Call with Deepak
Thu 29 Oct · 4:30 pm Cyprus · Riverside
Setup · links, laptop, iPad (tap to open)
0Links
Laptop and iPad (you, host, logged in):
https://riverside.com/studio/morans-studio-gCJP9Edward, Deepak (guests):
https://riverside.com/studio/morans-studio-gCJP9/zqkr-aytbBefore anything
- Live stream OFF. Button must say Record, not Go Live.
- No company names on screen or out loud.
- No income, credit, bank balance.
1Laptop
- Headphones on. Cable in if you can.
- Open the Riverside Mac app.
- Pick Call with Deepak Choudhary. (Test = New session.)
- Mic: RODECaster Duo Chat. Speaker: Default. Camera: real camera.
- Join studio.
2iPad
- Do Not Disturb on.
- Riverside app → log in → Moran's Studio → same session.
- Mic off. Camera off. Volume 0.
- ⋯ bottom left → Share screen → Start Broadcast.
- Open Notability.
No Share button = iPad isn't on iPadOS 27. Backup: cable straight into the Mac, QuickTime → New Movie Recording → pick iPad, then Riverside Share → QuickTime window.
3Record
- Deepak in: Chrome on a computer? Headphones?
- 20-second sound check.
- iPad share on, then Record.
- Done: Stop. Everyone stays until 100%.
Frame it (before Record)
- Say"Quick frame before we start."
- Say"I have a flow and a lot of questions."
- Say"Short answers are fine."
- Say"Keep your questions for the end."
- Say"Deal?" → yes → Record.
- Ask"OK if we record and use it in a video?" → yes. Clap once.
1Open
- AskTell me about yourself.
- AskWhat do you do now?
- AskWhere do you want to be in 3 years?
2Where you are
- AskI got your PDF about the CWW roll-up. What is it today?
- AskWho's in it with you?
- AskAny money in it yet?
- AskHow much cash can you put in?
- AskHow much can you afford to lose?
- AskReplace income, or build wealth?
- AskWhat does your family think?
- AskWhy now?
- Write"The goal is ___."
3Buy box
- AskWhy IT services?
- AskWhat size? Revenue? Profit?
- AskMust it be local?
- AskWhat's an instant no?
- Say"Your search: Bay Area, Sacramento, $2M–$6M. Still right?"
- Write70% recurring · 90% retention · 20% margin
4What's stopping you
- AskWhat have you tried?
- AskWhat happened with brokers?
- AskBiggest fear?
- AskWho told you no? What did they say?
5How you found it
- AskHow did you find your platform company?
- AskRevenue? Profit? Staff?
- AskDoes the owner stay? Why selling now?
- Say"We scan the marketplaces every day."
- Say"The best firms never list. We call owners."
6Show the Sheet
- Say"Here's what we did for you this week."
- Show89 listings scraped.
- ShowEvery one YES or NO, with why.
- Show48 hot deals. 7 enquiries. 1 NDA. 2 offers.
- AskWhich one excites you?
7The 5 numbers
- Say"I only look at five numbers."
1. Real profit
2. Recurring %
3. Biggest client %
4. Runs without owner?
5. DSCR → bank wants 1.25+
8Deal A · Electrical
- Say"I saw this deal. Looks great on paper."
- Say"Tax return: lost money two years."
- Say"Owner works 70 hours. No manager."
- Say"Three clients = 80% of sales."
Listing: $352K profit
Tax return: −$144K, −$75K
Manager: −$110K
Real profit: ≈ 0
- AskCould you sleep owning that?
9Deal B · IT services
- Say"Your sector. We sent an offer."
- Say"$600K. You put $60K. Seller lends the rest."
- Say"Profit covers payments 2x."
- Say"Catch: biggest client left in December."
$600K = $60K you + $540K seller
Payments $122K · Profit $200K ✓
Biggest client 28% → GONE ✗
- AskWhy would a seller take 90% paper?
10Deal C · Smog shop
- Say"The big one. Best cash flow."
- Say"$934K profit. Steady 3 years."
- Say"But $4.25M is 4.5x. Fair is 3x."
- Say"$633K a year to the bank. Thin."
Profit $934K ✓
Price $4.25M = 4.5x (fair 2.5–3.5x)
Loan $3.4M → $633K / yr
DSCR 1.47
- AskOne bad year. What happens?
11Pick one
- AskWhich one would you buy?
- AskWhich is the platform for your roll-up?
- Say"Only the IT one is in your sector."
Elec IT Smog
Real profit ✗ ✓ ✓✓
Big client ✗ ✗ ✓
Runs w/o owner ✗ ✗ ✓
Price ✓ ✓ ✗
Roll-up fit ✗ ✓ ✗
12His plan
- Say"Let's do the math on your plan."
- AskWhy a contract, not buying them?
- AskWhy 20%?
- AskWhy 8x? Who pays that?
- AskWho buys the group at the end?
- AskWho signs first? Why would he?
- Say"A listed business is for sale. You can't 'sign it up'. You buy it."
- Say"Your group only works with owners you find yourself."
His PDF: owner with $1M profit
Sell alone: 5x − 8% broker = $4.6M
His group: 8x − 20% fee = $6.4M
Below 5.75x the owner loses
8x needs $5M profit = 10–50 owners
- Say"Buyers pay for one company. Not a contract."
13Our plan
- Say"One holding company. Owners sell in. Cash plus shares."
- Say"Everyone closes the same day. Lists the same day."
- Say"Owners keep running it. 5 years."
- Say"No deposit. We carry the costs."
A: 3x · 30% cash
B: 4x · 20% cash
C: 5x · 10% cash
More shares = higher price
- AskWould your owners take shares?
- AskHow many say yes today?
14Paid for
- Say"Plan A: list it. IPO pays the cash."
- Say"Plan B: raise it privately. Hard."
- Say"Plan C: buy one first, with SBA."
$5M company = $1M profit
You $500K · Bank $4.5M
$729K / yr → DSCR 1.37 ✓
$3M+ deal = QoE
- AskWho do you know with capital?
15Who runs it
- AskWho runs each company day to day?
- AskCEO or chairman: which are you?
- Say"Holdco needs a CEO and a CFO."
16Next 90 days
Wk 1: list 10 owners
Wk 2: first calls
Wk 3: financials from best 3
Wk 4: pick a pilot
Mo 2: LOIs
Mo 3: CEO + CFO
List: 9–12 months
- AskWho are your first 3 owners?
- AskWhat do you do tomorrow?
- Say"Let's run it. We film again in 90 days."
Rules
- No company names.
- Never promise a multiple.
- Every number is an example.
- His PDF stays off the recording.
After
- Wait for 100%. Then leave.
- Projects → check 3 tracks.
- Get Deepak's signed filming release.