In this episode of the Acquisitions Academy Podcast, Mike Abramowitz talks with Grant Hansen—a PE origination specialist, fractional B2B sales leader, and a man in long-term recovery, 12 years free from drug addiction. Grant explains how he builds origination systems for private equity firms running roll-up strategies, generating proprietary deal flow so buyers aren't overly reliant on brokers. He digs into setting a buy box, qualifying leads, and the often-overlooked "nurture" game—giving genuine, actionable value (like a "Pest Business Playbook") so that when a seller is finally ready, you're the one they call. Grant also lays out the red flags to watch before JVing with or selling to a PE firm, from proof of funds to how they've treated companies they've already acquired. The conversation then pivots to his personal story—prison, three felonies, and a climb into private equity—offering a powerful reminder that where you are is not who you are, and that transferable skills and second chances compound over time.

Best Quotes from the Guest

1. "You have to really take a people-first approach—the numbers are important, but the relationship is also really key."

2. "I wasn't so focused on how much money I was making; I was focused on what skills I could learn that are transferable to what I really want to do."

3. "There are people who have been through much worse than you, done much worse than you, and come out the other side doing much better. If it can be done, then I can do it too."

Takeaways

1. Roll-up strategies demand systematic, proprietary deal flow—not one-deal-at-a-time thinking—which keeps you in control of the conversation and less reliant on brokers.

2. Most PE firms are strong on finance, underwriting, and evaluating deals, but weak on generating enough deal flow to hit their targets. That gap is the opportunity.

3. The buy box (revenue, margins, EBITDA, owner dependence, customer concentration, revenue predictability) is set by the firm. In fragmented trades, accurate data is scarce, so real conversations do most of the filtering.

Timestamps

• 00:00 – Intro and Grant's background

• 02:37 – What an origination system actually looks like (and where firms fall short)

• 05:38 – Setting the buy box and qualifying deals

• 08:28 – The nurture game: giving real value (the "Pest Business Playbook")

• 10:40 – Building B2B sales pipelines for the trades (and AI)

• 12:05 – Why a people-first approach wins deals

• 13:35 – Red flags before JVing with or selling to a PE firm

• 16:16 – Getting clear on your own goals and buy box

• 17:46 – Deal killers, deal structure, and the two-bite model

• 21:44 – Grant's story: addiction, prison, and recovery

• 25:34 – Three felonies to private equity: second chances and mentoring

• 28:11 – Family, fatherhood, and purpose

• 29:58 – Shout-outs and where to connect

Conclusion

This episode bridges the technical and the deeply personal. On the professional side, Grant offers a clear-eyed look at how real deal flow gets built, why nurturing relationships beats chasing transactions, and how to protect yourself when partnering with or selling to a PE firm. On the human side, his journey from addiction and incarceration to a thriving career in M&A is a testament to the idea that your current circumstances don't define your potential. For any listener working toward their first or next acquisition, the throughline is the same: lead with people, focus on transferable skills, and trust that today's decisions compound into where you'll be years from now.

Links

• Grant Hansen website: https://www.acquisitionpipeline.com

• Grant Hansen on LinkedIn / Facebook: search "Grant Hansen"

• Instagram: @granthansenofficial

• Shield Roofers (Houston – Pearland & Katy)

• Evolve Human Labs (Round Rock, TX)

• Media to Social – John Vandergriff

• Community: jvdeals.cbrcapitalgroup.com