Business Buying Strategies from The Dealmaker's Academy

This week, we take you behind the scenes of one of Jonathan Jay’s exclusive Zoom coffee mornings — a live, unscripted Q&A session where aspiring business buyers put their real-world questions directly to one of the UK’s most experienced dealmakers. No slides. No fluff. Just straight-talking, practical answers from Jonathan on everything from company structure and personal guarantees to due diligence, PGs, investor myths, tax efficiency, and how to avoid wasting months of your life chasing the wrong advice. Highlights include: ✅ Do you need a Board of Directors? (Spoiler: probably not) ✅ The 3 essentials to protect yourself in a deal: Structure, no PGs, and due diligence ✅ The truth about “cash-free, debt-free” sales ✅ Why most sellers have never heard of these terms — and why that helps you ✅ Should you integrate or isolate a newly acquired business? ✅ How long should deferred payments last — and what’s changed post-Covid? ✅ What to do when a seller refuses to show financials ✅ How to break the “motivated buyer” mindset and regain leverage ✅ Can you really buy a business in the UK as a foreign national? (Yes — and here’s how) Jonathan also shares powerful real-world stories from Mastermind clients — including a primary school teacher who closed a £1M profit deal in a new industry — proving that background and credentials matter less than mindset and method. Thinking of Buying a Business? If you’ve been listening to the podcast, watching the YouTube videos, and reading the books — but still feel stuck on what to do next — it’s time to move forward. Book your free Clarity Call now: Get personalised advice and find the right path for your goals — whether that’s Deal Club, the Foundation Programme, or the full Mastermind experience. → dealmakers.co.uk/clarity Don’t forget your FREE Business Buying Toolkit: Packed with cheat sheets, templates and video training to help you find, fund and close your next deal. → dealmakerspodcast.co.uk Want to meet Jonathan in person? New dates for the Business-Buying Foundation Programme and Deal Club Live events are now live. → dealmakers.co.uk/foundation → dealmakers.co.uk/deal-club-live-events Listen now: Business Buying Strategies Podcast Available on Spotify, Apple Podcasts, and all major platforms.

In this week’s episode, Jonathan Jay introduces Inner Circle member Martin, one of the sharpest negotiators in the business buying world. What follows is a complete masterclass on negotiation — packed with practical insights, real-world stories, and strategies you can put into action right away. Martin pulls back the curtain on how to approach deals with confidence, credibility, and control. From mindset techniques to financial structuring, from role-playing negotiations to managing seller expectations, this session is full of wisdom you won’t find on YouTube. What you’ll learn in this episode: Mindset first: Why self-belief is the foundation of every successful deal — and how to build it. Confidence counts: How to position yourself as the “safe pair of hands” sellers are looking for. The art of control: Why asking great questions is the fastest way to take charge of a negotiation. Truth over bluffing: Why admitting “I don’t know” can actually increase your credibility. Sales skills matter: Why selling is at the heart of deal-making, and how to improve fast. Smart financing: Understanding the difference between asset finance and invoice finance — and why cash flow trumps profit in the early stages. Avoiding rookie errors: The dangers of making offers without knowing the numbers. Spotting skeletons: A simple but powerful line to uncover hidden problems before lawyers get involved. Creative structures: How to handle sellers who overvalue their businesses — and still get the deal. Emotional buy-in: Why every seller makes decisions with their heart before their head. Why listen? If you’re serious about buying businesses, this episode will give you the tools to negotiate with confidence and close deals that others would walk away from. Martin’s energy, storytelling, and practical frameworks make this one of the most valuable sessions we’ve ever shared. 👉 Subscribe to Business Buying Strategies so you never miss an episode. 👉 Connect with Jonathan Jay on LinkedIn for more resources, tips, and insights. Links & Resources Mentioned Book a Clarity Call (free, no obligation) → dealmakers.co.uk/clarity Jonathan’s YouTube Channel → youtube.com/@JonathanJayDealmaker Subscribe to the Business Buying Strategies Podcast archive → dealmakerspodcast.co.uk If you enjoyed this Q&A format and want Jonathan to do more, let him know by leaving a comment or review! And if you’re serious about buying your first (or next) business, book your free clarity call today: dealmakers.co.uk/clarity

In this week’s episode, Jonathan sits down with his long-term legal partner, John Andrews, for a masterclass on the legal do’s and don’ts of buying a business. With over 250 deals completed for Dealmakers clients and three decades of M&A experience, John shares the essential legal knowledge every buyer needs — especially if you’re serious about avoiding costly mistakes. Whether you’re preparing for your first deal or scaling up your acquisition strategy, this episode gives you the legal edge to navigate deals with confidence. What You’ll Learn in This Episode: Why a Shareholders’ Agreement is Crucial — and why skipping it can cost you dearly later How to Choose the Right Lawyer — and why not all solicitors are qualified to handle M&A What Goes into a Share Purchase Agreement (SPA) — and the key clauses that protect you The Three Types of Due Diligence — and how each one helps avoid nasty surprises The True Cost of Legal Work — from fixed fees to due diligence and abortive deal risks Asset Purchase vs. Share Purchase — the pros, cons, and tax implications of each What to Expect During the Completion Process — and why most deals are now done digitally The Most Common Legal Mistakes Buyers Make — and how to avoid them How to Avoid Overpaying or Becoming a “Motivated Buyer” — and stay in control of negotiations Why a Strong Legal Team on Both Sides Speeds Up the Deal — and can save you thousands If you’ve ever wondered what your lawyer should really be doing for you — or how to make sure your deal doesn’t unravel at the last minute — this episode pulls back the curtain on the legal side of business buying.   🎧 Listen now and get legally savvy: 👉 Listen on Spotify 👉 Find all episodes at dealmakers.co.uk   Links & Resources Mentioned Book a Clarity Call (free, no obligation) → dealmakers.co.uk/clarity Jonathan’s YouTube Channel → youtube.com/@JonathanJayDealmaker Subscribe to the Business Buying Strategies Podcast archive → dealmakerspodcast.co.uk If you enjoyed this Q&A format and want Jonathan to do more, let him know by leaving a comment or review! And if you’re serious about buying your first (or next) business, book your free clarity call today: dealmakers.co.uk/clarity

In this episode, Jonathan does something a little different: a live Q&A session with listeners and aspiring dealmakers. You’ll hear real, unscripted questions from entrepreneurs across the UK (and beyond) – and Jonathan’s direct, practical answers drawn from decades of dealmaking experience. In This Episode Why traditional “day-one finance + deferred consideration” deals are becoming outdated. The big difference between the “vanilla” advice on YouTube and the full-flavour strategies inside Mastermind. Should you start with a small (£500k turnover, 5 staff) business – or aim higher? Why franchises are often jobs masquerading as businesses (and what to do instead). How to buy businesses abroad (Spain, Canada, etc.) and whether the process differs from the UK. What percentage of people actually buy a business after joining Mastermind – and why effort is the deciding factor. Why brokers are a trap for first-time buyers (and what to do instead). The truth about legal and professional fees – and why the business you buy pays them, not you. A reality check: why targeting £5–10m EBITDA in 18 months is unrealistic – and what is possible. What to do if management buys out the owner while you’re negotiating a deal. Is it better to buy near you, or can you run a business from afar? Links & Resources Mentioned Three-Day Foundation Programme → dealmakers.co.uk/foundation (limited to 40 people per intake). Book a Clarity Call (free, no obligation) → dealmakers.co.uk/clarity Jonathan’s YouTube Channel → youtube.com/@JonathanJayDealmaker Subscribe to the Business Buying Strategies Podcast archive → dealmakerspodcast.co.uk Key Takeaway Every question reveals the same truth: success in business acquisition isn’t about finding a “magic formula” – it’s about having the right process, guidance, and deal flow. The people who follow the system always end up buying businesses. Listen Now If you enjoyed this Q&A format and want Jonathan to do more, let him know by leaving a comment or review! And if you’re serious about buying your first (or next) business, book your free clarity call today: dealmakers.co.uk/clarity  

In this week’s episode of Business Buying Strategies, Jonathan speaks with Neil — a former accountant who lost his job in early 2020 and built a million-pound business in just five years. Neil shares how he went from doing the odd tax return to running a team of 12, managing 650 clients, and completing three acquisitions in just two years. You’ll hear how he turned redundancy into opportunity, overcame the chaos of COVID, and used acquisitions — not marketing — to scale rapidly and strategically.   What You’ll Learn in This Episode: How Neil built his business from scratch during lockdown Why acquiring 100 clients in a day beats signing 5 clients a month What he learned from buying a micro business — and what he did differently the next time The behind-the-scenes reality of two back-to-back acquisitions in 2024 How he transformed from overworked solo founder to true business owner with a team and systems The mindset shift that turned Neil into a dealmaker — and future investor   Key Quotes: “I had three or four clients in January 2020. Now, we have 650 and a million-pound turnover.” “You don’t have to do this for 30 years to build real value — you just have to start.” “Acquisitions changed everything. I became a business owner, not just a technician.”   Key moments: 00:30 – Intro: Meet Neil, from redundancy to dealmaker 04:00 – Starting a business with two months of savings 07:00 – His first acquisition: a micro business and proof of concept 11:00 – Deal two: 100 clients added in a single day 15:30 – Deal three: A 350-client acquisition and a management overhaul 21:00 – Letting go, building systems, and becoming the owner 26:00 – Dealing with challenges: TUPE, communication, and integration 30:00 – What’s next: succession, EOTs, and giving back 34:00 – Final thoughts: De-risking, legacy, and your next chapter   Want to learn how to buy a business like Neil? Download Jonathan’s free book: https://dealmakers.co.uk/free-book Or explore our trainings at: https://dealmakers.co.uk   ** Looking for a great acquisition lawyer in the UK? Use mine! ** If you are looking for a lawyer in the UK to help you get the deal over the line, then use my own lawyer, John Andrews. You can phone his office at (0345) 2412494 or email him at johnandrews.deallawyer@jmw.co.uk. Ready to get started? Here’s how you can start your business buying journey… Download our free Business Buying Toolkit https://dealmakers.co.uk/business-buying-toolkit Join our Business Acquisition FastTrack programme https://www.dealmakers.co.uk/fast Already bought a business? if you've already bought a business, you should be part of my Inner Circle group where we discuss raising capital, integration management, and exiting. Email Maria on hello@thedealmakersacademy.com for more information.

In this week’s episode of Business Buying Strategies, Jonathan shares valuable insights from Inner Circle members who have successfully purchased businesses. The episode considers the transformative power of a single acquisition, featuring examples such as Nick's printing business expansion and Jas's recent ventures. Jonathan stresses the importance of validating the business model to ensure sustainable growth. Lessons include the importance of empowering employees, maintaining quality management, and the strategic considerations of business consolidation and rebranding. It’s an episode for aspiring business buyers looking to fast-track their success while minimising risks. Key moments 01:05 Inner Circle Success Stories 01:44 The Power of One Acquisition 03:35 Jas's Transformative Acquisition Journey 06:25 Validating the Business Model 15:57 The Importance of Training and Empowering Employees 20:26 Effective Day-to-Day Management 25:57 Consolidation vs. Independence in Acquisitions   ** Looking for a great acquisition lawyer in the UK? Use mine! ** If you are looking for a lawyer in the UK to help you get the deal over the line, then use my own lawyer, John Andrews. You can phone his office at (0345) 2412494 or email him at johnandrews.deallawyer@jmw.co.uk. Ready to get started? Here’s how you can start your business buying journey… Download our free Business Buying Toolkit https://dealmakers.co.uk/business-buying-toolkit Join our Business Acquisition FastTrack programme https://www.dealmakers.co.uk/fast Already bought a business? if you've already bought a business, you should be part of my Inner Circle group where we discuss raising capital, integration management, and exiting. Email Maria on hello@thedealmakersacademy.com for more information.

In this week's episode of Business Buying Strategies, we are treated to a special Q&A session from the annual Marbella retreat featuring a panel of seasoned members from Jonathan's inner circle group.   These accomplished entrepreneurs, who have collectively acquired dozens of businesses, discuss their experiences and share invaluable tips on acquiring businesses with minimal capital outlay.    The panellists, including Hari, Simon, Tim, Jon, and Ben, dive deep into topics such as the importance of getting started, whether to take a targeted or scattergun approach, managing acquisitions without creating a 'job' for oneself, and the key factors in post-acquisition success.   Additionally, they candidly share lessons learned from their own business failures and discuss strategic exits. The episode offers rich, firsthand insights, practical advice for aspiring deal-makers, and underscores the importance of learning from those who have successfully navigated the business acquisition landscape.   Key moments   00:42 Panel Discussion Introduction 01:11 Hari's Business Journey 01:58 Simon's Acquisition Experience 02:35 Tim's Business Ventures 02:57 Jon's Acquisition Success 03:24 Ben's First Acquisition 04:06 Audience Q&A: Getting Started 06:51 Audience Q&A: Targeted vs. Scattergun Approach 09:18 Audience Q&A: Selecting the Right Business 11:24 Audience Q&A: Post-Acquisition Decisions 14:02 Audience Q&A: Increasing Deal Flow 16:56 Audience Q&A: Personal Growth and Mindset 22:11 Audience Q&A: Handling Failures 25:47 Audience Q&A: Using PR for Deal Flow 28:04 Audience Q&A: Exiting Strategies 31:08 Conclusion and Final Thoughts   ** Looking for a great acquisition lawyer in the UK? Use mine! ** If you are looking for a lawyer in the UK to help you get the deal over the line, then use my own lawyer, John Andrews. You can phone his office at (0345) 2412494 or email him at johnandrews.deallawyer@jmw.co.uk. Ready to get started? Here’s how you can start your business buying journey… Download our free Business Buying Toolkit https://dealmakers.co.uk/business-buying-toolkit Join our Business Acquisition FastTrack programme https://www.dealmakers.co.uk/fast Already bought a business? if you've already bought a business, you should be part of my Inner Circle group where we discuss raising capital, integration management, and exiting. Email Maria on hello@thedealmakersacademy.com for more information.

Insights from an Expert Accountant In this episode of Business Buying Strategies, Jonathan introduces Jeff, an accountant he has worked with for nearly 13 years.  Jeff shares invaluable tax-efficient strategies to help business owners maximise their savings and minimise tax liabilities. Key topics discussed include the benefits of family investment companies, approaches for handling inheritance tax, rewarding key employees using partnerships, using service companies owned by family members, and leveraging pensions for tax benefits. Jeff explains how to structure deals in a way that optimises financial outcomes without risking personal cash, providing practical insights for business owners aiming for smarter financial management. Key moments 00:47 Meet Jeff: The Go-To Accountant 01:27 Tax-Efficient Money Extraction 01:58 Family Investment Companies Explained 04:18 Inheritance Tax Strategies 07:02 Incentivising Key Employees 10:02 Using Service Companies for Tax Efficiency 13:46 Pension Planning Insights 17:31 Ensuring Compliance and Control 23:00 Conclusion and Resources ** Looking for a great acquisition lawyer in the UK? Use mine! ** If you are looking for a lawyer in the UK to help you get the deal over the line, then use my own lawyer, John Andrews. You can phone his office at (0345) 2412494 or email him at johnandrews.deallawyer@jmw.co.uk. Ready to get started? Here’s how you can start your business buying journey… Download our free Business Buying Toolkit https://dealmakers.co.uk/business-buying-toolkit Join our Business Acquisition FastTrack programme https://www.dealmakers.co.uk/fast Already bought a business? if you've already bought a business, you should be part of my Inner Circle group where we discuss raising capital, integration management, and exiting. Email Maria on hello@thedealmakersacademy.com for more information.

Johan Gory, managing director of OnPoint Accounting, shares his expertise in financial due diligence in this insightful discussion. He highlights the pitfalls buyers face that lead to overpaying and introduces the 'source of funds' technique to unearth a business's true financial health. Johan explains the significance of goodwill, how to navigate challenges when acquiring distressed businesses, and the complexities of director's loans in valuations. His practical advice is essential for anyone looking to make smart investments without risking their cash.

In this episode of Business Buying Strategies, Jonathan talks with John, a long-time acquaintance and experienced professional in mergers and acquisitions.   John shares his journey of acquiring six businesses with a combined annual revenue of 6 million pounds, detailing the various strategies and tactics he employed, including using the cash reserves of the acquired businesses to fund their purchases.   He emphasises the importance of accountability, transparency, and understanding the financial aspects of a business to ensure successful acquisitions. John also highlights the value of a deal fee and the benefits of deferring most of the consideration payments.    Key moments   00:49 Meet John Hood: A Successful Business Buyer 02:36 John's Journey: From Consultancy to Business Ownership 03:08 The Importance of Accountability in Business 04:23 Exploring John's Business Ventures 06:00 Using Business Assets to Fund Acquisitions 09:41 Negotiation Tactics and Strategies 12:20 Case Studies: Successful Business Acquisitions 19:49 The Deal Fee: Paying Yourself First 21:47 Consolidation and Future Plans 24:42 Final Thoughts and Advice     ** Looking for a great acquisition lawyer in the UK? Use mine! ** If you are looking for a lawyer in the UK to help you get the deal over the line, then use my own lawyer, John Andrews. You can phone his office at (0345) 2412494 or email him at johnandrews.deallawyer@jmw.co.uk. Ready to get started? Here’s how you can start your business buying journey… Download our free Business Buying Toolkit https://dealmakers.co.uk/business-buying-toolkit Join our Business Acquisition FastTrack programme https://www.dealmakers.co.uk/fast Already bought a business? if you've already bought a business, you should be part of my Inner Circle group where we discuss raising capital, integration management, and exiting. Email Maria on hello@thedealmakersacademy.com for more information.