#341 Putting the Deal Together

This week on Business Buying Strategies, we return to the behind-the-scenes recording of a live seminar where Jonathan Jay walks an audience of ambitious entrepreneurs through his proven approach to buying and growing businesses without using their own cash. Whether you're just getting started or you've tried the "DIY" route with limited results, this is a must-listen for anyone who wants a safer, smarter way to buy businesses. Jonathan breaks down: ✅ Why confidence matters more than cash — and how to build it ✅ What a leveraged buyout (LBO) really means in practical terms ✅ How to buy using seller finance, asset finance, invoice finance, and even the target business's own cash✅ Why he refuses to let clients sign personal guarantees — and what to do instead ✅ The truth about "no money down" deals — and why that term is misleading ✅ How to structure a deal that reduces risk and gets the seller paid ✅ Why most "rookie buyers" fail to get past deal sourcing — and how to go all the way to completion You'll also learn about the concept of the "deal jigsaw" — Jonathan's approach to combining multiple finance methods into one seamless, no-risk deal structure. Plus: How to pay yourself a deal fee at completion Why seller credibility is everything — and what to watch out for The 21-step roadmap Jonathan teaches to take you from ambition to acquisition How to secure exclusivity with sellers (and push away the competition) What to say during discovery calls and face-to-face meetings to maintain control of the process And why the best deals come from off-market businesses, not brokers Whether you're looking to make your first acquisition or scale through multiple deals, this episode delivers the strategic clarity most buyers never get. 👉 Listen now and discover how to build your acquisition game plan — without putting your personal finances on the line. 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. Resources Mentioned: Business Buying Toolkit – Free Download Upcoming Deal Club Events 3-Day Foundation Programme

This week on Business Buying Strategies, we bring you something different — a behind-the-scenes recording of a live seminar where Jonathan Jay walks an audience of ambitious entrepreneurs through his proven approach to buying and growing businesses without using their own cash. If you've ever thought, "Surely this can't be possible?" — this episode will challenge everything you think you know about business growth, retirement planning, and personal freedom. Here's what you'll learn: Why acquisitions can fast-track your business goals more effectively than organic growth The single deal that changed Jonathan's life — and how one deal could change yours too The timeline and mindset needed to buy, build and exit a business in just 36 months How to create your own "capital event" every year — even if you've never bought a business before Different acquisition strategies (competitor, supply chain, sector expansion, buy-and-build) How to buy property as part of your deal — and use it as a long-term wealth engine Why most people overpay — and how to avoid the #1 mistake new dealmakers make Why buying a business is not the same as buying yourself a job (unless you do it wrong) Jonathan's honest take on distressed businesses, franchises, and due diligence risks How to build a bulletproof acquisition plan — and position yourself as a credible buyer from day one Whether you're a first-time buyer, a business owner looking to scale, or someone seeking a smarter path to retirement, this episode is packed with practical insight and inspiring case studies. You'll also hear: ✅ What to say when sellers ask, "Why do you want to buy my business?" ✅ How to negotiate like a professional — and avoid paying more than you should ✅ Why systems, marketing know-how and Trade Mastermind strategies give you an edge ✅ The importance of aligning deal structure with your goals, personality, and strengths   "You are one deal away from everything you want." Jonathan's message is clear — but the strategy has to be right. 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. Resources Mentioned: Business Buying Toolkit – Free Download Upcoming Deal Club Events 3-Day Foundation Programme

In this special episode of Business Buying Strategies, Jonathan Jay pulls back the curtain on a pivotal moment in every dealmaker's journey — the point where you stop watching from the sidelines and take real, tangible action. And if you've been listening to the podcast for a while but still haven't bought your first business, this episode might just change everything. Here's what you'll discover: ✅ The biggest mindset shift that separates action-takers from "armchair" dealmakers ✅ Why trying to piece together internet advice is like cooking with three celebrity chefs — and why it doesn't work ✅ The real reason sending letters to business owners is outdated (and what to do instead) ✅ Why getting stuck in the deal sourcing phase is costing you time, energy, and opportunities ✅ How one dealmaker added £9M in turnover and £1.4M in profit — in just 7 months ✅ The hidden power of vendor finance (and how it can benefit both buyer and seller) ✅ Why buying a business transforms you — not just your income You'll also hear inspiring real-life stories from past Mastermind clients — including: A primary school teacher turned £9M dealmaker A beautician who went from £180K to a 7-salon, £2M business group A dealmaker who earned £300K upfront on day one — without spending his own money Plus, Jonathan reveals a limited-time opportunity to attend the 3-day Foundation Programme in December — live and in person — for just £1. This is more than a podcast episode. It's your personal invitation to go from listener to action-taker… to business buyer.   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. Resources Mentioned: Business Buying Toolkit – Free Download Upcoming Deal Club Events 3-Day Foundation Programme  

In this week's episode of Business Buying Strategies, you're invited to sit in on one of Jonathan Jay's live "Coffee with Jonathan" sessions — where he fields rapid-fire questions from aspiring dealmakers and delivers straight-talking, practical answers. From metaphors that make sense to advice that saves you from million-pound mistakes, this episode is packed with real insights, real examples, and real momentum. Here's what you'll learn this week: The Spaghetti Analogy That Could Change Your Approach Forever Discover why Jonathan says business buying is like choosing between wet spaghetti and dry spaghetti — and how following a clear, step-by-step system can cut years off your learning curve. Why Small Deals Can Be Big Mistakes Find out why buying a tiny business is often riskier than going bigger — and why revenue comfort zones might be holding you back. Can You Really Buy a Business If You're Broke? Jonathan explains why financial difficulties don't disqualify you — and how some of his most successful clients started with nothing but a plan. What If You've Never Bought a Business Before? Learn exactly what to say, do, and show to build credibility as a first-time buyer — even if sellers do their due diligence on you. Why Business Brokers May Not Be Your Best Bet Jonathan shares why none of his 1,000+ successful clients have done deals through brokers — and what you should be doing instead. Overseas Acquisitions, Asset vs Share Purchases, Leveraged Buyouts & More This session covers it all — including how to structure smart deals, whether you need industry experience, and how to stay motivated during a multi-year buy-and-build plan. Whether you're taking your first steps, feeling stuck, or trying to figure out your next move — this episode offers the clarity you need to move forward with confidence. 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. Resources Mentioned: Business Buying Toolkit – Free Download Upcoming Deal Club Events 3-Day Foundation Programme  

In this special short episode of Business Buying Strategies, Jonathan reveals what really happens at his live Business-Buying Foundation Course — and why it's become one of the most transformative events for first-time business buyers. Jonathan explains why he created the Foundation Programme for those who are tired of endless webinars and ready to learn in person — surrounded by like-minded people who are serious about taking action. Over three immersive days, attendees get clarity, confidence, and a proven process for buying their first (or next) business. In this episode, you'll discover: Why so many people fail at acquisition simply because they lack a system. How the Foundation Programme helps you define your goals and work backwards to the right deal strategy. The hands-on structure that turns theory into action through live exercises and real case studies. How interactive sessions, guest experts, and networking dinners create a powerful learning environment. Why this event isn't just about knowledge — it's about self-belief. Jonathan also shares details of the next Foundation Programme, happening 2–4 December at the stunning Wokefield Park Estate near Reading. Places are limited to just 30–40 attendees to keep the experience personal and focused. 👉 Find out more and book your place now at dealmakers.co.uk/foundation If you've ever thought about buying a business but haven't taken the first step — this could be the event that changes everything.

In this straight-talking solo episode, Jonathan Jay reveals the 14 most common mistakes first-time business buyers make – and how you can avoid them. After a decade of mentoring hundreds of entrepreneurs through their first (and second, third, even 20th) acquisition, Jonathan has seen the same mistakes crop up again and again. Some cost people time. Others cost them tens – even hundreds – of thousands of pounds. And a few can cost them everything. Whether you're just starting out, stuck in analysis paralysis, or partway through a deal, this episode will give you clarity, confidence and practical tips to avoid painful pitfalls and accelerate your journey to a successful business acquisition. In This Episode, You'll Discover: Why getting your information from random internet sources is a fast-track to failure The dangers of mixing advice from YouTube, blogs and podcasts – and why you need a single, structured approach Why deal sourcing is easy – but getting deals over the line is what actually matters The myth of sending out letters – and the smarter, modern ways to generate deal flow The critical mistakes buyers make when valuing a business – and how overpaying can sink your deal Why "buying a business for £1" is not the shortcut you think it is – and what to do instead How to build credibility with sellers – even if you've never bought a business before The terrifying reality of personal guarantees – and how to avoid them Why relying on YouTube or Google to find your deal team is a massive mistake The hidden danger of "saving money" by skipping proper due diligence Why small deals can be more trouble than they're worth – and what profit level to aim for The truth about broker sites, proof of funds, and why off-market deals win The #1 reason most people never buy a business – and how to make sure you're not one of them 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. Resources Mentioned: Business Buying Toolkit – Free Download Upcoming Deal Club Events 3-Day Foundation Programme

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