#346 Negotiation, Deal Structuring and Funding: What's Actually Working Right Now

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 acquisitions come down to three things: • Strong negotiation skills • Smart deal structures • Clear alignment between buyer and seller Master these, and opportunities open up quickly. If you want to understand how real deals are negotiated and funded in today's market, this episode is essential listening. Expect practical advice, honest insights, and real-world examples from the front lines of dealmaking.   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.

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 owner Lack proper management accounts Have fragile teams Leave no room for post-acquisition wobble Instead, he shares what he looks for: At least £1m revenue At least £200k net profit Stable margins (15–25%+) Strong management in place Recurring 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 are Why M&A activity above you matters How multiple arbitrage works Why 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 businesses Fad businesses Highly volatile or "spiky" profit businesses Overleveraged acquisitions Companies reliant on family members Businesses 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 deals Why working capital matters more than most buyers realise Why your first deal is the most important Why corporate structure must be set up properly Why 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 margins The right management The right structure The right funding And 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.

In this special episode, you're invited to listen in on a live panel from one of Jonathan Jay's recent Mastermind events — featuring experienced Inner Circle members who have collectively bought dozens of businesses. This is real talk from real dealmakers. They've battled through first deals, discovered unexpected sectors, failed forward, negotiated smart structures — and now they're here to share what actually works. Expect candid insights, live questions from the audience, and stories that will challenge the way you think about dealmaking. In this panel episode, you'll hear: ✅ Why some people close deals after 9 letters — and others need 9,000 ✅ The Domino's Pizza flyer analogy that explains seller timing ✅ How one letter arriving on a seller's birthday triggered a deal ✅ What not to do if you want to avoid buying yourself a job ✅ Why having a "sector" might not matter as much as you think ✅ The power of being the deal maker not the operator ✅ How one member grew to £20M in revenue through targeted acquisitions ✅ The truth about tax structures, holding companies and when to keep it simple ✅ The hidden benefits of buying a business — including instant access to teams, clients, and new energy You'll also learn what separates the dabblers from the doers — and why mindset, patience, and smart support systems make all the difference. Whether you're planning your first deal or your next ten, this behind-the-scenes panel offers valuable takeaways, practical strategies, and straight-talking wisdom. Listen now and learn what experienced dealmakers wish they'd known at the start.   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.

In the second part of our special two-part highlights series, Jonathan Jay dives into more of the most impactful, practical, and inspiring moments from the 2025 season of Business Buying Strategies. Whether you're brand new to acquisitions or have a few deals under your belt, this curated episode brings together essential wisdom from trusted voices in the Dealmakers community. Here's what you'll hear: 1. The Legal Pitfalls First-Time Buyers Must Avoid Top M&A lawyer John Andrews shares critical advice for getting your structure right from day one. You'll learn: Why a shareholders' agreement is vital — and when to draft one How share classes, company articles, and director agreements protect you long term What to expect (and budget) for legal fees How to choose the right lawyer — and why experience matters more than cost 2. The Real Skills Behind Closing a Deal Master negotiator Martin, a Dealmakers Circle member, delivers a no-nonsense mindset and negotiation masterclass. He breaks down: Why confidence (not cash) is your most powerful asset How to handle questions you don't know the answer to — without losing credibility What to say when a seller gives you an unrealistic price How deal fees, PGs, and over-leverage can ruin a good deal — and how to protect yourself 3. Coffee with Jonathan – Real Q&A with Aspiring Buyers Join Jonathan as he answers live questions from attendees during one of his informal "Coffee Morning" Zooms. Topics include: How to set up the right holding company and deal structure Why boards of directors are unnecessary distractions for most first-time buyers The truth about debt, due diligence, and using ChatGPT for business advice How to protect your existing businesses when you start acquiring others 4. Jonathan's Live Seminar – No Money Down… Explained Get an insider listen to a live seminar where Jonathan walks business owners through: How to buy a profitable business without risking personal funds The difference between deal flow and deal completion How to use real estate to complement your acquisition strategy The 36-month "Buy, Build, Exit" roadmap — and why it starts now You'll also hear Jonathan's own backstory — including the deal that changed his life, the competitor he bought (and shut down), and what buying 48 businesses during a pandemic really taught him. 🎧 Whether you're looking for clarity, inspiration, or a practical edge — this episode is packed with the real-world knowledge you need to succeed. 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.

Kicking off the new year in style, this special episode of Business Buying Strategies brings you the best, boldest, and most instructive stories from the podcast in 2025. You'll hear from real dealmakers—ordinary people doing extraordinary things—who followed Jonathan Jay's proven acquisition strategies and transformed their lives. Whether you're starting from scratch or already own a business, this episode will help you understand how growth through acquisition really works. What You'll Learn in This Episode How complete beginners have bought businesses without risking their own cash Real examples of smart deal structures (including 100% deferred payments, sale and leasebacks, and profit shares) Why business brokers are often best avoided—and how to source deals direct The mindset shift that separates hesitant entrepreneurs from decisive dealmakers Lessons from multiple industries: manufacturing, beauty, PR, accountancy, care, construction, and more Featured Dealmakers & Their Stories Danny : Bought his first manufacturing business in 2020 using a sale-and-leaseback strategy—without upfront cash. Since then, he's continued acquiring, including a steel stockist business sourced via a broker, proving there are exceptions to every rule. His deals are a masterclass in positioning, rapport-building, and creative funding structures. Cara: Started with a single beauty salon turning over £180k. Now owns nine salons generating over £2 million—in just 18 months. Her story is a testament to bold action, clear negotiation, and using Jonathan's direct letter strategy to source off-market deals. Simon: Built a successful PR firm through five low-risk acquisitions (plus two media businesses). Did every deal with no upfront payment—just structured earn-outs and profit shares. Proves that asset-light businesses can still be bought without debt or risk. Martin: Went from sceptic to super-dealmaker—buying two businesses in the final week of December. Now a key member of the Dealmakers training team, Martin specialises in smart structuring, negotiation, and financing—highlighting the power of taking fast action. Richard: Shares powerful insights from 125+ investments across three decades. From growing up in the Australian care system to early retirement at 34, Richard reflects on the power of resilience, backing the right people, and learning from failure. This extended segment offers wisdom for anyone thinking about buying, building, or backing a business. David: Built a £20m revenue care group from a spare bedroom startup via 17 acquisitions in just a few years. Started by taking over a struggling friend's company, then pounced when two corporates exited the market. Now a blueprint for how to scale fast in a regulated, people-heavy sector. John: Grew a £6m group of six construction-sector businesses by combining organic growth with smart acquisitions—some funded using the target company's own cash. Emphasises the power of accountability, having a group strategy, and executing consistently. Neil: Started 2020 with three clients and two months of savings. Now runs a 600+ client accountancy practicegenerating over £1 million annually. His first acquisition—a micro-fee bank—gave him the confidence to grow faster through acquisition. Key Takeaways You don't need money to buy a business—just the right strategy and structure. It's never the wrong time to act. Deals happened on Christmas Eve and New Year's Eve. Good sellers aren't looking for the highest bidder. They're looking for a safe pair of hands. Confidence grows through action. One deal is often the gateway to dozens more. This is one of the most inspiring and educational episodes we've ever released. Whether you're new to acquisitions or already making deals, you'll walk away with new insights—and renewed motivation.   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.  

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.