Jonathan Jay interviews John on building a six business group from zero to 2.5 million annual revenue, with practical lessons on deal flow, seller judgement, deferred consideration, management teams, pricing, and integration.
Listen to the EpisodeEpisode 288 | Runtime: 40:01 | Audio Episode
Hear the full conversation on how a first time acquisition entrepreneur built a group of osteopathic and physiotherapy practices through direct seller outreach, disciplined deal selection, and stronger post acquisition management.
Three practical lessons from a buyer who went from no acquisition experience to six completed deals and 2.5 million in annual revenue.
John explains why 150 discovery calls changed the way he judged sellers, negotiated terms, and avoided becoming dependent on one fragile opportunity.
Deferred consideration and earn-outs only work when the seller still cares about the future performance of the business after completion.
The episode shows why clinical leads, practice managers, finance support, and early staff engagement are essential when buying multiple small businesses.
In this episode, Jonathan Jay speaks with John, a mastermind and Inner Circle client who started with no business buying experience and has since completed six acquisitions. John explains how he built a group of osteopathic and physiotherapy practices from zero to 2.5 million in annual revenue, with another deal lined up and a clear view on what now makes an acquisition worth pursuing.
The conversation covers the practical realities of deal flow and seller conversations. John shares why difficult sellers often create problems later, why motivated sellers need to remain invested in the business when deferred consideration is used, and why a steady pipeline allows buyers to walk away from unreasonable red lines before they damage the deal.
Jonathan and John also examine the operational side of building a group, including fee increases, lease work, staff retention, HR, cash flow forecasting, practice level profit and loss, and the value of bringing in management ahead of demand. The episode is a detailed case study for buyers who want to acquire small businesses, professional services practices, or healthcare related companies without becoming trapped in day to day operations.
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