Welcome back to another episode of I&S! Today, host Gabriel Murillo sits down with Danny Sanchez, a serial entrepreneur whose unconventional journey has taken him from managing GameStop and bussing tables to building one of the largest floral retail operations in South Florida—and one of the largest in the nation. In this candid conversation, Danny shares how he stumbled into his first business acquisition, demystifies the world of SBA loans, and reveals what it really takes to scale a company through buying, selling, and integrating businesses.
Listen in as Danny and Gabriel geek out over creative deal structures, lessons learned from acquiring everything from doctor’s offices to flower shops, and the mindset shifts needed to make the jump from small business owner to major player. Danny’s story is equal parts inspiration and real talk about betting on yourself, building great teams, and finding opportunities—even when doors close unexpectedly.
Whether you’re a seasoned entrepreneur or just business-curious, you’ll walk away from this episode with tangible insights on navigating acquisitions, staying resilient through setbacks, and planning for that next big leap. Let’s dive in!
05:51 Leveraging SBA for Challenging Acquisitions
07:45 SBA Process: Challenges & Changes
13:09 Business Expansion through Acquisitions
15:47 Entrepreneur’s Business Acquisition Journey
18:13 Doctors: Business Challenges and New Ventures
20:10 Creative Deal Structures and Financing
25:56 Scaling Business for Investor Trust
27:43 “Pitfalls of High-Interest Asset Loans”
32:05 “Bet on Yourself: Embrace Setbacks”
34:24 Turning Challenges into Opportunities
38:25 Grateful Success in Medellin
41:11 “Navigating Business Growth Challenges”
44:50 Demystifying Venture Capital Deals
47:52 Strategic Growth and Financial Management
49:23 Preparing Business for Sale
1. Introduction and Background
– Danny Sanchez’s early life: Born in New York, moved to Miami at age five
– Initial career path: Attempt at computer animation, realizing limitations
2. Early Entrepreneurial Journey
– Exploration of franchise opportunities: The story of 1-800-Flowers.com franchise- Challenges of buying the first business without capital
3. Entering the Acquisition World
– Introduction to SBA loans and small business acquisitions
– Navigating the SBA 7(a) loan process
4. Risk, Mindset, and Personal Guarantees
– Balancing personal risk in acquisitions over multiple deals
– The importance of discipline, vision, and ongoing evolution in business
5. Criteria and Process for Acquisitions
– Danny’s acquisition criteria: Flexible on deal size, focuses on opportunity
– Examples of recent deals (e.g., buying for $80k then merging/closing stores)
6. Lessons Learned & Shifts in Acquisition Strategy
– Challenges of buying businesses tied too closely to a single owner/doctor
– Importance of building sellable businesses (brand structure, not personal names)
– Acquisition growth: From first retail shop to over 20+ shops
7. Creative Deal Structuring
– SBA loan structure: Down payments, amounts seller can finance
– Evaluating creative models like stock deals, roll-ups, and seller financing
8. Exploring Alternative Financing & Roll-Up Models
– Sale/leaseback and asset-based loans: High-interest pitfalls, relevance to business type
– Experiences from business brokering: Insights from broad industry exposure
9. Mindset, Scaling, and Leadership
– Mindset shifts needed for scaling to $100M+
– Systems building: Importance of procedures, departments, and organizational structure
10. Attachment, Identity, and Business Purpose
– Personal reflections on ego, accomplishment, and gratitude
– Building a company with measurable accomplishments and lasting impact
11. Looking Forward: Expansion and Growth Strategy
-Private equity, venture capital, and family office involvement
– Learning from venture-backed deals, confidence in pitching investors
12. Embracing Technology and SaaS Initiatives
– Development of SaaS tools for the floral industry (Shopify app)
– Integration of tech and AI for operational efficiency
13. Advice for First-Time Buyers and Acquirers
– Trusting instincts: Walking away from deals with red flags
– The value of consulting experts for financial strategy and preparing for potential exits