Business Buying Strategies from The Dealmaker's Academy

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• Why traditional "day-one finance + deferred consideration" deals are becoming outdated.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 [email protected].

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 [email protected] 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 [email protected].

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 [email protected] 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 [email protected].

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 [email protected] 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 [email protected].

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 [email protected] for more information.

In this episode of Business Buying Strategies, Johan Gory, managing director of OnPoint Accounting, offers an in-depth masterclass on financial due diligence. Johan explains the importance of involving a due diligence expert, common pitfalls that cause buyers to overpay, and techniques such as the 'source of funds' trick to uncover the real financial health of a business. He also discusses the relevance of goodwill, the challenges and opportunities in buying distressed businesses, and the role of director's loans in business valuation. This episode is a must-listen for anyone serious about buying a business without risking their own cash. Key moments 00:00 Introduction to Business Buying Strategies 01:29 Meet Johan Gory: Expert in Financial Due Diligence 05:16 The Importance of Financial Due Diligence 08:36 Understanding Financial Terminology and Add-Backs 13:53 Opportunities and Challenges in Buying Distressed Businesses 17:25 Networking for Business Opportunities 22:04 Understanding Director's Loans 23:54 Negotiation Strategies with Director's Loans 26:07 Evaluating Business Owner's Compensation 29:48 The Importance of Cash Flow in Due Diligence 30:57 The Secret Weapon: Source of Funds Report 38:49 Commercial Due Diligence: Beyond the Numbers

** 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 [email protected].

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 [email protected] for more information.

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 [email protected].

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 [email protected] for more information.

In this special edition of Business Buying Strategies, Jonathan Jay speaks live from the Deal Makers Retreat in Marbella, Spain, talking about the importance of personal branding when negotiating business deals.

He explains how to present yourself to business owners, emphasising the significance of the first impression and maintaining credibility throughout the negotiation process.

Jonathan shares practical tips and anecdotes, underlining that knowing the buying process thoroughly and having clarity of intent are crucial for success. Listeners are encouraged to adopt a calm, professional demeanour, control the conversation, and remain curious.

The session provides actionable advice on how to address common challenges faced by new business buyers and highlights the importance of being likeable and confident.

Key moments

00:00 Welcome to the Deal Makers Retreat 00:49 The Importance of Personal Branding 01:17 First Impressions Matter 05:09 Building Confidence in Deal-Making 09:29 Establishing Credibility 12:33 Effective Communication Strategies 17:21 Handling Objections and Questions 23:16 Turning the Conversation to the Business 23:41 Overcoming Self-Doubt

** 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 [email protected].

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 [email protected] for more information.

In this week's episode of Business Buying Strategies, Jonathan interviews David, a successful entrepreneur who shares his incredible journey of transforming a small domiciliary care business into a £20 million revenue enterprise over the course of four years through an aggressive buy-and-build strategy. David details his early days, the moment of insight that led to his first acquisition, and how he managed to acquire businesses with little to no upfront cash. He also emphasises the importance of having a strong management team, discusses integration challenges, and provides insights into acquiring distressed companies. Additionally, David talks about his recent exit, future plans, and offers valuable advice to those looking to grow through acquisitions. Key moments 00:00 Introduction to Business Buying Strategies 01:21 David's Background and Early Business Ventures 03:17 First Acquisition and Growth Realization 05:53 Mastermind Course and Rapid Expansion 07:35 Building a Strong Management Team 11:31 Challenges and Strategies in Acquisitions 16:25 Successful Exit and Future Plans 20:26 Q&A Session with David

** 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 [email protected].

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 [email protected] for more information.

In this week's episode of Business Buying Strategies, Jonathan provides an exclusive glimpse into one of his inner circle meetings featuring guest speaker Richard Farleigh, the Australian investor known from series 3 and 4 of Dragons' Den. Richard shares his incredible life story, growing up in the care system, overcoming adversity, and eventually achieving success in investment banking and business. The episode includes candid insights and engaging stories about Richard's experiences on Dragons' Den, his investment philosophies, and the remarkable transformations of his ventures, including the rise of Levi Roots' Reggae Reggae Sauce. Key moments 01:00 Meet Richard Farleigh: From Dragons' Den to Investor 02:01 Richard Farleigh's Early Life and Challenges 04:24 The Turning Point: Chess and Education 06:37 Investment Banking and Early Success 07:20 Adventures in Small Business Investing 08:33 Experiences on Dragons' Den 15:19 The One That Got Away: Trunky 17:13 Home House: A Unique Private Member's Club 20:49 Business Theory and Unique Selling Points 21:25 Challenges of Promoting Home House 22:29 The Role of Luck in Business Success 22:55 Madonna's Visit and Home House's Turning Point 23:17 Discovery Costs and Financial Struggles 24:56 Selling Home House and Market Liquidity 25:18 Starting a Tennis Racket Company 26:16 Lessons from a Failed Business Venture 30:29 Infinite Startups and Business Execution 32:21 Levi Roots and the Reggae Reggae Sauce Pitch

** 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 [email protected].

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 [email protected] for more information.