Business Buying Strategies from The Dealmaker's Academy Podcast By Jonathan Jay Business Buying Expert cover art

Business Buying Strategies from The Dealmaker's Academy

Business Buying Strategies from The Dealmaker's Academy

By: Jonathan Jay Business Buying Expert
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The Business Buying Strategies Podcast comes from The Dealmaker's Academy, the world's leading training on buying and selling businesses - without risking your own money! Each week we talk to leading experts, discuss business buying strategies, offer hints and tips and cover the essential skills you will need to buy and sell businesses effectively.The Dealmaker's Academy 2023 Economics Leadership Management & Leadership Personal Development Personal Success
Episodes
  • #347 From Employee to £6M Business Owner — How One Deal Changed Everything

    #347 From Employee to £6M Business Owner — How One Deal Changed Everything
    Mar 19 2026
    What happens when you stop thinking like an employee… and start thinking like a dealmaker? In this week's episode, Jonathan talks with Pete, a Masterminder who has gone from earning £50k a year to co-owning a group of businesses generating £6 million in revenue — all within just a few years.  Pete's journey started as an apprentice engineer. • One day a week at college • Meeting a future business partner • Years of working for other people • A growing frustration that there had to be something more The opportunity came when they explored buying the business his partner worked in. But the deal dragged on for two years. Nothing happened. Everything changed when Pete discovered Jonathan's approach. Within 6–7 months, the deal was done. The biggest shift? Confidence. Once you realise you can do it, everything changes. Pete highlights a critical lesson most beginners miss: Never rely on one deal. Instead: • Send out letters consistently • Build multiple conversations • Create choice and comparison Because the moment you only have one option, you become a motivated buyer. And that's when bad decisions happen. The Reality of Distressed Deals One of the acquisitions was a distressed "£1 deal". On paper, it looked like an opportunity. In reality? • Key staff left early • Critical knowledge disappeared • Supplier issues surfaced • Unexpected £500k liabilities appeared It was fixed, and became profitable. But the lesson is clear: Distressed deals are not easy wins. Peter sees the biggest learning curve as people. Not finance. Not strategy. Not deal structure. People. Key Takeaways from This Episode
    1. Take action - Waiting doesn't get deals done.
    2. Don't get emotionally attached to one deal - There are always other opportunities.
    3. Don't negotiate yourself out of a deal - Sometimes "good enough" is better than perfect.
    4. Build deal flow - Options give you power.
    5. Surround yourself with the right people - You can't do this alone.

    If you're serious about buying a business – and avoiding the mistakes Jonathan outlines – book a free Clarity Call with one of his team:

    👉 dealmakers.co.uk/clarity

    You'll get 15 minutes of expert insight to help you decide which next step is right for you – whether that's attending a Deal Club evening, joining the 3-day Foundation Programme, or stepping straight into the Mastermind.

    Subscribe & Review

    If you enjoyed this episode, please subscribe and leave a review. It helps more future dealmakers discover the show – and succeed in their first business acquisition.
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    28 mins
  • #346 Negotiation, Deal Structuring and Funding: What's Actually Working Right Now

    #346 Negotiation, Deal Structuring and Funding: What's Actually Working Right Now
    Mar 5 2026
    Buying a business isn't just about finding the right opportunity. It's about structuring the deal in a way that works for everyone involved. In this week's episode of Business Buying Strategies, Jonathan hands the microphone to his dealmaking partner Martin, who shares insights from a live webinar with Dealmakers clients. Martin has been directly involved in hundreds of acquisitions and is currently negotiating multiple deals himself. In this session he explains how real deals are structured, how negotiations actually unfold, and what funding strategies are working in today's market. This episode is packed with practical advice drawn from real negotiations happening right now. What You'll Learn in This Episode Why negotiation skills matter more than clever deal structures Many new dealmakers become fascinated by complex deal structures. But Martin explains that the structure itself is rarely the difficult part. The real skill lies in negotiating terms that work for both sides. Successful negotiators focus on three outcomes: • Getting the business cheaper • Getting better payment terms • Getting more value for the same price When you negotiate with these principles in mind, both sides feel they've achieved a good outcome. Why deal structure can change a business's value dramatically One of the most striking insights from the episode is how the same business can be valued very differently depending on the deal structure. Martin shares a real example where four potential deal structures valued the same business between £1.2 million and £3 million. Nothing about the business itself changed. Only the structure of the deal. Ironically, the structure with the highest valuation turned out to be the best deal for the buyer because it produced significantly stronger annual cashflow. It's a powerful reminder that: Price alone never tells the full story. Why preparation matters – but expecting the unexpected matters more Many first-time buyers believe they need to be perfectly prepared before approaching a seller. Martin explains why this mindset can hold you back. In real negotiations, unexpected moments happen constantly. He shares a story about visiting a potential acquisition target and discovering—mid-conversation—that the seller spoke Danish, which unexpectedly became a useful rapport-building moment. The lesson? You cannot prepare for every possible outcome. But you can stay flexible and genuine. The difference between objections and buying questions A key negotiation skill is recognising the difference between: An objection and A buying question Often when sellers raise concerns, they are not rejecting the deal. They are simply participating in the buying process. For example, when a seller asks: "How do I know you'll actually pay me the deferred payments in the future?" This is usually a buying question rather than resistance. Martin explains how to respond by: • Sharing your long-term vision for the business • Explaining why reputation matters for future acquisitions • Highlighting legal protections within the deal Handled correctly, these moments can build trust rather than derail negotiations. The most common funding options used in acquisitions Funding a deal doesn't always require traditional bank loans. Martin outlines several financing options frequently used in acquisitions: Invoice Finance One of the easiest and most flexible funding sources, especially for B2B businesses. Asset Finance Funding secured against equipment, machinery or vehicles within the business. Bridging Finance Often used when property assets are involved. Cashflow Lending Possible but generally riskier because it relies solely on the borrower's ability to repay. Interestingly, Martin's preference is often no external finance at all, using seller-funded structures instead. These can dramatically reduce risk for the buyer. The danger of majority share purchases Another important insight relates to buying majority stakes instead of full ownership. Martin warns that shared ownership can lead to serious problems if the relationship between directors breaks down. Whenever possible, buying 100% of the business is usually the cleaner and safer option. If a minority stake remains, it's essential to agree upfront how future exits will be handled. How to handle seller concerns about deferred payments One of the most common objections sellers raise is concern about receiving payments years into the future. Martin explains how to reassure sellers by emphasising: • Your long-term strategy for the business • The reputational damage of failing to honour agreements • Legal protections within the share purchase agreement • The mutual incentives to make the business succeed When positioned correctly, deferred payments become a shared success model, not a risk. Key Takeaway The biggest misconception about buying businesses is that deals depend on complicated financial engineering. In reality, successful...
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    33 mins
  • #345 What kind of business should I buy?

    #345 What kind of business should I buy?
    Feb 19 2026
    What Kind of Business Should I Buy? If you're thinking about buying a business, this is the question that determines everything. Not how to fund it. Not how to structure it. Not even how to find it. But what kind of business should you buy? In this week's episode, Jonathan Jay answers the foundational question every serious dealmaker must get right and explains why choosing the wrong business is the fastest way to sabotage your future success . Start With the End in Mind Jonathan opens with a principle borrowed from Stephen Covey: Begin with the end in mind. Before you even look at sectors or valuations, you need clarity on your outcome. Are you: Escaping corporate life?Growing your existing business?Building a group to sell for seven or eight figures? Each goal demands a completely different acquisition strategy. If you want to replace your salary, Jonathan challenges you to aim higher than feels comfortable. If you want to scale your current company, acquisition is the fastest way to move the needle. If you want generational wealth, buy-and-build might be your path. But the type of business you buy must match the outcome you want. Why Most First-Time Buyers Aim Too Low One of the most controversial sections of this episode? Size. Jonathan argues that most first-time buyers go too small — and pay the price. Businesses making under £100,000 net profit often: Depend too heavily on the ownerLack proper management accountsHave fragile teamsLeave no room for post-acquisition wobble Instead, he shares what he looks for: At least £1m revenueAt least £200k net profitStable margins (15–25%+)Strong management in placeRecurring or repeat revenue The effort required to buy a £200k profit business is not ten times harder than buying a £20k one. But the impact on your life absolutely is. The Three Core Acquisition Paths Jonathan breaks down three common strategies: Escape the Day Job: Buy a business that produces serious income — ideally 10x your salary. Grow an Existing Business: Acquire competitors, suppliers, complementary businesses, or geographic expansions. Buy-and-Build: Acquire smaller businesses at lower multiples, combine them, and sell the larger group at a higher multiple. He explains: What fragmented markets areWhy M&A activity above you mattersHow multiple arbitrage worksWhy strong management becomes critical at scale And importantly — why one deal can change your life. The Worst Types of Businesses to Buy Jonathan doesn't hold back here. Avoid: Owner-dependent businessesFad businessesHighly volatile or "spiky" profit businessesOverleveraged acquisitionsCompanies reliant on family membersBusinesses where relationships walk out the door with the seller He also explains why buying too small can mean buying yourself a job. And that's not what this is about. Funding, Risk and Structure This episode also covers: Why over-leveraging kills dealsWhy working capital matters more than most buyers realiseWhy your first deal is the most importantWhy corporate structure must be set up properlyWhy personal guarantees should be limited and contained Jonathan's position is clear: Deal number one sets the foundation for everything that follows. Get it right, and you build momentum. Get it wrong, and you may never do deal two. The Big Takeaway Buying a business isn't just about buying something. It's about buying the right thing. With: The right marginsThe right managementThe right structureThe right fundingAnd the right strategic fit for your long-term goal Clarity at the beginning prevents regret later. Listen Now If you're serious about buying a business in 2026 — or even just thinking about it — this episode gives you the strategic filter you need before you start looking at opportunities. Listen now and make sure your first deal is the right one. If you're serious about buying a business – and avoiding the mistakes Jonathan outlines – book a free Clarity Call with one of his team: 👉 dealmakers.co.uk/clarity You'll get 15 minutes of expert insight to help you decide which next step is right for you – whether that's attending a Deal Club evening, joining the 3-day Foundation Programme, or stepping straight into the Mastermind. Subscribe & Review If you enjoyed this episode, please subscribe and leave a review. It helps more future dealmakers discover the show – and succeed in their first business acquisition.
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    39 mins
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