CHAPTER 9

Sourcing Directly

In May 2012, Ari Medoff completed his acquisition of Nurse Care of North Carolina, a home health-care agency located in Durham, North Carolina. He found Nurse Care after eight months of sourcing prospects by directly contacting business owners. Ari explained why he chose to reach out to sellers directly as part of his sourcing strategy: “We did some outreach to brokers. But by directly approaching owners, I was able to see opportunities before they were widely shopped. I also avoided the competition of a broker-run auction.” Also, he wanted to live in the Southeast, where he had been raised, and in a smaller city, where he could raise his family and become a member of the community: “I grew up in a tight-knit family ...

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