#348 The Reality of Buying a Business — What No One Tells You

What's it really like to buy a business? Not the Instagram version. Not the "Lamborghinis and Dubai" version. The real version.

In this episode, Jonathan brings together a panel of experienced dealmakers at Riverside Studios, all of whom have completed multiple acquisitions across sectors including property, construction, accountancy, engineering, and more.

What follows is one of the most honest conversations you'll hear about business buying.

Behind the Scenes: Real Deals, Real Numbers

This isn't theory. These are people who have actually done it:

• 11 deals in 5 years
• £17M group revenue
• £26M in acquisitions underway
• Multiple buy-and-build strategies across sectors

And yet, despite the success… every single one of them has faced setbacks, stress, and deals falling apart.

The Truth: Deals Fall Apart (Often at the Last Minute)

One of the clearest messages from this episode:

Expect things to go wrong.

You'll hear examples like:

• Deals collapsing on the day of signing
• Sellers changing their mind at the last minute
• Lawyers slowing everything down
• Weeks (or months) of work disappearing overnight

One dealmaker shares how they:

• Rebranded a business
• Built a website
• Spent £15,000 preparing

…only for the seller to walk away at the final moment

This is normal.

The Emotional Reality

Buying a business isn't just strategic, it's emotional.

• High highs when deals progress
• Low lows when they fall apart
• Constant uncertainty

As one dealmaker puts it: It's a rollercoaster. Expect to strike out more than you succeed.

If you're not prepared for that, it will catch you out.

Seller Problems You Don't Expect

Even after completion, challenges don't stop. Real examples from the episode include:

• Sellers sabotaging the business after selling
• Negative reviews being posted by the former owner
• Directors staying on and disrupting operations
• Internal conflict damaging performance

These are rarely talked about, but they happen.

How to Protect Yourself

The panel shares practical ways to reduce risk:

• Avoid keeping sellers as directors unless absolutely necessary
• Use deferred consideration tied to performance
• Structure agreements so sellers are incentivised to help, not hinder
• Use clear consultancy agreements instead of vague ongoing roles
• Define responsibilities and expectations upfront

The key idea:

Alignment matters more than goodwill.

Deal Flow: The Numbers Game No One Warns You About

Another reality check:

Finding the right deal takes volume.

• Thousands of letters
• Hundreds of conversations
• Single-digit response rates

Even then:

• Most responses won't lead to deals
• Many opportunities won't stack up
• Persistence is essential

But there's nuance:

• Some deals happen quickly
• Others take years
• Luck plays a role

The only constant is this:

You need to keep going.

Persistence vs Stubbornness

This episode draws an important distinction:

• Persistence = keep moving forward
• Stubbornness = repeating what doesn't work

Successful dealmakers:

• Learn from failed deals
• Adjust their approach
• Delegate and outsource
• Focus on higher-value activity

They don't just "try harder"

They get smarter

Why Most Business Owners Stay Stuck

A powerful theme emerges:

Most business owners:

• Grow slowly
• Stay in their comfort zone
• Chase small improvements

While dealmakers:

• Think bigger
• Use acquisition to scale faster
• Double or triple revenue through deals

The difference isn't intelligence.

It's mindset.

The Hidden Barrier: Your Own Thinking

One of the most striking insights:

Your growth is limited by what you believe is possible.

• Many people unconsciously cap their success
• They return to familiar "safe" levels
• They self-sabotage without realising

To grow, you have to:

• Redefine what "normal" looks like
• Push beyond your current identity
• Think at a different level

Key Takeaways

If you're considering buying a business, take this seriously:

1. It's not glamorous

Ignore what you see online. This is hard work.

2. Deals will fall apart

Build resilience. Expect setbacks.

3. Sellers can become problems

Structure deals to protect yourself.

4. Volume matters

More conversations = more opportunities.

5. Learn and adapt

Don't repeat the same mistakes.

6. Think bigger

Acquisition is a faster path than organic growth.

7. Your mindset sets the ceiling

If you don't change how you think, nothing else changes.

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

👉 dealmakers.co.uk/clarity

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

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