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#334 Negotiation Masterclass with Martin

Business Buying Strategies from The Dealmaker's Academy

Release Date: 09/25/2025

#339 From Podcast Listener to Dealmaker: The Fast-Track Path to Your First Acquisition show art #339 From Podcast Listener to Dealmaker: The Fast-Track Path to Your First Acquisition

Business Buying Strategies from The Dealmaker's Academy

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 —...

info_outline #338 More Dealmaker Questions Answered by Jonathan show art #338 More Dealmaker Questions Answered by Jonathan

Business Buying Strategies from The Dealmaker's Academy

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...

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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...

info_outline #336 The 14 Rookie Mistakes Business Buyers Must Avoid show art #336 The 14 Rookie Mistakes Business Buyers Must Avoid

Business Buying Strategies from The Dealmaker's Academy

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,...

info_outline #335 Live Q&A with Jonathan: No Slides, Just Straight Talk show art #335 Live Q&A with Jonathan: No Slides, Just Straight Talk

Business Buying Strategies from The Dealmaker's Academy

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...

info_outline #334 Negotiation Masterclass with Martin show art #334 Negotiation Masterclass with Martin

Business Buying Strategies from The Dealmaker's Academy

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...

info_outline #333 Legal Pitfalls of Business Acquisitions show art #333 Legal Pitfalls of Business Acquisitions

Business Buying Strategies from The Dealmaker's Academy

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...

info_outline #332 Ask a Business Acquisition Expert ANYTHING show art #332 Ask a Business Acquisition Expert ANYTHING

Business Buying Strategies from The Dealmaker's Academy

In this episode, Jonathan does something a little different: a live Q&A session with listeners and aspiring dealmakers. You’ll hear real, unscripted questions from entrepreneurs across the UK (and beyond) – and Jonathan’s direct, practical answers drawn from decades of dealmaking experience. In This Episode Why traditional “day-one finance + deferred consideration” deals are becoming outdated. The big difference between the “vanilla” advice on YouTube and the full-flavour strategies inside Mastermind. Should you start with a small (£500k turnover, 5 staff)...

info_outline #331 From Redundancy to £1 Million: Neil’s Journey from Scratch to 650 Clients show art #331 From Redundancy to £1 Million: Neil’s Journey from Scratch to 650 Clients

Business Buying Strategies from The Dealmaker's Academy

In this week’s episode of Business Buying Strategies, Jonathan speaks with Neil — a former accountant who lost his job in early 2020 and built a million-pound business in just five years. Neil shares how he went from doing the odd tax return to running a team of 12, managing 650 clients, and completing three acquisitions in just two years. You’ll hear how he turned redundancy into opportunity, overcame the chaos of COVID, and used acquisitions — not marketing — to scale rapidly and strategically.   What You’ll Learn in This Episode: How Neil built his business from scratch...

info_outline #330 Fast-Tracking Business Acquisitions: Lessons from Success Stories show art #330 Fast-Tracking Business Acquisitions: Lessons from Success Stories

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In this week’s episode of Business Buying Strategies, Jonathan shares valuable insights from Inner Circle members who have successfully purchased businesses. The episode considers the transformative power of a single acquisition, featuring examples such as Nick's printing business expansion and Jas's recent ventures. Jonathan stresses the importance of validating the business model to ensure sustainable growth. Lessons include the importance of empowering employees, maintaining quality management, and the strategic considerations of business consolidation and rebranding. It’s an episode...

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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

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