Business Buying Strategies from The Dealmaker's Academy

If you want to buy your bigger competitors, what should you look for?

What are the indicators that make it a good business to buy?

After all, just because they are a bigger competitor does not necessarily mean they are a good business to buy.

There's one person that knows more than most about the indicators of a good business and that's Bill Morrow. City AM described Bill as "the most influential person in alternative finance today."

Bill is a business matchmaker. He finds entrepreneurs that want to invest in a business. And he finds business owners that need finance and mentorship to grow. He puts them in a room together for them to decide if they are a good fit for each other. That's why I describe Bill as a business matchmaker.

Like all good matchmakers. Bill has tips to help business owners get the funding that they need. What he calls "the 3 things that make a company irresistibly investible."

What are these 3 things? And how can you use them as indicators of a good business to buy?

That's what you'll learn in this podcast interview with Bill. 

Also:

• 3 Things That Make A Company Irresistibly Investible
• You'll also learn how serial entrepreneur Peter Kiddle finds businesses to buy. Peter set himself an ambitious goal of making £15 million in 3 years without spending any money.
  How is that possible? You buy companies and turn them around. Peter explains how he sources these lucrative opportunities so you can do the same.

Follow or connect with Jonathan on LinkedIn https://bit.ly/2S3Xzxw

Watch our YouTube Channel The Dealmaker's Academy https://bit.ly/3b86OFI

Visit us online at www.thedealmakersacademy.com

Episodes of Business Buying Strategies are available on iTunes, Spotify, Google Play, Stitcher and Breaker.

Disclaimer: Nothing in this podcast should be construed as legal, financial, tax or business advice. The information is for entertainment only and you should always engage suitably qualified professional advisors. Jonathan Jay, the guest presenters and The Dealmaker's Academy Ltd do not take any responsibility for your actions and decisions as a result of this podcast.

If you want to buy your bigger competitors, what should you look for? What are the indicators that make it a good business to buy? After all, just because they are a bigger competitor does not necessarily mean they are a good business to buy. There's one person that knows more than most about the indicators of a good business and that's Bill Morrow. City AM described Bill as "the most influential person in alternative finance today." Bill is a business matchmaker. He finds entrepreneurs that want to invest in a business. And he finds business owners that need finance and mentorship to grow. He puts them in a room together for them to decide if they are a good fit for each other. That's why I describe Bill as a business matchmaker. Like all good matchmakers. Bill has tips to help business owners get the funding that they need. What he calls "the 3 things that make a company irresistibly investible." What are these 3 things? And how can you use them as indicators of a good business to buy? That's what you'll learn in this podcast interview with Bill. 

Also:

• 3 Things That Make A Company Irresistibly Investible
• You'll also learn how serial entrepreneur Peter Kiddle finds businesses to buy. Peter set himself an ambitious goal of making £15 million in 3 years without spending any money. How is that possible? You buy companies and turn them around. Peter explains how he sources these lucrative opportunities so you can do the same.

Follow or connect with Jonathan on LinkedIn https://bit.ly/2S3Xzxw

Watch our YouTube Channel The Dealmaker's Academy https://bit.ly/3b86OFI

Visit us online at www.thedealmakersacademy.com

Episodes of Business Buying Strategies are available on iTunes, Spotify, Google Play, Stitcher and Breaker.

Disclaimer: Nothing in this podcast should be construed as legal, financial, tax or business advice. The information is for entertainment only and you should always engage suitably qualified professional advisors. Jonathan Jay, the guest presenters and The Dealmaker's Academy Ltd do not take any responsibility for your actions and decisions as a result of this podcast.

In podcast #15, you’ll hear:

• Bill Morrow, the co-founder of the online investment platform Angels Den and who has been described as “the most influential person in alternative finance in the UK today”, explaining how early mistakes eventually led him to understand what investors are looking for and what motivates them to invest.
• Jonathan Jay, founder of The Dealmaker’s Academy, sharing more key negotiating skills you’ll need to be an effective dealmaker
• Peter Kiddle, business turnaround expert and the Chairman of Business Transfer Agent Ltd., discussing the deal he successfully brokered to sell one of Jonathan’s businesses and what made it unusual.Peter now divides his time between consulting on company turnarounds and selling training companies for clients.

Listen to find out:

• Why a shareholders’ agreement is absolutely
• What really motivates investors
• Why it’s a mistake to assume investors are interested in your projections
• The real reasons angel investors agree to invest
• Why women make fantastic investors
• Why you should consider offering a seller an anti-embarrassment payment
• How to persuade a seller to work as a consultant for the target business
• How to sweeten a deal to get sellers onside
• Why you should offer a deferred period of five years and work backwards
• How to avoid arguments about the value of the business
• How Peter Kiddle secured a buyer for one of Jonathan Jay’s businesses
• How Peter found a replacement MD then introduced him to venture capitalists who funded the deal
• How to win over an owner-manager to buy the business
• Why Peter bought a business that had just lost £1 million
• Why you should consider buying a business with problems
• How Peter turned the loss-making business around in 12 months, so it made £350,000 profit
• How Peter constructs deals
• How he expects to achieve his goal of making £15 million in three years

Follow or connect with Jonathan on LinkedIn https://bit.ly/2S3Xzxw

Watch our YouTube Channel The Dealmaker's Academy https://bit.ly/3b86OFI

Visit us online at www.thedealmakersacademy.com

Episodes of Business Buying Strategies are available on iTunes, Spotify, Google Play, Stitcher and Breaker.

Disclaimer: Nothing in this podcast should be construed as legal, financial, tax or business advice. The information is for entertainment only and you should always engage suitably qualified professional advisors. Jonathan Jay, the guest presenters and The Dealmaker's Academy Ltd do not take any responsibility for your actions and decisions as a result of this podcast.

In podcast #15, you’ll hear:

• Bill Morrow, the co-founder of the online investment platform Angels Den and who has been described as “the most influential person in alternative finance in the UK today”, explaining how early mistakes eventually led him to understand what investors are looking for and what motivates them to invest.
• Jonathan Jay, founder of The Dealmaker’s Academy, sharing more key negotiating skills you’ll need to be an effective dealmaker
• Peter Kiddle, business turnaround expert and the Chairman of Business Transfer Agent Ltd., discussing the deal he successfully brokered to sell one of Jonathan’s businesses and what made it unusual.Peter now divides his time between consulting on company turnarounds and selling training companies for clients.

Listen to find out:

• Why a shareholders’ agreement is absolutely
• What really motivates investors
• Why it’s a mistake to assume investors are interested in your projections
• The real reasons angel investors agree to invest
• Why women make fantastic investors
• Why you should consider offering a seller an anti-embarrassment payment
• How to persuade a seller to work as a consultant for the target business
• How to sweeten a deal to get sellers onside
• Why you should offer a deferred period of five years and work backwards
• How to avoid arguments about the value of the business
• How Peter Kiddle secured a buyer for one of Jonathan Jay’s businesses
• How Peter found a replacement MD then introduced him to venture capitalists who funded the deal
• How to win over an owner-manager to buy the business
• Why Peter bought a business that had just lost £1 million
• Why you should consider buying a business with problems
• How Peter turned the loss-making business around in 12 months, so it made £350,000 profit
• How Peter constructs deals
• How he expects to achieve his goal of making £15 million in three years

Follow or connect with Jonathan on LinkedIn https://bit.ly/2S3Xzxw

Watch our YouTube Channel The Dealmaker's Academy https://bit.ly/3b86OFI

Visit us online at www.thedealmakersacademy.com

Episodes of Business Buying Strategies are available on iTunes, Spotify, Google Play, Stitcher and Breaker.

Disclaimer: Nothing in this podcast should be construed as legal, financial, tax or business advice. The information is for entertainment only and you should always engage suitably qualified professional advisors. Jonathan Jay, the guest presenters and The Dealmaker's Academy Ltd do not take any responsibility for your actions and decisions as a result of this podcast.

In podcast #14, you’ll hear:

• Crucial advice for making your first deal from business investor Paul Green including two key insider secrets that every new dealmaker should know.
• Bill Morrow, who City AM describes as “the most influential person in alternative finance in the UK today”, explaining how his company acts as an introduction agency for people seeking finance and people looking for investment opportunities. Bill is the co-founder of the online investment platform Angels Den.
• Jonathan Jay, founder of The Dealmaker’s Academy, describing more key negotiating skills you’ll need to be a successful dealmaker.
• Peter Kiddle, business turnaround expert and the Chairman of Business Transfer Agent Ltd., revealing how he put his first deals together and about how his business evolved. Peter now divides his time between consulting on company turnarounds and selling training companies for clients.

Listen to find out:

• Why you must discover a seller’s real reason for placing their business on the market
• How sellers tend to hide the real reason for selling initially and why it is so crucial you discover what it is
• How a seller’s business partner can unintentionally help you to uncover the seller’s real motivation for selling the business—if you ask the right questions and listen carefully
• How business brokers and business owners use the same sales techniques as real estate agents and how to see through what they present
• Why you should always be prepared to walk away from a deal, no matter how good it seems on paper
• How a business transfer agent works
• Why Bill Morrow’s business venture works so well
• The biggest mistake people seeking funding make
• What business investors really want to know
• The three reasons alternative investors will provide funding
• The biggest value that an investor can provide (and it’s not funding)
• Why so many crowdfunded companies fail within two years
• The three things you should look for in an alternative funding source
• Why you should always allow the other party to raise the issue of pricing
• Why so many sellers have such low aspirations for their business
• The key difference between a business operator and a business investor
• Why you should never denigrate a seller’s business (no matter how poorly it’s been run)
• How to drive a wedge between a seller and his or her broker (without appearing to)
• The key question to ask a seller about their valuation
• What you should do when sellers describe the grounds for their valuation
• Why you should ask who valued the business
• Why you can immediately reduce a broker’s valuation
• How to get the seller onside just by asking questions
• How to make the idea of a consultancy more appealing to a seller
• How changing tactics helped propel business turnaround expert Peter Kiddle towards huge success
• The signs that a business is struggling
• Why you should never let a business owner know that you’re aware of how the business is in difficulty or badly run
• How slashing overheads helped Peter remove hundreds of thousands of pounds in costs
• How merging back-office functions with his existing business helped take one company from a £3 million turnover with negligible profits to a £5 million turnover and £1.5 million profits
• Why it took Peter two years to sell his business for £5 million
• How the mistakes Peter made helped him to create a business brokerage
• Why he bought back a company he’d sold three years earlier
• How to come out on top when dealing with administrators

Follow or connect with Jonathan on LinkedIn https://bit.ly/2S3Xzxw

Watch our YouTube Channel The Dealmaker's Academy https://bit.ly/3b86OFI

Visit us online at www.thedealmakersacademy.com

Episodes of Business Buying Strategies are available on iTunes, Spotify, Google Play, Stitcher and Breaker.

Disclaimer: Nothing in this podcast should be construed as legal, financial, tax or business advice. The information is for entertainment only and you should always engage suitably qualified professional advisors. Jonathan Jay, the guest presenters and The Dealmaker's Academy Ltd do not take any responsibility for your actions and decisions as a result of this podcast.

In podcast #14, you’ll hear:

• Crucial advice for making your first deal from business investor Paul Green including two key insider secrets that every new dealmaker should know.
• Bill Morrow, who City AM describes as “the most influential person in alternative finance in the UK today”, explaining how his company acts as an introduction agency for people seeking finance and people looking for investment opportunities. Bill is the co-founder of the online investment platform Angels Den.
• Jonathan Jay, founder of The Dealmaker’s Academy, describing more key negotiating skills you’ll need to be a successful dealmaker.
• Peter Kiddle, business turnaround expert and the Chairman of Business Transfer Agent Ltd., revealing how he put his first deals together and about how his business evolved. Peter now divides his time between consulting on company turnarounds and selling training companies for clients.

Listen to find out:

• Why you must discover a seller’s real reason for placing their business on the market
• How sellers tend to hide the real reason for selling initially and why it is so crucial you discover what it is
• How a seller’s business partner can unintentionally help you to uncover the seller’s real motivation for selling the business—if you ask the right questions and listen carefully
• How business brokers and business owners use the same sales techniques as real estate agents and how to see through what they present
• Why you should always be prepared to walk away from a deal, no matter how good it seems on paper
• How a business transfer agent works
• Why Bill Morrow’s business venture works so well
• The biggest mistake people seeking funding make
• What business investors really want to know
• The three reasons alternative investors will provide funding
• The biggest value that an investor can provide (and it’s not funding)
• Why so many crowdfunded companies fail within two years
• The three things you should look for in an alternative funding source
• Why you should always allow the other party to raise the issue of pricing
• Why so many sellers have such low aspirations for their business
• The key difference between a business operator and a business investor
• Why you should never denigrate a seller’s business (no matter how poorly it’s been run)
• How to drive a wedge between a seller and his or her broker (without appearing to)
• The key question to ask a seller about their valuation
• What you should do when sellers describe the grounds for their valuation
• Why you should ask who valued the business
• Why you can immediately reduce a broker’s valuation
• How to get the seller onside just by asking questions
• How to make the idea of a consultancy more appealing to a seller
• How changing tactics helped propel business turnaround expert Peter Kiddle towards huge success
• The signs that a business is struggling
• Why you should never let a business owner know that you’re aware of how the business is in difficulty or badly run
• How slashing overheads helped Peter remove hundreds of thousands of pounds in costs
• How merging back-office functions with his existing business helped take one company from a £3 million turnover with negligible profits to a £5 million turnover and £1.5 million profits
• Why it took Peter two years to sell his business for £5 million
• How the mistakes Peter made helped him to create a business brokerage
• Why he bought back a company he’d sold three years earlier
• How to come out on top when dealing with administrators

Follow or connect with Jonathan on LinkedIn https://bit.ly/2S3Xzxw

Watch our YouTube Channel The Dealmaker's Academy https://bit.ly/3b86OFI

Visit us online at www.thedealmakersacademy.com

Episodes of Business Buying Strategies are available on iTunes, Spotify, Google Play, Stitcher and Breaker.

Disclaimer: Nothing in this podcast should be construed as legal, financial, tax or business advice. The information is for entertainment only and you should always engage suitably qualified professional advisors. Jonathan Jay, the guest presenters and The Dealmaker's Academy Ltd do not take any responsibility for your actions and decisions as a result of this podcast.

In podcast #13, Jonathan covers:

• Business investing entrepreneur Paul Green reveals the importance of psychology when buying a business
• Andy Gwynn explains how to get the best from LinkedIn search functionality
• Our HR expert Kelly answers questions from our Mastermind Programme members
• More key negotiating skills that you’ll need to become a successful dealmaker

Listen to find out:

• How to identify motivated sellers
• Why cash is not always an owner’s motivation to sell a business
• Why buying someone’s business can help them to achieve a better life
• Why time could be so crucial in your negotiations
• Why dealing with an owner directly will help you to identify their pain points
• Why you should meet with owners of businesses you have no intention of buying
• How to avoid divulging too much information to private equity investors if you’re selling your business
• How a conversation with a seller will help you to identify what you need to do to make the deal work for them
• How to use LinkedIn to find the business owners you want to connect with
• Why it’s not a good idea to have more than one LinkedIn profile
• What to do if the business you are acquiring has people doing similar roles to your existing business
• How to deal with a collective redundancy process fairly
• How to stagger redundancy payments to longstanding employees
• How to make the offer of staggered redundancy payments appealing to employees
• What to say to employees when the business does not have the funds to pay them immediately
• How to use a document wallet to gain a psychological advantage when meeting a seller
• Why you should prepare an agenda for a meeting with a seller and distribute copies of it
• The phrase you should use when the other party says something you disagree with
• When to suggest calling in an expert third-party

Follow or connect with Jonathan on LinkedIn https://bit.ly/2S3Xzxw

Watch our YouTube Channel The Dealmaker's Academy https://bit.ly/3b86OFI

Visit us online at www.thedealmakersacademy.com

Episodes of Business Buying Strategies are available on iTunes, Spotify, Google Play, Stitcher and Breaker.

Disclaimer: Nothing in this podcast should be construed as legal, financial, tax or business advice. The information is for entertainment only and you should always engage suitably qualified professional advisors. Jonathan Jay, the guest presenters and The Dealmaker's Academy Ltd do not take any responsibility for your actions and decisions as a result of this podcast.

In podcast #13, Jonathan covers:

• Business investing entrepreneur Paul Green reveals the importance of psychology when buying a business
• Andy Gwynn explains how to get the best from LinkedIn search functionality
• Our HR expert Kelly answers questions from our Mastermind Programme members
• More key negotiating skills that you’ll need to become a successful dealmaker

Listen to find out:

• How to identify motivated sellers
• Why cash is not always an owner’s motivation to sell a business
• Why buying someone’s business can help them to achieve a better life
• Why time could be so crucial in your negotiations
• Why dealing with an owner directly will help you to identify their pain points
• Why you should meet with owners of businesses you have no intention of buying
• How to avoid divulging too much information to private equity investors if you’re selling your business
• How a conversation with a seller will help you to identify what you need to do to make the deal work for them
• How to use LinkedIn to find the business owners you want to connect with
• Why it’s not a good idea to have more than one LinkedIn profile
• What to do if the business you are acquiring has people doing similar roles to your existing business
• How to deal with a collective redundancy process fairly
• How to stagger redundancy payments to longstanding employees
• How to make the offer of staggered redundancy payments appealing to employees
• What to say to employees when the business does not have the funds to pay them immediately
• How to use a document wallet to gain a psychological advantage when meeting a seller
• Why you should prepare an agenda for a meeting with a seller and distribute copies of it
• The phrase you should use when the other party says something you disagree with
• When to suggest calling in an expert third-party

Follow or connect with Jonathan on LinkedIn https://bit.ly/2S3Xzxw

Watch our YouTube Channel The Dealmaker's Academy https://bit.ly/3b86OFI

Visit us online at www.thedealmakersacademy.com

Episodes of Business Buying Strategies are available on iTunes, Spotify, Google Play, Stitcher and Breaker.

Disclaimer: Nothing in this podcast should be construed as legal, financial, tax or business advice. The information is for entertainment only and you should always engage suitably qualified professional advisors. Jonathan Jay, the guest presenters and The Dealmaker's Academy Ltd do not take any responsibility for your actions and decisions as a result of this podcast.

Paul Green ran a specialist marketing agency for opticians, vets and dentists.

He started working with opticians until Specsavers decimated the market.

It was Specsavers that forced Paul to start working with vets and dentists.

Paul sold his marketing agency and took a 6 month holiday. Then his wife forced him to go back to work before he bought a sports car or had an affair.

Paul had seen the consolidation of the optics market in the 90s. So Paul knew what would happen when the vet market was deregulated in March 1999. Deregulation meant that for the first time you could own a veterinary practice without being a vet. This sparked the consolidation of the vet market.

Paul saw private equity companies buying up large vets practices. And he saw that no one was buying companies with a £500K turnover and £50K EBITDA. This was Paul's buy and build opportunity. An opportunity to make 1 + 1 + 1 = 10.

Paul started buying vets practices with none of his own money. But he didn't use Deferred Consideration. He used a strategy that surprised even me.

And...

He convinced the owners to stay in the business as an employee!

How did he do that?

That's exactly what you'll discover in this podcast.  You'll also learn:

• The 3 things you must have on your LinkedIn profile to attract entrepreneurs that want to sell their business.
• How to pay for redundancies when the business you've acquired is making a loss.
• How to use TUPI to your advantage when acquiring a business

Follow or connect with Jonathan on LinkedIn https://bit.ly/2S3Xzxw

Watch our YouTube Channel The Dealmaker's Academy https://bit.ly/3b86OFI

Visit us online at www.thedealmakersacademy.com

Episodes of Business Buying Strategies are available on iTunes, Spotify, Google Play, Stitcher and Breaker.

Disclaimer: Nothing in this podcast should be construed as legal, financial, tax or business advice. The information is for entertainment only and you should always engage suitably qualified professional advisors. Jonathan Jay, the guest presenters and The Dealmaker's Academy Ltd do not take any responsibility for your actions and decisions as a result of this podcast.

Paul Green ran a specialist marketing agency for opticians, vets and dentists. He started working with opticians until Specsavers decimated the market. It was Specsavers that forced Paul to start working with vets and dentists. Paul sold his marketing agency and took a 6 month holiday. Then his wife forced him to go back to work before he bought a sports car or had an affair. Paul had seen the consolidation of the optics market in the 90s. So Paul knew what would happen when the vet market was deregulated in March 1999. Deregulation meant that for the first time you could own a veterinary practice without being a vet. This sparked the consolidation of the vet market. Paul saw private equity companies buying up large vets practices. And he saw that no one was buying companies with a £500K turnover and £50K EBITDA. This was Paul's buy and build opportunity. An opportunity to make 1 + 1 + 1 = 10. Paul started buying vets practices with none of his own money. But he didn't use Deferred Consideration. He used a strategy that surprised even me. And... He convinced the owners to stay in the business as an employee! How did he do that? That's exactly what you'll discover in this podcast.  You'll also learn:

• The 3 things you must have on your LinkedIn profile to attract entrepreneurs that want to sell their business.
• How to pay for redundancies when the business you've acquired is making a loss.
• How to use TUPI to your advantage when acquiring a business

Follow or connect with Jonathan on LinkedIn https://bit.ly/2S3Xzxw

Watch our YouTube Channel The Dealmaker's Academy https://bit.ly/3b86OFI

Visit us online at www.thedealmakersacademy.com

Episodes of Business Buying Strategies are available on iTunes, Spotify, Google Play, Stitcher and Breaker.

Disclaimer: Nothing in this podcast should be construed as legal, financial, tax or business advice. The information is for entertainment only and you should always engage suitably qualified professional advisors. Jonathan Jay, the guest presenters and The Dealmaker's Academy Ltd do not take any responsibility for your actions and decisions as a result of this podcast.