There are three advantages to cold-calling. If you call the owner, you may find yourself in the unique position of being the only one who knows the business is for sale. You may catch the owner at precisely the right moment. This method also allows you to target precisely the right type of business. The problems with this method include wasting time with unrealistic sellers, failing to get enough information from skeptical sellers, and negotiating with sellers directly.
Business owners are often unrealistic about price and terms.
Buyers who arrive on the scene too early are often amazed at how long it takes some sellers to get realistic. As brokers, we spend time educating sellers, earning their trust and getting them ready to appreciate qualified buyers. Review the Newspaper Classifieds People often get discouraged by the necessary tedium and length of their own search and incorrectly conclude that there are no good opportunities available in the newspaper classifieds. Don't be confused by the junk ads which also appear in the classifieds. They are not.