Buying Distressed Agencies: Mushfiq Sarker on Smart Acquisitions
In this episode of Retained Trust, host Karl Hughes talks with Mushfiq Sarker, an experienced entrepreneur and founder of webacquisition.com. Mushfiq shares how he transitioned from flipping content websites to acquiring agencies and other online businesses. He reflects on lessons learned from managing over 200 acquisitions, the operational differences between flipping and holding, and how he identifies distressed agency assets with untapped potential. The conversation covers his approach to deal structuring, outsourcing, team management, and why high revenue but low margin businesses catch his attention. Mushfiq also dives into his preference for niche agencies, the importance of diversified revenue, and how to build resilient operations without over-hiring.
Key Points From This Episode:
[00:00:00] Mushfiq’s background in digital acquisitions since 2008
[00:03:06] Why he pursued a PhD despite already earning online
[00:05:24] Problems with too much VC funding and startup waste
[00:08:39] Importance of repetitions in small business acquisitions
[00:10:50] Managing multiple businesses with 80% efficiency and operators
[00:13:32] Building a portfolio around his strength: lead generation
[00:15:01] How Mushfiq handles personnel risk and team redundancy
[00:19:17] Slack-based escalation rules for client service issues
[00:20:58] Why he avoids structured operating systems like EOS
[00:22:01] Buying agencies: “core” vs. distressed “tack-on” models
[00:23:53] Structuring rev share and fixed-payment deals for dead agencies
[00:28:37] Buying high-revenue, low-margin agencies for profit optimization
[00:31:39] How Mushfiq restructures teams and P&Ls quickly
[00:34:21] What makes an agency attractive to a buyer like Mushfiq
[00:38:49] Only acquiring retainer-based, not one-off, service agencies
[00:40:14] Learning through early failures and SEO experience
[00:43:02] Why first-time buyers should start small or build something first
[00:45:32] Mushfiq’s media diet: podcasts, YouTube, and Twitter
Links:
- WebAcquisition: https://webacquisition.com
- Mushfiq Sarker on LinkedIn: https://www.linkedin.com/in/mushfiqsarker/
- Karl Hughes on LinkedIn: https://www.linkedin.com/in/karllhughes
- Production and editing by The Podcast Consultant: https://thepodcastconsultant.com
