Episode
Building Better Deals: Adam Markley on Supporting Searchers, Seller Dynamics, Post-Close Support, and the Importance of Site Visits | Ep. 55
- Published
- Oct 14, 2025
- Duration seconds
- 2397
- Processing state
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- https://jaredwjohnson.com
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Summary
Jared Johnson sits down with investor and operator Adam Markley to trace a winding path from nearly failing out of college to building and backing small businesses. Adam shares how a pivot into accounting and finance opened doors to hands-on work with small companies, a corporate run standing up deal-driven divisions, and ultimately his own acquisitions in the U.S. and U.K. He talks candidly about painful lessons (from paying loans out of pocket to a partner emptying accounts), why seller behavior is a leading indicator of post-close reality, and how his team now invests with a heavy emphasis on in-person site visits and back-office execution. Adam explains his four-pillar support model for new owners, common pitfalls in lender relationships, and where he thinks ETA is headed as underwriting tightens and off-market search professionalizes. Main Takeaways: Curiosity and repetition win: reviewing dozens of deals monthly builds judgment you cannot shortcut Seller character and the buyer–seller relationship are core drivers of post-close success Site visits late in diligence provide a critical gut check before funding and close The first 6–12 months are won by focusing on four buckets: people, operations, sales, and processes Outsourcing or wrapping expert back-office support can save hundreds of hours during transition Investor fit matters: clear expectations on equity step-ups, preferred returns, and long-term horizons Off-market search is professionalizing; few individuals can excel at every part of the search lifecycle alone Expect tighter SBA underwriting (e.g., DSCR definitions, post-close liquidity) to favor better-capitalized buyers Personal financial discipline signals readiness to operate and builds lender and investor confidence Under-levering and adding real ba…