In this episode of The Intentional Owner, hosts Sam Rosati and Kaustubh Deo are joined by Link Moser, author of The Bolt On Blueprint and owner of the web development company Windhill Design. Moser explains how he grew his small business by buying his competitors' customer books, completing 12 deals while taking on no bank debt. The conversation covers how he sourced sellers through direct mail, how he structured low-risk deals, and what he learned from a bigger acquisition that didn't work out. Rosati and Deo also compare Moser's experience to their own add-ons in fence rental and tree care. They discuss: • Why handwritten letters on company letterhead reach micro-business owners that email and private equity outreach miss • How a 12-month revenue share of about 50% shields a buyer from downside while giving the seller a fair outcome • Why small deals build confidence and negotiating experience before larger bets • What the Denver acquisition taught Moser about fixed overhead, client attrition, and the protection of owning no debt • Why the relationship-building side of acquisitions is hard to outsource Owners of small service businesses who are weighing their first add-on will find a practical, low-risk approach to growing through acquisition. Topics: 00:00 - Intro 02:33 - Meet Link and the Bolt On Blueprint 04:38 - From web design to missing the seat 09:52 - Buying competitors' books of business 13:40 - The direct mail letter playbook 16:55 - Structuring the first deal: rev share 21:56 - Add-ons in trade businesses 27:10 - Small deals, no bank debt, big reps 32:36 - Staying disciplined on the buy box 38:15 - The Denver acquisition that didn't last 42:57 - Can you still find zero-down deals? 48:15 - Can you outsource the relationship? 51:34 - Closing thoughts and where to find Link