares key success factors for online business investing: Look for diversified traffic and revenue sources. Understand the difference between asset vs. entity sales. Start small (5–10K deals) to learn the ropes before scaling. Leverage seller financing to reduce upfront costs and increase ROI. Build systems to scale—especially in e-commerce and content businesses. Another highlight was the discussion on ”roll-ups” or bolt-on strategies—buying multiple small, complementary businesses and merging them under one brand to improve operations and boost valuation. Joe demystifies pricing with current valuation multiples (2–3x for most small businesses), explains seller discretionary earnings (SDE) vs. EBITDA, and outlines what makes an asset attractive to buyers—brand authority, evergreen niches, and recurring income. Finally, the conversation shifts to first-time buyer mistakes, such as: Buying without a clear operational plan. Underestimating the time and skills required to run the business. Failing to negotiate key terms like non-compete clauses. This episode is a must-listen for aspiring digital entrepreneurs. Whether you’re thinking about buying your first small site or plotting a larger online acquisition strategy, Joe’s transparent and thoughtful approach provides a practical roadmap for navigating the world of online business deals. Listeners can connect with Joe at justwebsitebrokerage.com or by email for tailored advice.

My contact: https://www.linkedin.com/in/indrek-poldvee-sales-marketing-coach/ Valeria contact: https://www.linkedin.com/in/valeriakiisk/   Episode 165: How to Buy a Company (Even with No Money) – with Valeria Kiisk Guest: Valeria Kiisk, Partner at Redgate Capital, with 15+ years in finance, corporate M&A, and advisory. Background: Redgate Capital specialises in M&A, capital raising, real estate, and wealth management across the Baltics. Episode Focus: Practical insights into buying and selling companies, especially in the Baltic context. 🔹 Buying a Business Start by asking: Why do I want to buy this company? Define your personal and strategic goals. Most deals in the Baltics are under €10M; even €100k–€1M deals are common. You don’t need millions to buy a company – creative deal structures are often used. Use debt financing, seller earn-outs, private investors, or shared equity with performance milestones. Having “skin in the game” (money, time, effort) is vital for investor confidence. 🔹 Selling a Business Many founders are too involved in day-to-day operations—this hurts valuation. To sell successfully, create a company that works without you. Strategic buyers often offer more value than financial buyers due to synergies. 🔹 Due Diligence & Negotiation Always perform detailed legal, financial, and operational due diligence. Expect 6–12 months for deal completion; build patience into your plan. Be transparent—buyers pay more for businesses with fewer unknowns. 🔹 Final Tips Build relationships before you need them—many deals start with a conversation. Be bold in asking, but back it up with strategy and humility.

Contact me here: https://www.linkedin.com/in/indrek-poldvee-sales-marketing-coach/ 🧠 Main Purpose of the Podcast To learn about M&A (Mergers and Acquisitions) through honest, long-form conversations. To build a network of like-minded people interested in small-to-mid-sized business acquisitions (under €30M). To create a community of European entrepreneurs and professionals who want to buy or sell businesses, structure deals, and share experiences. To document a personal journey from zero experience in M&A to making real acquisitions. 👤 About the Host – Indrek Estonian entrepreneur with 10+ years of experience running micro-businesses and a LinkedIn-focused agency. Former host of a successful Estonian-language entrepreneurship podcast (nearly 100 episodes). Self-described as strong in starting things and big-picture strategy but weak in finances and operations. Inspired by Cody Sanchez and the Acquiring Minds podcast by Will Smith (US-focused) to explore acquisition entrepreneurship. 🔍 What Sparked the Podcast In September 2024, Indra discovered that you don’t always need your own money to buy businesses—deal structures can include seller financing, bank loans, and investor capital. Joined a mastermind group with friends and professionals in banking, forming small teams to explore deals together. Realized that teamwork and complementary skillsets are key in successful acquisitions. Saw the gap in Europe: few resources and communities for small-to-mid-sized M&A like in the US. 💡 Key Messages & Themes Self-learning is the core goal—this podcast is Indra’s learning vehicle. M&A is accessible to more people than typically assumed, even without a financial background. Team-based acquisition is often more viable than solo ventures. Transparency and sharing real numbers and deal structures will be central (if guests are open to it). Target regions: Baltics, Nordics, Eastern Europe, Germany, and other parts of Europe. The show will also feature experts: financial advisors, lawyers, business brokers, and operators who have done real deals. 🧱 Foundations Being Built Teams are forming to pursue real deals (example: targeting a €10M revenue company). Actively working on investor pitch decks and preparing for real acquisitions. Host plans to document the full journey—first deal, growth strategies, setbacks, and wins. 🤝 Community Call Looking for people across Europe with experience or interest in M&A: Entrepreneurs, ex-C-level operators, bankers, investors, lawyers, brokers. People who want to collaborate, join a deal team, sell a business, or learn. The goal is to build a trusted, cross-border community where knowledge and opportunities flow freely. 🎯 Final Thoughts This podcast is not investment advice, but an open journey of exploration. Indra will share real progress and learnings. All feedback and participation is welcome, especially through LinkedIn, where he is most active. The long-term dream is to do a deal, grow it, and maybe teach others in 5 years through classes or a broader platform.