eventeen months is how long it took the acquisition of today's guest to close.

But so far it sure does seem worth it for Robert Gayden.

For one thing, sales grew considerably during that year and a half, so Robert's confidence in the business grew in tandem.

And because the headline terms of the LOI weren't renegotiated, his effective purchase price steadily declined.

Robert bought a home care business with $1.8m of adjusted EBITDA when he finally closed.

We spend a lot of time on the industry itself, which is one you hear a lot about in our world. (Links in the show notes to past episodes featuring similar businesses.)

Also listen for Robert's thoughts on his involvement in the business, which is an hour-and-twenty-minute train ride to his north.

He's on that Amtrak at 6am every morning, then back home at 7pm or sometimes 9pm.

He is unabashedly "in the business", even though all that EBITDA is more than enough to hire an experienced operator.

Listen for his thoughts here. (Hint: founder energy.)

Finally, listen for our discussion about ops vs. sales.

Many searchers' impulse is to refine the operations of their newly-acquired business, create efficiencies. Out with the fax, in with the CRM. Private equity types call this margin expansion.

But ask yourself when you get in there: is that the best use of your limited attention, or is growing sales?

Focusing on the top line rather than internal efficiency. After all, everything is downstream from sales.

OK, here is Robert Gayden, owner of BrightStar Care of Greater Waukesha and Lake Country.