Business Buying Strategies from The Dealmaker's Academy
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.
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Getting the deal done - with Nigel Risner
04/19/2024
Getting the deal done - with Nigel Risner
In this week’s episode of the podcast, we feature highlights from peak performance coach Nigel Risner’s presentation at our last Dealmakers Retreat on how to get deals done and negotiate with vendors. During the presentation, Nigel delivers a masterclass on why some people are more effective than others in a negotiation, how to connect with and understand the other party to get the best deal and why you need to go deeper to understand why you’re not getting the results you want. This is packed with valuable insights and practical suggestions that will make a difference in your next negotiation. Here is what you will discover… 👉 The No.1 reason why people go to work (and how understanding this helps you negotiate better) 👉 Why money is not the biggest motivator for vendors (and why focusing on money is a bad idea) 👉 Why your past behaviour is the biggest driver of your future behaviour (and how to change it) 👉 Why you need to be 100% present with a vendor to close deals successfully 👉 The #1 thing that gets in the way of connecting with a vendor (this kills more deals than you know) Key timings: 01:34 Nigel Risner's Insights on Personal Needs in Business 03:16 Understanding the Importance of Personal Needs in Negotiations 04:52 The Power of Being Present and Engaged 08:30 Overcoming the Past to Create a New Future 11:04 The Impact of Beliefs and Communication on Success 13:48 Seizing Opportunities and Simplifying Deals 15:59 The Psychology of Online Shopping 16:47 Learning from Giants: Amazon and McDonald's 17:53 The Power of Face-to-Face Communication 18:29 Mastering Communication Styles 19:34 Understanding Your Business Zoo 20:01 Navigating the Business Zoo: Monkeys, Lions, Elephants, and Dolphins 25:22 Becoming an Effective Zookeeper in Business 28:49 The Importance of Trust and Self-Belief ** Looking for a great acquisition lawyer in the UK? Use mine! ** If you are looking for a lawyer in the UK to help you get the deal over the line, then use my own lawyer, John Andrews. You can phone his office at (0345) 2412494 or email him at [email protected]. Ready to get started? Here’s how you can start your business buying journey… Download our free Business Buying Toolkit https://dealmakers.co.uk/business-buying-toolkit Join our Business Acquisition FastTrack programme https://www.dealmakers.co.uk/fast Already bought a business? if you've already bought a business, you should be part of my Inner Circle group where we discuss raising capital, integration management, and exiting. Email Maria on [email protected] for more information.
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Understanding motivations of buyer and seller
04/13/2024
Understanding motivations of buyer and seller
In the latest episode of the Business Buying Strategies podcast, Jonathan Jay reveals the psychology of the buyer and seller during any negotiation for the acquisition of a business. Business acquisition negotiations are primarily a psychological game, with the party who has more information carrying an advantage. Understanding how the vendor thinks from the start of a negotiation and through the various stages of a discussion is essential to building the trust and rapport needed to ensure an open conversation. Ultimately, the goal is to discover the motivation of the seller for having the conversation in the first place and working with them to find an exit that works for both parties. Listen to the episode to gain an insight into the mind of the seller before your next negotiation. Listen and discover… Here are the key highlights: 01:50 The psychology of buying and selling businesses 04:03 Understanding the seller's emotions and hopes 06:17 The value in knowing buyer's fears and motivations 06:58 The importance of understanding motivation 11:47 Strategies for successful business buying 22:26 First impressions and negotiation tactics 35:32 How to use this information in your next negotiation Here is what you will discover… Why you need to be aware of your own motivations before engaging with a seller (to understand what you need from a conversation) The reason why so many vendors have unrealistic valuations (and what to do about it to secure a great deal) Why knowing more than the other party in a negotiation gives you an advantage (and how to avoid losing the ‘information game’) Why you will lose any chance of a good deal if you turn into a motivated buyer (avoid this at all costs) The No.1 reason why you need to avoid dealing with business brokers (on your first deal, at least) ** Looking for a great acquisition lawyer in the UK? Use mine! ** If you are looking for a lawyer in the UK to help you get the deal over the line, then use my own lawyer, John Andrews. You can phone his office at (0345) 2412494 or email him at [email protected]. Ready to get started? Here’s how you can start your business buying journey… Download our free Business Buying Toolkit https://dealmakers.co.uk/business-buying-toolkit Join our Business Acquisition FastTrack programme https://www.dealmakers.co.uk/fast Already bought a business? if you've already bought a business, you should be part of my Inner Circle group where we discuss raising capital, integration management, and exiting. Email Maria on [email protected] for more information.
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Mastering business ownership - vision, values and culture
04/05/2024
Mastering business ownership - vision, values and culture
In the latest episode of the Business Buying Strategies podcast, business growth expert Andy Hemming explains the importance of vision, values and culture in a business in achieving business success post-acquisition. Andy discusses strategies for creating a positive culture that attracts quality employees and sustains growth. The episode covers practical frameworks for identifying and reinforcing a business's core values, structuring the organisation, and optimising operations through effective systems and processes, ultimately advocating for the systematic approach to building and integrating an acquired business for long-term success. 00:00 Welcome to Business Buying Strategies 01:09 Introducing the Business Buyers Toolkit 01:50 Vision, Values, and Culture: The Key to Business Success 02:24 The Power of a Compelling Vision 03:23 Recruitment and Culture: Attracting the Right Talent 06:47 Defining Core Values and Building Culture 12:20 Identifying and Leveraging Your Team 17:01 Creating Consistency Through Systems and Processes 23:03 Conclusion: Taking Action for Success ** Looking for a great acquisition lawyer in the UK? Use mine! ** If you are looking for a lawyer in the UK to help you get the deal over the line, then use my own lawyer, John Andrews. You can phone his office at (0345) 2412494 or email him at [email protected]. Ready to get started? Here’s how you can start your business buying journey… Download our free Business Buying Toolkit Join our Business Acquisition FastTrack programme Already bought a business? if you've already bought a business, you should be part of my Inner Circle group where we discuss raising capital, integration management, and exiting. Email Maria on [email protected] for more information. Connect with Jonathan Jay at: Website: https://www.dealmakers.co.uk LinkedIn: https://www.linkedin.com/in/jonathan-jay-3556b230/ YouTube: https://www.youtube.com/c/TheDealmakersAcademy
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Mastering Business Ownership - Strategies for Growth and Exit Multipliers
03/28/2024
Mastering Business Ownership - Strategies for Growth and Exit Multipliers
In the latest episode of the Business Buying Strategies podcast, business growth expert Andy Hemming explains how to oversee the performance of your business and drive growth without getting involved in the day-to-day operations. As a business investor, you need to avoid being drawn into daily management. Yet you also need to set the direction and focus on the business while holding the management team accountable. In this episode, Andy Hemming explains how to get the best from your management team and oversee growth by tracking the right metrics and KPIs, how to use the business cycle to create a loop of continuous improvement and why it is essential to build systems that support growth and guarantee consistent results. Andy punctuates his presentation – recorded at the last Dealmakers Retreat in Marbella – with real-world success stories and examples. Whether you are an experienced business owner looking to increase the value of your existing business or you are a new dealmaker looking to acquire your first business, this is the episode to listen to and make notes for practical strategies and tools to grow and scale a business. Here are the key highlights: Why most business owners are really technicians in their own business Why a mindset change is often needed before a business can grow The 8 key drivers that influence the value of a business – according to John Warrilow Why reliance upon the owner is a major issue for any business How one business owner went from working 60 hours a week in his business down to just one hour a week The four simple steps of the cycle of business Why it is important to identify causes rather than deal with effects Why you need to focus on delegation, not abdication Why systems are so powerful in a business How accountability plays a role in guaranteeing performance Why your thoughts create your actions The value of setting performance standards The reasons why businesses do need to meet their growth goals Why the availability of objective information is essential to business growth How to use a dashboard to monitor operational effectiveness Why you need to think like an investor - not a manager Here is what you will discover… Why most business owners need to shift their mindset when it comes to growing the business Why a business that is reliant on the business owner will struggle to grow (and will never be as valuable) What specific metrics and KPIs you should be looking at, as the owner of the business (these are different to what a manager or staff member should be tracking) Why it is important to understand the cycle of business (in four easy steps) Why most business owners get the cause and effect mixed up (and why most of their time is spent firefighting) Why systems are the most powerful tool in a business to create growth Why most businesses do not have any systems of any kind (and why that is an opportunity for a dealmaker) Why it is important to define – and enforce – performance standards (it’s all about expectations) Why owners need to set better goals to achieve the growth they want The two primary blockers to achieving growth goals (these are the same for 99% of businesses) Why building a dashboard is essential for oversight and accountability Why driving your business by your bank account does not give you the full picture Why you need to think more like an investor than a manager (and how that impacts the information you need from the business) Why better performance for the wider business begins by looking in the mirror (even as an investor, you set the standard) Why ownership is key to ensuring everyone plays their role in the business (you need to think like a sports team) Why you need to articulate your vision to the wider team (if you want everyone moving in the same direction) The simple question that can uncover most of the performance issues in your business (in a matter of minutes) ** Looking for a great acquisition lawyer in the UK? Use mine! ** If you are looking for a lawyer in the UK to help you get the deal over the line, then use my own lawyer, John Andrews. You can phone his office at (0345) 2412494 or email him at [email protected]. Ready to get started? Here’s how you can start your business buying journey… Download our free Business Buying Toolkit Join our Business Acquisition FastTrack programme Already bought a business? if you've already bought a business, you should be part of my Inner Circle group where we discuss raising capital, integration management, and exiting. Email Maria on [email protected] for more information. Connect with Jonathan Jay at: Website: https://www.dealmakers.co.uk LinkedIn: https://www.linkedin.com/in/jonathan-jay-3556b230/ YouTube: https://www.youtube.com/c/TheDealmakersAcademy
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Mastering Buy and Build Strategies for Business Growth
03/21/2024
Mastering Buy and Build Strategies for Business Growth
In the latest episode of the Business Buying Strategies podcast, Jonathan Jay reveals the rules for executing a successful Buy and Build strategy. The Buy and Build strategy is a popular with Private Equity firms. It involves acquiring multiple businesses and rolling them up together to create a business worth far more than the sum of its parts. However, there are plenty of risks along the way for the inexperienced dealmaker. In this episode recorded during the Dealmakers Retreat in Marbella earlier this year, Jonathan explains the benefits of using a Buy and Build strategy and how to avoid the potential challenges that come with it. He highlights the important differences between organic growth and acquisition growth, the principle of increasing a business's value through strategic acquisitions, and the crucial role of getting financials right. Jonathan also topics like validating the business model, managing people effectively, selecting quality businesses, de-risking by tying in the seller, and the reason why you might choose not to consolidate your acquisitions into one overarching brand. If you are looking to rapidly increase the size of your business through acquisition, you need to listen to this episode. Here are the key highlights: 01:50 Exploring the Buy and Build Strategy 03:19 The Power of Acquisition Growth 04:23 Leveraging Private Equity for Business Expansion 06:58 The Financials of a Successful Buy and Build 13:21 Networking and Valuation Insights 14:19 Validating Your Business Model 18:31 The Importance of Investing in People 24:14 Day-to-Day Management and Quality Control 26:19 The Significance of Buying Quality Businesses 27:48 The Importance of Choosing Quality Businesses 29:06 De-risking by Tying in the Seller 32:45 The Strategy of Non-Integration in Business Acquisitions 34:05 Managing Change and Cultural Integration 37:52 The Critical Role of Cash Flow in Business 43:39 Building a Strong Head Office Management Team 46:42 Embracing the Journey of Becoming Better Business People Here is what you will discover… Why everything takes longer and costs more than you expect going through your first acquisition (the next acquisition is always easier) Why your biggest challenge integrating businesses is staff (and what to do about it) Why you need to be clear on your exit objective to drive your Buy and Build strategy forward Why you should never overpay for a business (even if it feels like a must-have) Why understanding deal multiples is key to a highly lucrative exit (when you play the Private Equity game) Why training your staff is the secret weapon to growing your business Why you need to be aware of your flaws so you can hire people who meet those needs Why the day-to-day management of a business has to work without your involvement (unless you want another job) Why you have to keep a close eye on cashflow while pursuing a Buy and Build strategy ** Looking for a great acquisition lawyer in the UK? Use mine! ** If you are looking for a lawyer in the UK to help you get the deal over the line, then use my own lawyer, John Andrews. You can phone his office at (0345) 2412494 or email him at [email protected]. Ready to get started? Here’s how you can start your business buying journey… Watch my FREE Dealmakers webinar training: Get a FREE copy of my book: Join the Business Acquisition FastTrack course Already bought a business? if you've already bought a business, you should be part of my Inner Circle group where we discuss raising capital, integration management, and exiting. Email Maria on [email protected] for more information.
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M&A: James Caan's Strategy for Buying, Selling, and Managing Risk
03/14/2024
M&A: James Caan's Strategy for Buying, Selling, and Managing Risk
In this week’s episode of the Business Buying Strategies podcast Jonathan is in conversation with James Khan, renowned for his time on Dragon's Den and his expertise in business acquisitions. James shares his journey from starting a small recruitment business to building Alexander Man into a global leader in talent solutions, emphasizing the strategy of 'buy and build' for achieving scale. He discusses the importance of not taking on too much personal risk during acquisitions, the value of due diligence, especially regarding cultural fit, and his approach to financing deals without jeopardizing personal assets. James shares the lessons he has learned from a failed venture in Benjy’s, a sandwich shop business, and underscores the critical importance of understanding the business sector you're entering into. The episode provides valuable insights into building a successful acquisition strategy, the pitfalls to avoid, and the significance of integration post-acquisition. Key moments 00:51 Special Episodes: Behind the Scenes at Marbella Retreat 01:14 Introducing James Khan: A Business Buying Expert 02:06 James Khan's Journey: From Recruitment to Global Success 03:28 The Strategy of Buy and Build 06:31 Financing Deals Without Risking It All 11:29 A Deep Dive into a 12 Million Pound Acquisition 15:04 The Importance of Due Diligence and Cultural Fit 17:54 Learning from Failures: The Benji's Sandwich Shop Story 21:51 Minimizing Personal Risk in Business Acquisitions 23:10 The Art of Successful Business Integration ** Looking for a great acquisition lawyer in the UK? Use mine! ** If you are looking for a lawyer in the UK to help you get the deal over the line, then use my own lawyer, John Andrews. You can phone his office at (0345) 2412494 or email him at [email protected]. Ready to get started? Here’s how you can start your business buying journey… Download our free Business Buying Toolkit Join our Business Acquisition FastTrack programme Already bought a business? if you've already bought a business, you should be part of my Inner Circle group where we discuss raising capital, integration management, and exiting. Email Maria on [email protected] for more information. Connect with Jonathan Jay at: Website: https://www.dealmakers.co.uk LinkedIn: https://www.linkedin.com/in/jonathan-jay-3556b230/ YouTube: https://www.youtube.com/c/TheDealmakersAcademy
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Jonathan's keynote from the Marbella Dealmakers Conference
03/07/2024
Jonathan's keynote from the Marbella Dealmakers Conference
The Power of Action in Business Acquisition The difference between success and failure in business acquisition is not about how much you know. What stops most people from buying their first business is their mindset and belief. You can watch hours of YouTube videos, listen to hundreds of podcast episodes, and attend countless M&A networking events, but none of it has any value unless you take action. In the latest episode of the Business Buying Strategies podcast, listen to Jonathan Jay’s keynote speech from our recent Dealmakers Marbella Retreat, in which he discusses the power of action. In the episode, Jonathan reveals his journey of selling his publishing company, why belief matters, what it takes to move from inertia to momentum, why your environment matters and the role of attitude in business acquisition. If you have been procrastinating and delaying getting started, we recommend you listen to this episode. It could provide you with the kickstart you need. Here are the key highlights: 01:16 Jonathan’s story of selling his publishing company 02:10 How Brian Tracy Influenced Jonathan’s self-development 05:22 Why belief is a superpower for business buyers 06:27 Why your language and thoughts may actually be imposter syndrome talking 06:56 How selling a business transforms your life 07:59 Why it is important to try – even if you fail 08:46 Why detachment is your best strategy in a vendor negotiation 09:27 How education contributes to your success 10:05 Why getting involved is a key indicator of success 11:42 How your environment and who you surround yourself with matters 13:24 Why attitude is foundational to business acquisition success 13:59 Why the sky is the limit with effort and focus 19:20 How to overcome inertia and build momentum In this episode, you will discover: How selling his publishing company transformed how Jonathan thought about buying and selling businesses Why you need to think A.C.T. if you want to build momentum in your business buying Why your environment matters if you want to continue to level up your thinking (and the benefits of surrounding yourself with success) How an enlightening encounter with Brian Tracy influenced Jonathan’s personal development Why imposter syndrome holds so many dealmakers back (and how it shows up in ways you don't expect) Why you need to be detached emotionally when you negotiate with vendors (and why deal flow is key) How to move from inertia to momentum (and keep your momentum going) ** Looking for a great acquisition lawyer in the UK? Use mine! ** If you are looking for a lawyer in the UK to help you get the deal over the line, then use my own lawyer, John Andrews. You can phone his office at (0345) 2412494 or email him at [email protected]. Ready to get started? Here’s how you can start your business buying journey… Download our free Business Buying Toolkit https://dealmakers.co.uk/business-buying-toolkit Join our Business Acquisition FastTrack programme https://www.dealmakers.co.uk/fast Already bought a business? if you've already bought a business, you should be part of my Inner Circle group where we discuss raising capital, integration management, and exiting. Email Maria on [email protected] for more information. Connect with Jonathan Jay at: Website: https://www.dealmakers.co.uk LinkedIn: https://www.linkedin.com/in/jonathan-jay-3556b230/ YouTube: https://www.youtube.com/c/TheDealmakersAcademy
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What size of business should you buy first?
02/29/2024
What size of business should you buy first?
What size of business should you buy first? In the latest episode of Business Buying Strategies, Jonathan Jay offers guidance to first-time business buying on some key decisions to make when targeting their first acquisition. Jonathan highlights elements to consider such as business size, owner involvement, business location, and the time commitment for the acquisition. He stresses the concept of not buying a business for just one pound, given the assumed liabilities can be burdensome, especially for first-time buyers. Jonathan recommends buying a solid, profitable business and using other people's money instead of taking on a distressed business. He also suggests strategies for negotiating, understanding the seller's motivations, managing the risks involved, and thinking about the business's exit strategy from the beginning for a more profitable result. If you are about to start your business buying journey, this episode will give you all the answers you need to these important questions. Here are the key highlights: 00:00 Introduction to Business Acquisition 01:09 Guidelines for Your First Business Acquisition 03:30 Location Matters: Where Should Your First Acquisition Be? 05:02 Time Commitment in Business Acquisition 08:28 The Pitfalls of Buying a Business for One Pound 11:33 The Ideal Business for Your First Acquisition 16:57 Negotiating a Deal: The Power of Words 24:03 Golden Rules of Business Acquisition Here is what you will discover… Why you should avoid making owner-managed businesses for your first acquisition (who do you think is going to fill that void when they leave?) Why everything gets harder if you get your first acquisition wrong (it’s why this is such an important decision) Why it’s vital to figure out the cost of replacing the owner-manager with a manager paid market rate Why the million pound revenue mark is a good indicator for business buyers Why buying a business in another country as your first purchase is not a good idea (you’re buying a lot of inconvenience for your first deal) How shopping local is a good idea for acquisition entrepreneurs when starting out Why it is realistic and entirely possible to buy your first business while working a 9 to 5 (in fact, business owners prefer to speak out of hours) Why you need to switch your mindset from doing everything to leaning on your Deal Team to work through the process (the sooner you do this, the faster your progress) Why buying a bigger business actually gives you more time rather than less (you’re buying a working infrastructure with a bigger business) ** Looking for a great acquisition lawyer in the UK? Use mine! ** If you are looking for a lawyer in the UK to help you get the deal over the line, then use my own lawyer, John Andrews. You can phone his office at (0345) 2412494 or email him at [email protected]. Ready to get started? Here’s how you can start your business buying journey… Download our free Business Buying Toolkit Join our Business Acquisition FastTrack programme Already bought a business? if you've already bought a business, you should be part of my Inner Circle group where we discuss raising capital, integration management, and exiting. Email Maria on [email protected] for more information. Connect with Jonathan Jay at: Website: https://www.dealmakers.co.uk LinkedIn: https://www.linkedin.com/in/jonathan-jay-3556b230/ YouTube: https://www.youtube.com/c/TheDealmakersAcademy
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Deal structures for buying a business with John Andrews
02/22/2024
Deal structures for buying a business with John Andrews
In the latest episode of the Business Buying Strategies podcast, experienced M&A lawyer John Andrews of JMW reveals the most effective deal structures for buying a business without using any of our own money. John is The Dealmakers Academy’s recommended lawyer and has completed deals with many of our Mastermind clients. In this podcast episode – recorded at the last Dealmakers M&A networking event in Manchester – John walks through the specifics of the dealmaking process from a legal perspective. Robust legal due diligence is essential to ensure you protect your personal assets and limit liability. Understanding the legalities involved with buying a business is important, and John talks on a broad range of topics from working with a M&A lawyers, structuring the business the right way, differences between types of purchases, warranties and indemnities and due diligence. If you have not yet purchased your first business or you are looking to start acquiring businesses soon, listen to this episode so you have a good understanding of the legalities involved. Here are the key highlights: 01:11 Why it is important to understand the legalities of buying a business 01:27 An introduction to John Andrews 02:37 The importance of a good M&A lawyer 02:49 The role of a commercial lawyer 04:19 Ways to structure your business for acquisition 08:33 The importance of a shareholders agreement 10:25 The differences between a share purchase and asset purchase 15:42 Understanding warranties and indemnities 17:19 Why it is important to do your due diligence 18:30 How to structuring deals for success Here is what you will discover… What the best company set-up is for a business acquisition (and the company structure you should always avoid) How to structure holding companies the right way (this is essential to protecting your businesses) The difference between an asset purchase and a share purchase (and when to use each one) Why an asset purchase is far less risky than a shares purchase Why a shareholder agreement is one of the most important documents you need if you have a partner/partners (make this a priority today) What you need to put in your Head of Terms to avoid costly issues later in the process (that could even cause a deal to collapse) Why it is a bad idea to cut corners with due diligence What the right time is to bring in legal support during the process Why a lack of real M&A experience on the part of the vendor’s lawyer can kill a deal (and how to avoid it) ** Looking for a great acquisition lawyer in the UK? Use mine! ** If you are looking for a lawyer in the UK to help you get the deal over the line, then use my own lawyer, John Andrews. You can phone his office at (0345) 2412494 or email him at [email protected]. Ready to get started? Here’s how you can start your business buying journey… Watch my FREE Dealmakers webinar training: Get a FREE copy of my book: Join the Business Acquisition FastTrack course Already bought a business? if you've already bought a business, you should be part of my Inner Circle group where we discuss raising capital, integration management, and exiting. Email Maria on [email protected] for more information.
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What to look for when buying a business
02/15/2024
What to look for when buying a business
In this week’s episode, Jonathan shares his insights on successfully buying a business. He discusses a recent networking event held in Manchester, where he presented common mistakes buyers make and rules to follow for a successful acquisition. Jonathan explains that you don't need a massive bank balance or perfect credit to buy a business, but instead having multiple options, substantial knowledge, confidence, and right mindset can lead to a successful deal. You will learn about: The four golden rules of business acquisition to getting a business without risking personal assets. Why you should never use your own money. Why you should never run the business personally. How to avoid personal risk. How to plan your exit early. He emphasizes the importance of moving fast during the acquisition process and being surrounded with positive people who can provide support. He concludes by informing about their Dealmakers Retreat event in Marbella. 00:44 Recap of Recent Networking Event 01:05 Insights into Business Buying 02:06 The Importance of Networking and Learning from Others 02:47 The Concept of Buying a Business Without Risking Your Own Cash 03:48 The Two Groups of People This Presentation is For 04:46 Follow-up Resources and Recommendations 06:14 Jonathan's Personal Journey in Business Buying 12:06 Golden Rules of Business Acquisition 17:10 Planning Your Exit Strategy 18:30 Understanding the Current Economic Climate 20:31 The Power of Negotiation and Seller Motivation 21:32 The Importance of Speed in Acquisition 22:17 Debunking Misconceptions about Business Acquisition 23:41 Why You Should Avoid Business Brokers for Your First Deal 25:16 Financing Methods for Business Acquisition 26:10 Overcoming Obstacles in Business Acquisition 27:27 The Power of Networking and Community 28:39 The Dealmakers Retreat: An Opportunity to Learn 30:18 Leveraging LinkedIn ** Looking for a great acquisition lawyer in the UK? Use mine! ** If you are looking for a lawyer in the UK to help you get the deal over the line, then use my own lawyer, John Andrews. You can phone his office at (0345) 2412494 or email him at [email protected]. Ready to get started? Here’s how you can start your business buying journey… Watch my FREE Dealmakers webinar training: Get a FREE copy of my book: Join the Business Acquisition FastTrack course Already bought a business? if you've already bought a business, you should be part of my Inner Circle group where we discuss raising capital, integration management, and exiting. Email Maria on [email protected] for more information.
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Are you making any of these business buying mistakes?
02/08/2024
Are you making any of these business buying mistakes?
In the latest episode of the Business Buying Strategies podcast, Jonathan Jay reveals some of the most common business buying mistakes we see new and inexperienced business buyers make. (And many experienced dealmakers, too!) Many of these mistakes can seriously damage your ability to source deals, negotiate the best price and terms possible and can even stop deals in their tracks. What’s more, many of these mistakes can be easily avoided. Listen to the Business Buying Strategies podcast today and discover whether you are making any of these 12 most common mistakes when it comes to buying a business. Here are the key highlights: 01:17 The Pitfall of Using Your Own Money 02:43 The Art of Financing a Business Purchase 04:48 Avoiding the Trap of Buying a Job 05:51 The Danger of Overpaying for a Business 08:46 The Importance of Understanding the Business You're Buying 10:44 Balancing Your Day Job and Business Buying Journey 12:54 The Power of Thinking Big in Business Buying 15:42 Assembling the Right Team for Your Business Purchase 17:34 The Importance of Cash Flow in Business Buying 20:26 The Risks of Buying an Underperforming Business 23:10 Understanding the Seller's Motivation 25:56 The Importance of a Company's Reputation 27:46 The Crucial Role of Due Diligence in Business Buying Here is what you will discover… Why buying a small business is the same effort as buying a large business (but can leave you with more stress, worry and sleepless nights…) Why you must never sign a personal guarantee (unless you want to risk losing your house or other personal assets…) Why putting your own money into a business acquisition is a huge risk (even if you have money in the bank) Why there are so many better ways to finance a business acquisition that don’t involve using your own funds Why not putting your own money into a deal will always create a better deal in the end (this may surprise you) Why you should never take a vendor’s unwillingness to negotiate at face value (it’s amazing to see how quickly this can change under the right circumstances) Why buying a business in a sector or profession you understand will shortcut your journey (and take weeks and months off your learning curve) The No.1 thing every business buyer wishes they had done for their first deal (so you don’t make the same mistake) Why you must never cut corners when it comes to building your deal team (getting this wrong is a recipe for disaster) Why you must avoid buying a distressed business at all costs as your first acquisition The one thing you need to discover from the vendor that makes all your negotiations simpler (and could close the deal in a fraction of the time) ** Looking for a great acquisition lawyer in the UK? Use mine! ** If you are looking for a lawyer in the UK to help you get the deal over the line, then use my own lawyer, John Andrews. You can phone his office at (0345) 2412494 or email him at [email protected]. Ready to get started? Here’s how you can start your business buying journey… Watch my FREE Dealmakers webinar training: Get a FREE copy of my book: Join the Business Acquisition FastTrack course Already bought a business? if you've already bought a business, you should be part of my Inner Circle group where we discuss raising capital, integration management, and exiting. Email Maria on [email protected] for more information.
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Building a £400M empire through business acquisition
02/01/2024
Building a £400M empire through business acquisition
In the latest episode of the Business Buying Strategies podcast, Jonathan Jay talks with Mastermind client, Martin, who has ambitions to build a £400m empire through business acquisition. In addition to hearing Martin’s journey from his first acquisition – shortly after completing the Mastermind programme – to his latest, this episode is packed with insights on how to put the systems and processes in place to source deals, negotiate the right way and create a strong lead flow. In particular, Martin’s business coaching approach is a great example of developing creative ways to work with vendors to give them the valuation they want while acquiring businesses that you know have strong foundations. Also in the episode, Martin shares his experience of rapidly buying businesses and integrating them into his existing portfolio. Martin's control of negotiation conversations coupled with his consultative selling technique and risk-taking attitude form the core of his success. He encourages would be dealmakers to overcome their fears and take fast, significant action to achieve their goals. Listen to this episode and you will gain a fresh insight on how to work with vendors to get the deals you want and what it takes to work towards building a group with a £400m valuation. Here are the key highlights: 02:02 Martin shares his journey into business acquisition 03:32 He explains his strategy of buying accountancy firms 03:36 His first acquisition and rapid expansion 06:10 Martin’s unique approach to business valuation 06:42 The Pipeline Strategy – how Martin coaches businesses to increase their value 06:50 The importance of the consultative selling approach 11:02 Why authority has power in negotiations and why you need to be in control 24:25 Why it is important to fail fast and take massive action 27:07 Why Martin’s approach has been so successful Here is what you will discover… How Martin started on his journey into business acquisition (and what you can take from his experience) The acquisition strategy Martin uses to buy accountancy businesses in his quest to build a £400m group (and why it’s important to have a strategy and end-goal) How he bought his first business and why speed is important to meeting his objectives Why you should never be a slave to the expectations of the vendor (and why it is key to have your own process for valuing a business from the start) Why choosing the right management team can help you grow even faster Why you need to have a criteria for choosing the right type of business (and avoid building a portfolio of businesses that rely upon your attention and focus) How Martin uses a unique strategy to build his deal flow that involves coaching businesses to achieve their target valuation (then buying them from the vendor) Why using a consultative selling approach has proved effective for Martin (and why educating the vendor is so important) Why dealmakers need to build authority early and take control in negotiations (if you want to get the deal you want) Why taking action and not being afraid of failure gives Martin an advantage (and why he recommends this approach for any dealmaker looking to build a group) ** Looking for a great acquisition lawyer in the UK? Use mine! ** If you are looking for a lawyer in the UK to help you get the deal over the line, then use my own lawyer, John Andrews. You can phone his office at (0345) 2412494 or email him at [email protected]. Ready to get started? Here’s how you can start your business buying journey… Watch my FREE Dealmakers webinar training: Get a FREE copy of my book: Join the Business Acquisition FastTrack course Already bought a business? if you've already bought a business, you should be part of my Inner Circle group where we discuss raising capital, integration management, and exiting. Email Maria on [email protected] for more information.
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Gerald Ratner - Business Acquisition is the ONLY way to grow
01/25/2024
Gerald Ratner - Business Acquisition is the ONLY way to grow
How Gerald Ratner built a 2,500-store retail empire through acquisition British entrepreneur Gerald Ratner took his business from a single family-owned shop in Richmond to a multi-billion, 2,500-store retail empire spanning the UK and US. In the process, he acquired some of the biggest names on the high street, including H. Samuel and Ernest Jones. His entire strategy was built on growth by acquisition, often pushing the business to the limit. You may have watched some of the recent video highlights from my interview with Gerald for my Mastermind clients. On today’s episode of the Business Buying Strategies podcast, you can listen to the whole interview where he detailed exactly how he grew the business at each stage, including the creative ways he raised funding and persuaded the owners to sell to him. You will discover… How Gerald used acquisition as a strategy to dominate the high street by buying his key competitors How buying H. Samuel transformed the group and allowed the retailer to expand its customers beyond its historical base Why Gerald’s reasons for acquiring Ernest Jones was more than simply adding another 60 stores to the portfolio (it was a strategic move to “buy into” supplier relationships) Why Gerald chose not to copy his acquisition strategy when expanding to the US (and what he did instead) What he really said in his infamous speech at the Royal Albert Hall that no one remembers ** Looking for a great acquisition lawyer in the UK? Use mine! ** If you are looking for a lawyer in the UK to help you get the deal over the line, then use my own lawyer, John Andrews. You can phone his office at (0345) 2412494 or email him at [email protected]. Ready to get started? Here’s how you can start your business buying journey… Watch my FREE Dealmakers webinar training: Get a FREE copy of my book: Join the Business Acquisition FastTrack course Already bought a business? if you've already bought a business, you should be part of my Inner Circle group where we discuss raising capital, integration management, and exiting. Email Maria at [email protected] for more information.
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How to negotiate buying a business
01/18/2024
How to negotiate buying a business
De-risking Business Acquisitions: A 12-Step Guide to Successful Deals. In this episode, Jonathan Jay shares strategies for buying a business successfully, without risking personal cash. He elaborates on the importance of proper corporate structure, no personal guarantees, de-risking leases, and linking business payment to performance. Jay also explains the significance of not over-leveraging, cost underwriting abort fees, due diligence, and incentivizing owners for a smooth transition among other things. He illustrates these points with real-life examples and emphasizes the ultimate aim - to de-risk deals and ensure a better night’s sleep for business buyers. 00:34 Introduction and Upcoming Events 01:25 De-risking Business Acquisitions: Part 1 01:55 Importance of Corporate Structure in Business Acquisition 04:31 Avoiding Personal Guarantees 07:52 De-risking Leases in Business Acquisition 11:48 Linking Payment to Business Performance 16:00 Avoiding Over-leveraging in Business Acquisition 26:55 Dealing with Distressed Businesses 32:33 Ensuring Smooth Transition Post-Acquisition ** Looking for a great acquisition lawyer in the UK? Use mine! ** If you are looking for a lawyer in the UK to help you get the deal over the line, then use my own lawyer, John Andrews. You can phone his office at (0345) 2412494 or email him at [email protected]. Ready to get started? Here’s how you can start your business buying journey… Watch my FREE Dealmakers webinar training: Get a FREE copy of my book: Join the Business Acquisition FastTrack course Already bought a business? if you've already bought a business, you should be part of my Inner Circle group where we discuss raising capital, integration management, and exiting. Email Maria at [email protected] for more information.
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Buying a business - Using the right words
01/11/2024
Buying a business - Using the right words
The words you use during a negotiation to buy a business can make the difference between closing a great deal and failing to close any deals. Use the right language and you will discover the vendor’s motivation, build trust and clear the path to a smooth sale at the best price. Use the wrong language and you could sabotage the acquisition – or, worse, end up with a bad deal. A few weeks ago, I was invited to speak to a group of property agents who are planning to grow in 2024. I showed them how they could double their agency within six months by growing their business through acquisition – and only those Dealmakers who know how to negotiate and use the right language will secure great deals at the best price. You will discover… Why the words you use when you negotiate could be the difference between a good deal and no deal Why you must never, ever be the first to make an offer during a negotiation (do this and you will never recover) The one question to unlock the path to a great deal and guarantee the vendor is on board with closing a deal quickly The most powerful phrase to use during the acquisition if things get a little bumpy (I guarantee this becomes your “go to” phrase in your future negotiations) What you should never do when the owner gives you a price for the business (forget this and it’s game over) Here are the key highlights: 01:29 The Magic Words That Make You Millions 04:35 The Art of Negotiation: Never Go First on Price 07:10 Reacting to the Seller's Price: The Importance of Body Language 10:40 Avoiding the Valuation Trap 15:01 Understanding the Seller's Motivations and Painting a Picture 18:04 Identifying Motivated Sellers 19:59 The Importance of Motivated Sellers 20:43 Avoiding Business Brokers 21:59 The Power of 'No One is Lending' 22:15 The Advantage of Using Other People's Money 24:18 The Speed of Business Acquisition 24:57 Asset Purchase vs Share Purchase 25:48 The Importance of Having a Clear Process 27:33 Expanding Your Business Portfolio 33:03 The Power of 'Is That a Deal Breaker?' 38:23 The Magic Words That Make You Millions ** Looking for a great acquisition lawyer in the UK? Use mine! ** If you are looking for a lawyer in the UK to help you get the deal over the line, then use my own lawyer, John Andrews. You can phone his office at (0345) 2412494 or email him at [email protected]. Ready to get started? Here’s how you can start your business buying journey… Watch my FREE Dealmakers webinar training: Get a FREE copy of my book: Join the Business Acquisition FastTrack course Already bought a business? if you've already bought a business, you should be part of my Inner Circle group where we discuss raising capital, integration management, and exiting. Email Maria at [email protected] for more information.
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2023 Dealmaker Highlights of the Year
01/04/2024
2023 Dealmaker Highlights of the Year
This year, we have featured more business buying success stories than ever before. Buying a business transforms your life. You just need to hear the stories of those who have follow the system and taken action to know that you can do it, too. The stories we have featured on the Business Buying Strategies podcast range from experienced business owners using acquisitions to rapidly grow their business to individuals holding down a 9-5 job who transformed their life by buying a business in their spare time. In the latest episode of Business Buying Strategies, we look back at some of the major client wins and business buying success stories from the last 12 months. 2023 has been a great year for business buying entrepreneurs. But 2024 promises to be even better. If you are thinking about acquiring a business in 2024 and want to feel inspired, listen to this episode and discover how people – just like you – transformed their lives by buying a business. Here are the key highlights: How Alison acquired a business in a sector she knew little about (and saved £100,000 on a bad deal, thanks to her Mastermind group) How David tried to grow his business organically for years yet added more revenue in one “no money down” deal than he achieved in 12 months How Darren built a group of profitable hair salons without spending any of his own money (and one owner even paid him £20,000 to take the business off her hands) How Dan successfully acquired an eight-figure business without using any of his own funds How Danny acquired businesses in sectors he knew nothing about by following a proven business buying system (which is entirely possible when you shift away from an “operator” mindset) ** Looking for a great acquisition lawyer in the UK? Use mine! ** If you are looking for a lawyer in the UK to help you get the deal over the line, then use my own lawyer, John Andrews. You can phone his office at (0345) 2412494 or email him at [email protected]. Ready to get started? Here’s how you can start your business buying journey… Watch my FREE Dealmakers webinar training: Get a FREE copy of my book: Join the Business Acquisition FastTrack course Already bought a business? if you've already bought a business, you should be part of my Inner Circle group where we discuss raising capital, integration management, and exiting. Email Maria at [email protected] for more information.
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Stop imposter syndrome (and do more deals) with Vicki Espin
12/28/2023
Stop imposter syndrome (and do more deals) with Vicki Espin
What limiting beliefs hold you back from starting your business buying journey? What stops you from doing more deals or striving to close bigger acquisitions? In this episode of the Business Buying Strategies podcast, executive coach Vicki Espin explains how imposter syndrome and limiting beliefs stop you from getting what you want and how to eliminate beliefs holding you back. If you want to buy a business in 2024 and you’re not taking action, listen to this episode. It could be a game-changer for you. This is part 2 of a two-part series featuring Vicki. Make sure you listen to part 1 on a game-changer mindset first! Here are the key highlights: Why self-sabotage is the biggest threat to your success What is imposter syndrome? Why expectations are behind imposter syndrome What are your cultural reference points? What is an expectation? Client story - when the imposter turns traitor The difference between self-esteem and self-confidence Why you can’t completely eliminate the noise Here is what you will discover… How imposter syndrome trips you up without you realising (and what to do about it) How to set goals the right way so you never fail to achieve them How to avoid unintentional self-sabotage when you make important decisions Why imposter syndrome is a misalignment between what you say and what you think (and how to bridge the gap) Why identifying your childhood influences helps you understand your thoughts and beliefs today Why your imposter syndrome can show up as your “evil twin” at important moments (and how to deal with it) Why even the place you were born and brought up has an impact on your mindset, thoughts and beliefs Why your thoughts precede your behaviour (and why you need to focus on what you want) The difference between self-confidence and self-esteem (and why you can’t have one without the other) ** Looking for a great acquisition lawyer in the UK? Use mine! ** If you are looking for a lawyer in the UK to help you get the deal over the line, then use my own lawyer, John Andrews. You can phone his office at (0345) 2412494 or email him at [email protected]. Ready to get started? Here’s how you can start your business buying journey… Watch my FREE Dealmakers webinar training: Get a FREE copy of my book: Join the Business Acquisition FastTrack course Already bought a business? if you've already bought a business, you should be part of my Inner Circle group where we discuss raising capital, integration management, and exiting. Email Maria at [email protected] for more information.
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Build a game-changer mindset with Vicki Espin
12/21/2023
Build a game-changer mindset with Vicki Espin
If you want to succeed at business acquisition, you need the right mindset as well as the right knowledge and strategies. By levelling up your mindset and adopting a new way of thinking, you can change how you see yourself and how others see you, to do bigger deals, more frequently. At the last Dealmakers Retreat, executive coach Vicki Espin revealed how to develop a ‘game-changer’ mindset to stand out and attract opportunities. In this episode of the Business Buying Strategies podcast, you can listen to highlights from the presentation, including an exercise to write a professional brand statement to attract dealmaking opportunities to you. Here are the key highlights: How Vicki became a coach and started working with Jonathan What is a game-changer? Your most important relationship in life Understanding ‘Moments of Truth” Your current performance = your potential minus your interference Why your thoughts matter Why you create everything twice Why you need a professional brand statement Do you pass the CEO lift test? Your top signature strengths Here is what you will discover… What is a game-changer mindset and why you need to adopt a new way of thinking to shift where you are right now Why the most important relationship you have in your life is with yourself Why you need to figure out what you want people to say about you when you’re not “in the room” Why nothing in your life changes unless you do this ONE thing Why you need to pay attention to your emotional intelligence to close more deals The No.1 thing that nearly every conversation about personal brand completely ignores (that you can use to your advantage) The secret to crafting a compelling personal brand statement (it’s not just through practice) Why your non-verbal behaviour counts for far more than you may realise How to use a scoring system to continually improve your brand statement (or any pitch or presentation document) ** Looking for a great acquisition lawyer in the UK? Use mine! ** If you are looking for a lawyer in the UK to help you get the deal over the line, then use my own lawyer, John Andrews. You can phone his office at (0345) 2412494 or email him at [email protected]. Ready to get started? Here’s how you can start your business buying journey… Watch my FREE Dealmakers webinar training: Get a FREE copy of my book: Join the Business Acquisition FastTrack course Already bought a business? if you've already bought a business, you should be part of my Inner Circle group where we discuss raising capital, integration management, and exiting. Email Maria at [email protected] for more information.
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Mastering LinkedIn - Boost Your Business Buying Strategies
12/15/2023
Mastering LinkedIn - Boost Your Business Buying Strategies
Mastering LinkedIn: Boost Your Business Buying Strategies In this podcast, Jonathan Jay invites LinkedIn expert, Andrew Grill, to share his insights on how to use LinkedIn more effectively, especially for individuals interested in buying businesses. Topics covered include developing online credibility through LinkedIn, improving profiles for greater visibility, using LinkedIn analytics, understanding the LinkedIn algorithm, and exploring various LinkedIn tools. Grill also introduces the 'LinkedIn Social Selling Index' and provides actionable tips for better networking and content sharing on LinkedIn. 00:35 Introduction and Welcome 00:47 The Importance of LinkedIn Profile for Business Buyers 01:19 Guest Speaker Introduction: Andrew Grill 01:41 Andrew's Early Experiences with Technology 02:21 Andrew's Background in Small Business 02:47 The Power of LinkedIn for Business 03:03 Andrew's Journey with LinkedIn 03:47 The Impact of LinkedIn on Andrew's Business 04:01 The Changing Landscape of B2B Selling 05:02 The Importance of Digital First Impressions 05:34 How to Google Yourself Effectively 06:56 The Anatomy of a LinkedIn Page 11:34 The Importance of LinkedIn Activity 15:39 Understanding LinkedIn Public URL and Profile Visibility 19:48 The Difference Between Following and Connecting on LinkedIn 20:40 The Importance of Adding a Note When Connecting on LinkedIn 21:44 Understanding LinkedIn on Desktop and Mobile 22:08 The Importance of Personalizing LinkedIn Connections 22:18 LinkedIn as a Platform for Business Content 22:58 Overcoming Writer's Block on LinkedIn 23:07 Using LinkedIn as a Content Laboratory 23:46 Creating Engaging Content on LinkedIn 27:22 Understanding LinkedIn's Algorithm 32:14 Tips for Creating Great Content on LinkedIn 33:00 Understanding LinkedIn's Social Selling Index (SSI) 34:19 Using LinkedIn's QR Code Feature 35:09 Posting Consistently on LinkedIn 38:04 Actionable Steps to Improve Your LinkedIn Presence Resources Buying a business is only the start, which is why we are now teaching what happens next on the Mastermind program. Now, if you've already bought a business, you should be part of my Inner Circle group where we discuss raising capital, integration management, and exiting. Email Maria on for more information. If you are looking for a lawyer in the UK to help you get the deal over the line, then use my own lawyer, John Andrews. You can phone his office at (0345) 2412494 or email him at . If you would like to take the next step to learn the best ways of buying a business, without risking your own cash, you can access my free training at: Watch my Webinar Training Video: You can also request a free copy of my book at: If you want to jump straight to my live Zoom FastTrack course, please go to: Connect with Jonathan Jay at: Website: LinkedIn: YouTube:
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Successful exit with 30X multiple
12/07/2023
Successful exit with 30X multiple
In this podcast episode of 'Business Buying Strategies', host Jonathan Jay interviews Andrew Scott, an accomplished entrepreneur who has a versatile track record of both buying and selling businesses. Andrew talks about his recent experiences at the Marbella VIP dealmakers retreat and shares insights about his successful exits, including one at thirty times multiple. He also discusses some of the challenges associated with the buying process, dealing with the emotional aspect of buying and selling, and how to maximize the value of a business. The importance of having a proper acquisition process, understanding the target market, and having a long-term value-oriented approach is highlighted. Andrew concludes by stating his current focus on acquiring other marketing-related businesses and building a property portfolio to secure long-term capital value. 00:34 Introduction and Welcome 00:47 Interview with Andrew Scott: Successful Business Exits 01:40 Andrew's Experience in Buying and Selling Businesses 02:17 The Story of Business Leader Magazine 03:55 The Power of PR and Network in Business Valuation 07:46 Andrew's Experience in Buying Businesses 11:15 Lessons from Business Acquisitions 13:41 Recent Business Sales and Future Plans 17:49 Andrew's Motivation for Attending the Event 18:45 Closing Remarks Resources Buying a business is only the start, which is why we are now teaching what happens next on the Mastermind program. Now, if you've already bought a business, you should be part of my Inner Circle group where we discuss raising capital, integration management, and exiting. Email Maria on for more information. If you are looking for a lawyer in the UK to help you get the deal over the line, then use my own lawyer, John Andrews. You can phone his office at (0345) 2412494 or email him at . If you would like to take the next step to learn the best ways of buying a business, without risking your own cash, you can access my free training at: Watch my Webinar Training Video: You can also request a free copy of my book at: If you want to jump straight to my live Zoom FastTrack course, please go to: Connect with Jonathan Jay at: Website: LinkedIn: YouTube:
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One deal changed my life
11/29/2023
One deal changed my life
This week Jonathan shares insights and experiences of business acquisitions to a live audience in Marbella. Transitioning from financial difficulty to successful entrepreneurship, he explains how the sale of his first business changed everything and resulted in him immersing himself in the world of business acquisitions. Jonathan outlines the reasons why people sell businesses and strategies for purchasing them, Jay sheds light on the potential of business acquisitions as a means of wealth building. He asserts that everyone is capable of buying a business successfully, emphasising the importance of implementing ideas and dealing with 'imposter syndrome', the fear and self-doubt that can hinder progress. He also explores how acquiring businesses is not just about financial gains, but also personal growth and development and developing emotional intelligence. 01:45 The Importance of Implementation and Future Goals 04:16 Overcoming Self-Doubt and Imposter Syndrome 05:31 The Power of Taking Action and Building Momentum 06:13 Personal Stories and Insights from Attendees 07:22 The Journey of Buying and Selling Businesses 14:44 The Emotional Aspect of Business Deals 16:36 Advice for People with Traditional Jobs Looking to Buy Businesses 17:19 Closing Remarks and Contact Information for UK Lawyer Resources Buying a business is only the start, which is why we are now teaching what happens next on the Mastermind program. Now, if you've already bought a business, you should be part of my Inner Circle group where we discuss raising capital, integration management, and exiting. Email Maria on for more information. If you are looking for a lawyer in the UK to help you get the deal over the line, then use my own lawyer, John Andrews. You can phone his office at (0345) 2412494 or email him at . If you would like to take the next step to learn the best ways of buying a business, without risking your own cash, you can access my free training at: Watch my Webinar Training Video: You can also request a free copy of my book at: If you want to jump straight to my live Zoom FastTrack course, please go to: Connect with Jonathan Jay at: Website: LinkedIn: YouTube:
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Financial Success Through Business Acquisition
11/23/2023
Financial Success Through Business Acquisition
How to grow a business through acquisition In this week’s episode of Business Buying Strategies, Jonathan speaks with BBC Apprentice winner and founder of the Millionaire Mastermind, Joseph Valente about the opportunity for business owners to rapidly double the size of their business through acquisition. In conversation in front of a room of ambitious entrepreneurs, Jonathan explained why 2024 is a year of opportunity for those business owners who want to grow, why it is better to buy a big business for your first deal and how to avoid the pitfalls experienced by many first-time dealmakers. If you’re a business owner and you’re frustrated or impatient for growth, you need to listen to this episode. Here are the key highlights: 00:51 - Jonathan’s accidental entry into the world of mergers and acquisitions 01:22 - How Jonathan had an epiphany when he sold his first business 02:14 - Why being the operator in a business is not the best way to get the result you want 02:27 - How to get a great deal when buying a competitor business 04:13 - Why you should never cut corners on your deal team (easily avoidable legal and due diligence issues are so much more expensive in the long run) 04:29 - Why the “Buy, Build and Sell” strategy is the fastest way to achieve your financial goals 04:47 How just one successful deal can transform your business – and your life 05:16 The 3 keep questions to ask when assessing any business acquisition 05:50 The benefits of buying a business similar to your current business 06:38 Why it is important you only buy businesses that can run without you (otherwise you’re buying an expensive job) 07:06 Why you need to follow a business buying strategy that doesn’t use any of your own funds 07:34 How our Mastermind clients have successfully purchased businesses using none of their own money 09:50 Why you need to have a good lawyer to keep a business buying deal moving 10:29 Jonathan’s top advice for anyone looking to start acquiring businesses 19:16 Why you must always be through in your due diligence when buying a business 30:54 Why it’s a good strategy to keep the previous owner on-side (it can get really messy if you don’t) 33:30 How Jonathan helps business owners to acquire the right businesses to grow Here is what you will discover… Why it is better to buy a £2.5m business for your first deal rather than a £250k business (as one of my Mastermind clients did) How to quickly assess whether a deal is worth pursuing by asking 3 key questions How to use the tactics of experienced M&A dealmakers to close your own acquisitions using none of your own funds Why your mindset is the biggest obstacle to acquiring a business (regardless of whether you’re experienced in business or completely new to it) The biggest mistakes made by first-time business buyers and how to avoid them (there are two that could prove fatal if you’re not ready) How the owner of the business can be your best source of deal financing How to fund your deal through the existing owner of a business Why you don’t need to worry about your personal credit rating or need to have available funds to buy your first business Why future dealmakers need to be ready ahead of January 2024 if they want to secure the best deals available Why you need to discover the seller’s “real” motivation for selling (and it’s usually nothing to do with money) ** Looking for a great acquisition lawyer in the UK? Use mine! ** If you are looking for a lawyer in the UK to help you get the deal over the line, then use my own lawyer, John Andrews. You can phone his office at (0345) 2412494 or email him at [email protected]. Ready to get started? Here’s how you can start your business buying journey… Watch my FREE Dealmakers webinar training: Get a FREE copy of my book: Join the Business Acquisition FastTrack course Already bought a business? if you've already bought a business, you should be part of my Inner Circle group where we discuss raising capital, integration management, and exiting. Email Maria at [email protected] for more information.
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The £2m business acquisition
11/14/2023
The £2m business acquisition
I waited too long to get started… but then I bought a £2.5m business In this latest episode of Business Buying Strategies, we visit a Mastermind client, Carsten, at the £2.5m revenue tree surgery business he recently purchased. By his own admission, Carsten was a little slow getting out the blocks, as he previously believed he needed funds to acquire a business. He joined our FastTrack programme and saw other dealmakers buying profitable, established businesses with no money down. After joining Mastermind, Carsten followed our business buying system and took six months to buy his first business. In the episode, we go behind the scenes with Carsten to discover how the deal was put together and the reality of owning rather than operating a business. Here are the key highlights: 00:00 – Why he chose to buy a £2.5m business as his first acquisition 00:00 – What held Carsten back from getting started earlier 00:00 – How Carsten runs the business in just a few hours each week from his home 00:00 – How Mastermind helped Carsten learn what he needed to close his first deal 00:00 – How Carsten took six months to complete the purchase 00:00 – How he creates systems to conclude deals more efficiently 00:00 – What Carsten is focusing on next Here is what you will discover… Why buying a bigger business with a management team is always better than a small business How to avoid getting stuck in the day-to-day running of the business How to avoid wasting time and money during the deal sourcing process by having a system in place Why a network of experience dealmakers is essential to saving time and money on any business acquisition Why you need to get started learning business buying now – even if you think it's too soon How to avoid wasting time and money during the deal sourcing process by having a system in place Why a network of experience dealmakers is essential to saving time and money on any business acquisition ** Looking for a great acquisition lawyer in the UK? Use mine! ** If you are looking for a lawyer in the UK to help you get the deal over the line, then use my own lawyer, John Andrews. You can phone his office at (0345) 2412494 or email him at [email protected]. Ready to get started? Here’s how you can start your business buying journey… Watch my FREE Dealmakers webinar training: Get a FREE copy of my book: Join the Business Acquisition FastTrack course Already bought a business? if you've already bought a business, you should be part of my Inner Circle group where we discuss raising capital, integration management, and exiting. Email Maria on [email protected] for more information.
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SBA Loans and how they make business acquisitions easy
11/09/2023
SBA Loans and how they make business acquisitions easy
Did you know there is a government-backed lending scheme in the US that allows you to borrow up to 100% of the cost of acquiring a business? In this episode of Business Buying Strategies, Jonathan talks to Ray Drew from Fund-Ex Solutions and an expert in SBA lending about the scheme and how it has become a useful way of buying a business without using any of your own money. During the interview, Jonathan and Ray discuss how SBA lending works, why it was set up by the government, the various options available and how to apply. If you’re a listener in the US and are not aware of this scheme, you need to listen to this episode. Even if you’re not US-based, it is worth listening as Ray reveals why the trend of Baby Boomers retiring and selling their businesses presents one of the biggest opportunities in a generation for people looking to acquire a business. Here are the key highlights: 01:18 - How Ray became an expert in SBA loans and how the landscape has changed in the last few years 01:54 - Why SBA lending was developed and how it is currently being used 02:52 - How SBA 7(a) funding works 04:26 - How to apply for SBA funding 05:02 - Why business experience isn’t essential for a loan (and what other experience and factors will help) 07:15 - What options are available for raising a deposit 10:36 - The role of the seller during the process and how SBA lending benefits them 13:30 - Key conditions around the loan terms and conditions you need to know 17:40 - The importance of negotiating working capital for the acquired business 21:24 - Applicant and business eligibility for secure borrowing 25:52 - How to get Ray’s help when seeking an SBA loan Here is what you will discover… Why SBA 7(a) programme is “like a Swiss Army knife” of lending for small businesses in the US How the “Silver Tsunami” of retiring Baby Boomer business owners will create an incredible opportunity for business buyers in the next 12 months Why business acquisitions now make up 80% of Ray’s funding activity (a huge increase on previous years) How much loan-to-value you can expect using SBA funding and the maximum financing level available Why the SBA programme has created an exciting opportunity to build wealth for individuals who traditionally would not have considered buying a business How a buyer can access up to 100% deal financing by demonstrating strong sector experience or transferable skills How buyers are protected through government-mandated interest rates (you never pay about a certain fixed interest rate for your lending) Who is eligible for SBA 7(a) funding and what businesses are specifically excluded Notable quotes “The business plan is just the tip of the iceberg. It’s what you would call a full doc program, but the business plan doesn’t have to be too crazy because it’s for an existing business.” “We look for relevant experience. Most of all, we look for management experience. Experience managing people, managing a budget, managing a P&L, things like that are going to transfer over to just about any business.” “So a credible buyer for that type of business really has the potential to buy or pay up to $5 million for a business.” Episode links Fund-Ex Solutions: Ray’s contact details: Ray’s LinkedIn: Ray’s Email: ** Looking for a great acquisition lawyer in the UK? Use mine! ** If you are looking for a lawyer in the UK to help you get the deal over the line, then use my own lawyer, John Andrews. You can phone his office at (0345) 2412494 or email him at [email protected]. Ready to get started? Here’s how you can start your business buying journey… Watch my FREE Dealmakers webinar training: Get a FREE copy of my book: Join the Business Acquisition FastTrack course Already bought a business? if you've already bought a business, you should be part of my Inner Circle group where we discuss raising capital, integration management, and exiting. Email Maria at [email protected] for more information.
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Highlights from recent episodes
11/02/2023
Highlights from recent episodes
In the latest episode of Business Buying Strategies, we hear from seven dealmakers who have successfully bought businesses without using any of their own money. Each dealmaker is a member of the Business Acquisition Mastermind and has bought at least one business. These are not distressed businesses, but profitable, established businesses that gave the buyer cash flow from Day 1. If you are still unsure whether ‘no money down’ deals really can be done, this highlights episode answers the question. Here are the key highlights: 01:05 - How Danny bought a manufacturing business for £900,000 without any of his own money by bringing in a property investor 09:10 - How James acquired a heritage family-run funeral director business by going undercover as a chauffeur to meet the owners 18:35 - How Dan managed a challenging vendor to successfully complete his first eight-figure acquisition in the plant hire sector 26:48 - How David bought three small companies, rolled them together and used efficiency of scale to create a highly profitable business 32:20 - How Chris joined Mastermind and instantly acquired a competitor business 36:46 - How Akram acquired a commercial cleaning business originally listed for £180,000 for just £25,000 using a negotiation technique taught in Dealmakers Academy 43:12 - How Nick grew his printing business through acquisition rather than taking years to grow organically Here is what you will discover… Why you only need to be a few steps ahead to successfully negotiate with business owners Why it is so difficult to start a new business today (and how buying a business takes years off your path to profit) Why buying an established business with existing staff and client list is always the best idea for your first business acquisition Why you should never put in an offer to the business (and what to do instead to get the best price possible) How to deal with business owners who threaten to walk because they suddenly decide they want more money Why you should never believe a vendor who says they’ve changed their mind (and why it always pays to keep the conversation going) How to use margin improvement to make your acquired businesses more profitable Why you should always hire operational functions as soon as you can afford them (or even before) so you can focus on strategy and acquisitions Why most businesses listed with brokers are already overpriced Why money is not always the No.1 motivation for buyers (and how to get a buyer to reveal their true reasons for selling) Why some business owners fall out of love with their business and are looking for a buyer to take the business from them (some are even willing to pay you to take their business) ** Looking for a great acquisition lawyer in the UK? Use mine! ** If you are looking for a lawyer in the UK to help you get the deal over the line, then use my own lawyer, John Andrews. You can phone his office at (0345) 2412494 or email him at [email protected]. Ready to get started? Here’s how you can start your business buying journey… Watch my FREE Dealmakers webinar training: Get a FREE copy of my book: Join the Business Acquisition FastTrack course Already bought a business? if you've already bought a business, you should be part of my Inner Circle group where we discuss raising capital, integration management, and exiting. Email Maria on [email protected] for more information. Listen to the full episodes The highlights are edited from the full podcast episodes. To listen to any of the full episodes, use the links below from the featured dealmakers: 251 - Daniel Beaumont - 100% Deal Finance 234 - James Gardner - Buying A Funeral Care Business Ep 252 - Dan Bown – The Life Changing Deal 250 - David - 17 Acquisitions To £20 Million 238 - Chris Stone - Buying A Business In Scotland, No Money Down! 240 - Akram Abdullah - From Overworked Insurance Broker To Commercial Cleaning Business Owner 243 - Nick Manuel - The Attitude, Outlook and Strategy For Effective Business Deals Connect with Jonathan Jay at: Website: LinkedIn: YouTube:
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35 business acquisitions in 3 years
10/26/2023
35 business acquisitions in 3 years
In the latest episode of Business Buying Strategies, we speak with serial business buying entrepreneur Darren Jacobs who has bought 35 business in the last three years. Despite the rapid growth of his business, Darren does not spend any time working in the businesses he acquires. He leaves it to his management team, freeing him up to work on his growth strategy which is – buying more businesses. In this episode, he reveals why he first chose hair salons as a target for his acquisitions, how he closed so many deals so quickly and how his group head office operates to allow him the time and space to grow the business. Darren also reveals his future growth plans and why he has expanded the business through acquisition to include marketing and food. Here are the key highlights: 01:24 – Darren explains his business buying journey so far 02:20 – How a surprising offer to buy a coffee van led to Darren’s first catering acquisitions 04:28 – How Darren’s IT background and attempts to grow his business have shaped his acquisition strategy 05:21 – How Darren identified and sourced his first acquisition deal for a salon 07:35 – Why hair salons became a target for Darren’s acquisition strategy 11:45 – What motivates a salon owner to sell? (Hint: the answer isn’t always money…) 18:36 – How Darren built his management team and how his group head office runs the business 20:12 – Why Darren has started making acquisitions in a different sector 23:46 – What does the future hold for Darren in 2024? 31:05 – Darren answers common questions levelled at business buyers In this episode of Business Buying Strategies, you will discover… How Darren used the (true) story of searching for a hair salon for his step daughter proved deal sourcing gold What he learnt from the first acquisition for his step daughter that convinced him to forge ahead with building a hair salon group Why understanding the buyer’s motivation for selling is key to a great deal Why every deal except one were for businesses that were not listed for sale How the group head office is set up to manage the 120+ staff across the group without any involvement from Darren How Darren leveraged government funding to complete multiple “no money down”deals Why Darren has broken the mould when buying smaller businesses, i.e. hair salons How he is able to take months off and only needs to turn up at board meetings every month The exact number of deal sourcing letters Darren sent out to generate 300 enquiries and complete 21 deals (this number will shock you) How only two out of his 35 acquisition have required Darren to use his own money (it was just over £10k and he made it back within weeks of closing the deal) Why money is not the most important factor for many business owners who are motivated by others factors Why Darren has acquired two marketing agencies and a printing firm to support the group How he successfully saved £110,000 on a deal for a sandwich van business turning over £250,000/year Why his experience in business acquisition allows Darren to ‘flex’ the rules Memorable quotes from the episode “I've not met any business owner that is not optimistic about next year.” “The most powerful thing you can ever do in any negotiation is know that you can walk away and say no and mean it.” “When I look at a business, if it creates any kind of job or responsibility for me then I’m not interested, no matter how good the deal is.” ** Looking for a great acquisition lawyer in the UK? Use mine! ** If you are looking for a lawyer in the UK to help you get the deal over the line, then use my own lawyer, John Andrews. You can phone his office at (0345) 2412494 or email him at [email protected]. Ready to get started? Here’s how you can start your business buying journey… Watch my FREE Dealmakers webinar training: Get a FREE copy of my book: Join the Business Acquisition FastTrack course Already bought a business? if you've already bought a business, you should be part of my Inner Circle group where we discuss raising capital, integration management, and exiting. Email Maria on [email protected] for more information.
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The Life Changing Deal
10/18/2023
The Life Changing Deal
Every week I interview someone from the world of mergers and acquisitions so we can find out their approach to buying businesses. On this week's episode, we are going to meet Dan Bown. Dan Bown is one of my Mastermind clients, and when he came on Mastermind, he wasn't entirely sure which type of business to buy. He's settled on plant hire, and has just done his first eight figure acquisition. In this episode, we'll find out how he did it. Key Highlights [01:10] Dan introduces himself and his career before becoming a dealmaker [04:16] Dan talks about how he came to join Jonathan’s Dealmaker programme [05:28] Dan outlines the first sectors he considered [08:21] Dan describes his process for shortlisting companies to approach [10:08] Dan’s first, and only, initial response [11:05] The negotiations to agree a deal to buy the business [12:57] The deal seems to fall apart [14:26] The deal is back on! [17:57] Finding the right lender [21:16] Getting to Heads of Terms [25:38] The deal gets over the line [27:18] Dan’s competitors [31:26] Learning quickly about vacuum excavation [32:24] Establishing where to cut costs [37:44] The effect of further acquisitions [41:11] The future pipeline [46:39] Plans for readying the business for a future sale Notable Quotes I looked back at what I'd enjoyed most in my career. And the thing I'd enjoyed most was the cut and thrust of running what I would call a proper business, which I'd done for DHL in Romania, a big turnaround and a big growth project. So my criteria was, I just wanted to buy a business where I'd earn a decent salary, something matching or close to what I was getting in corporate life. So I sent the letters out to 400 businesses, and I got one reply, which was the business I bought. And I suppose the lesson from that is, yes, the experts help you, your deal team helps you, but you've also got to help yourself. Resources Buying a business is only the start, which is why we are now teaching what happens next on the Mastermind program. Now, if you've already bought a business, you should be part of my Inner Circle group where we discuss raising capital, integration management, and exiting. Email Maria on for more information. If you are looking for a lawyer in the UK to help you get the deal over the line, then use my own lawyer, John Andrews. You can phone his office at (0345) 2412494 or email him at . If you would like to take the next step to learn the best ways of buying a business, without risking your own cash, you can access my free training at: Watch my Webinar Training Video: You can also request a free copy of my book at: If you want to jump straight to my live Zoom FastTrack course, please go to: Connect with Jonathan Jay at: Website: LinkedIn: YouTube:
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100% Deal Finance - An interview with Daniel Beaumont
10/12/2023
100% Deal Finance - An interview with Daniel Beaumont
Every week I interview someone from the world of mergers and acquisitions so we can find out their approach to buying businesses. This week we meet my mastermind client, Danny Beaumont, who has bought a number of manufacturing businesses without spending a penny of his own money. Plus he only works ten hours a week and spends twice a week playing golf. Here’s Danny in front of a live audience at one of our DealMaker Live events. Key Highlights [01:14] Danny discusses his career before business buying [03:40] Choosing a sector [07:40] Danny’s role in the business [08:30] The first deal [12:16] The next deal [15:22] The role of a parent company [18:56] The retirement acquisition [20:17] The size of the business you buy [22:09] The easiest deal so far [28:25] Establishing a group [33:40] Audience Q&A Notable Quotes We monitor our pipeline, how big it is in total, our win rate. So even if we have a quiet month in order intake, if we're quoting loads then a certain number are going to come straight. They said, well, we've got an invoice filing facility, but I've never fully utilised it. I thought, oh, that's interesting, because we could potentially use some of that to buy the business I said, sorry Jim, but the deal's not going ahead so I can't offer you a job. And he said, well the guy I'm working for now is thinking about getting out, so how about I put you in touch? Resources Buying a business is only the start, which is why we are now teaching what happens next on the Mastermind program. Now, if you've already bought a business, you should be part of my Inner Circle group where we discuss raising capital, integration management, and exiting. Email Maria on for more information. If you are looking for a lawyer in the UK to help you get the deal over the line, then use my own lawyer, John Andrews. You can phone his office at (0345) 2412494 or email him at . If you would like to take the next step to learn the best ways of buying a business, without risking your own cash, you can access my free training at: Watch my Webinar Training Video: You can also request a free copy of my book at: If you want to jump straight to my live Zoom FastTrack course, please go to: Connect with Jonathan Jay at: Website: LinkedIn: YouTube:
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17 acquisitions to £20 million turnover
09/28/2023
17 acquisitions to £20 million turnover
Every week I interview someone from the world of mergers and acquisitions so we can find out their approach to buying businesses. This week we go behind the scenes of July 2023’s Dealmakers Live event held just outside London. I talk with David, who was on my mastermind program back in 2019. David bought seventeen businesses, built the business group up to over £20 million of annual revenue, and he's just done a deal selling it for an eight figure sum. This is his story and how he did it. Key Highlights [01:29] David’s background [02:46] David’s first acquisition [05:19] Discovering the podcast and joining Jonathan’s programme [06:52] Learning from others on the programme [09:07] Building his management team to enable him to focus on new acquisitions [12:05] Approaching a big corporate [14:45] Negotiating the sale [16:40] How David filters potential acquisitions and builds his pipeline [22:27] David’s advice for new dealmakers [25:25] Looking to the future Notable Quotes And I drove many miles up and down the motorway, because I was the integration guy, I was the IT guy, I was the chief exec, I was the HR director. So your knowledge, your skillset and your confidence level have got to stay in line. I discovered Jonathan's podcast and started episode one and just listened for hours and hours on the motorway. And it was like the scales had been peeled from my eyes. Learning from other people on the mastermind group allowed me to do 14 more acquisitions over the course of three years. Resources Buying a business is only the start, which is why we are now teaching what happens next on the Mastermind program. Now, if you've already bought a business, you should be part of my Inner Circle group where we discuss raising capital, integration management, and exiting. Email Maria on for more information. If you are looking for a lawyer in the UK to help you get the deal over the line, then use my own lawyer, John Andrews. You can phone his office at (0345) 2412494 or email him at . If you would like to take the next step to learn the best ways of buying a business, without risking your own cash, you can access my free training at: Watch my Webinar Training Video: You can also request a free copy of my book at: If you want to jump straight to my live Zoom FastTrack course, please go to: Connect with Jonathan Jay at: Website: LinkedIn: YouTube:
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I acquired two businesses just to see if the process worked!
09/22/2023
I acquired two businesses just to see if the process worked!
Every week I interview someone from the world of mergers and acquisitions so we can find out their approach to buying businesses. This week I talk with Hari Krishnadasan, one of my mastermind clients. Hari bought a business a few years ago, but didn't actually realize that it was going to be his strategy going forward. And when he bought two more businesses during the COVID period, in a completely different sector to the one that his background and experience is in, he realised that business acquisition was the right strategy for him. This is his story. Key Highlights [01:26] Hari’s background [03:35] The first acquisition [[05:12] The effects of Brexit and COVID [05:50] Finding Jonathan and discovering a different approach to M&A [08:36] Choosing an entirely new sector [13:02] Plans for the future [19:18] Hari’s advice for would be dealmakers Notable Quotes I'd say do something that interests you and that you've got some knowledge of, because if you've got no interest in it, I don't think it'll work. You've got to have a passion to go for it, to follow the process it's really a completely different way of doing things - you've got to work on the business, not in the business. So it's almost like people have to hear it multiple times before they go, Oh, right, so this is real. And I just thought, well, look, let me diversify and look at something completely different. Resources Buying a business is only the start, which is why we are now teaching what happens next on the Mastermind program. Now, if you've already bought a business, you should be part of my Inner Circle group where we discuss raising capital, integration management, and exiting. Email Maria on for more information. If you are looking for a lawyer in the UK to help you get the deal over the line, then use my own lawyer, John Andrews. You can phone his office at (0345) 2412494 or email him at . If you would like to take the next step to learn the best ways of buying a business, without risking your own cash, you can access my free training at: Watch my Webinar Training Video: You can also request a free copy of my book at: If you want to jump straight to my live Zoom FastTrack course, please go to: Connect with Jonathan Jay at: Website: LinkedIn: YouTube:
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