The "Four A" Club
Accountant, attorney, real estate agent, financial adviser — the four people who already know who wants to sell.
A deal-origination heuristic: the four professionals who advise small-business owners — accountant, attorney, real estate agent and financial adviser — learn about a coming sale long before any broker does. Cultivating those four relationships in a local market surfaces off-market deals. Sanchez pairs it with the observation that roughly 90% of homes sell through online advertising while only about 20% of businesses do, so the business market stays relationship-mediated.
- The owner's advisers know about the sale before the market does
- Business deal flow is relationship-mediated, not listing-mediated
- Off-market deals face less competitive bidding
Written up in Sanchez's own Entrepreneur byline (March 2025) as the first of five lead-generation methods she used going from one laundromat to a portfolio of 24 Main Street businesses.