Inside the Mind of an Acquirer: Lessons from Analyzing Thousands of Real-Life Transactions

What do buyers really want in today’s market?

This week on Built to Sell Radio, John Warrillow interviews Blake Hutchison, CEO of Flippa, the world’s largest marketplace for buying and selling digital businesses. With experience overseeing thousands of real transactions, Blake offers a unique window into the minds of today’s acquirers.

You’ll discover how to:

• Understand the post-2022 shift from growth to profitability in M&A.

• Position your business to command a premium price—even with imperfections.

• Turn perceived weaknesses into opportunities for buyers.

• Defend against lowball offers when there’s only one buyer in play.

• Spot the risks of earn-outs and negotiate better deal terms.

• Evaluate buyers to ensure they have the capital to close the deal.

Blake shares why buyers are more cautious than ever and how you can align your business with their priorities to close the best possible deal.

Show Notes & Links

Flippa

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Definitions

Churn: This measures the rate at which customers stop using a subscription-based service or product over a given period of time. A high churn rate can be problematic as it indicates customer dissatisfaction or lack of engagement.

Due-Diligence: This is a comprehensive appraisal of a business or investment undertaken before a merger, acquisition, or investment. It seeks to validate the information provided and uncover any potential risks or liabilities.

Earn-out: This is a financing arrangement for the purchase of a business, where the seller must meet certain performance goals before receiving the full purchase price. It reduces the buyer’s risk and aligns the interests of both parties post-acquisition.

Letter of Intent (LOI): This document outlines the basic terms and conditions of a deal before a formal agreement is drawn up. It serves as a mutual commitment between the buyer and the seller to move forward with the transaction on the agreed-upon terms.

Re-Trading: This occurs when a buyer attempts to renegotiate the purchase price of a deal after initially agreeing to one. It is often seen unfavorably as it occurs after due diligence, seemingly exploiting newly discovered information.

About Our Guest

Blake Hutchison

Blake Hutchison is the CEO of Flippa, the world’s leading marketplace for buying and selling online businesses. With over 3 million users globally, Flippa connects entrepreneurs, investors, and business owners, empowering them to unlock the value of digital assets. Under Blake’s leadership, Flippa has expanded its reach, delivering cutting-edge tools and insights that simplify the process of acquiring and exiting online businesses.

Blake brings years of experience in scaling startups, driving growth, and fostering innovation, with a proven track record at companies like Xero and Luxury Escapes. A passionate advocate for entrepreneurship, Blake champions the growing trend of online business ownership and is committed to supporting the next generation of digital entrepreneurs.