Business Broker Growth Show

Becoming a Top Restaurant Broker, with Dominique Maddox

Business Broker Growth — Tue, 19 May 2026 12:00:00 +0000

What does it really take to succeed as a restaurant business broker in today’s challenging market?

In this episode, Jason Cutter sits down with Dominique Maddox, founder of Eats Broker, to reveal the realities behind selling restaurants, bars, and nightclubs—one of the most challenging yet rewarding niches in business brokerage.

From creative accounting and tough conversations with owners to the unique advantages (and pitfalls!) of franchise sales, Dominique Maddox shares battle-tested insights from 14 years in the industry.

You'll discover why so many restaurant deals fall apart, the critical metrics every broker and owner should know, and the importance of personal branding and storytelling for building a standout business.

Subscribe for future episodes, check out the links below, and don’t miss the after-show for even more stories and strategies!

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How to Build a Business Worth Selling, with Jessica Fialkovich

Business Broker Growth — Thu, 14 May 2026 17:34:22 +0000

Are you building your long-term value as a business broker, or just chasing short-term commissions? What if claiming a niche is less about the industry you serve—and more about the impact you create as a focused professional?

In this episode, Jason and industry expert Jessica Fialkovich challenge the status quo of business brokerage. The conversation digs deep into the power of specialization, not by industry, but by role and mindset. Brokers and advisors are encouraged to step out of a “jack of all trades” mentality and master their unique value, forging partnerships instead of trying to do it all. Jessica Fialkovich shares cautionary tales and actionable strategies on building businesses with a strong foundation, prioritizing critical but non-urgent tasks (like exit planning), and playing the long game to truly maximize client value (and your own success).

Jessica Fialkovich, founder of Exit Factor and author of “The Exit Factor,” joins Jason to reveal the essential moves for business brokers who want to move from deal-chasing to being indispensable advisors. You’ll hear hard-won insights on why functional mastery trumps industry focus, how to structure multiple income pillars without losing credibility, and the crucial difference between “hunter” and “farmer” mindsets. The episode is packed with real-world examples, marketing playbook tips, and a powerful story on why exit planning is everyone’s business—today, not someday.

Subscribe for more practical strategies to grow your pipeline, shift your broker mindset, and become the trusted advisor your clients need.

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AI’s Impact on M&A, with Michael Lamm

Business Broker Growth — Tue, 12 May 2026 18:34:19 +0000

Are you approaching your business with a long-term relationship mindset, or are you still trapped in a transactional cycle? When the rush for AI, timing the market, or quick wins tempt you, are you risking the one thing that truly moves the needle—deep trust built through honest conversations and industry insight?

In today’s episode, we dig deep into the habits and strategic shifts that separate successful brokers from those spinning wheels. We uncover why sustained relationships, tough honesty, and disciplined preparation beat every shortcut—especially when technology is changing fast, and clients expect everything “now.” It’s a reminder that being a trusted advisor means playing the long game, guiding clients with candor, and never assuming everyone knows what you know.

Jason Cutter welcomes Michael Lamm, co-founder and managing partner of Corporate Advisory Solutions, to share his 25 years of M&A experience in highly regulated, tech-driven industries. Michael reveals what brokers must know about tech adoption, AI, and buyer trends—and why the best deals are won by those who listen deeply and advise openly. He pulls back the curtain on industry specialization, the evolving buyer landscape, and the lessons that only come from a lost deal. This is an episode for brokers who want to move past the treadmill of chasing to building a real, sustainable pipeline.

Subscribe for more insights on how to grow your deal flow and become the kind of advisor your clients remember years after the deal closes.

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Bonus Episode, with Matt Friscia

Business Broker Growth — Thu, 07 May 2026 12:00:00 +0000

What if your biggest deal could fall apart at the very last moment? And are you building a pipeline that can survive when it does?

Most brokers focus on getting deals done, but fewer think about what happens when they don’t. The reality is, larger deals come with more complexity, more stakeholders, and more unseen risks. Behind every “almost closed” transaction are layers of approvals, hidden decision-makers, and timing issues that can quietly derail everything. The lesson? It’s not just about chasing big wins; it’s about building consistency, managing risk, and creating a system that keeps your business moving forward no matter what.

In this episode of the Business Broker Growth Show, Jason Cutter sits down with Matt Friscia of Transworld Business Advisors to unpack a deal that collapsed less than 24 hours before closing. They break down the real reasons deals fall apart, the hidden layers of due diligence, and why having multiple deals in motion is critical. Matt also shares key insights on specialization, buyer behavior, and how brokers can position themselves to succeed in an evolving market.

If you want to build a stronger pipeline and close more deals consistently, make sure to watch until the end—and don’t forget to check out Part 1 for even more insights.

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Transitioning from Corporate to Business Brokerage, with Matt Friscia

Business Broker Growth — Tue, 05 May 2026 19:20:42 +0000

Are you considering buying or selling a business? Curious why so many buyers burn out, and what it really takes to succeed?

In this episode, Jason Cutter sits down with Matt Friscia, owner of Transworld Business Advisors of LaGrange, to reveal the hard truths and essential lessons from inside the world of business brokerage.

Discover why absentee ownership is riskier than you think, what top-performing brokers do differently, and which business types are selling fast despite the AI revolution. Matt Friscia shares his real-world journey from corporate life to successful entrepreneur, unpacks industry trends, and explains the biggest mistakes buyers make (and how to avoid them). Hear exclusive insights on building a winning brokerage team, handling buyer fatigue, and leveraging both tech and personal touch in today's competitive market.

If you're serious about business buying, selling, or scaling as a broker, don’t miss this episode! Subscribe now, watch more interviews on our channel, or click the link in the description for resources and to connect with our guest.

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Bonus Episode, with Daniel Brainard

Business Broker Growth — Thu, 30 Apr 2026 12:00:00 +0000

What actually separates brokers who grow from those who stall?

In this episode, Jason Cutter sits down with Daniel Brainard of NextStep Capital to break down the foundational principles behind sustainable brokerage growth—and why many brokers struggle despite having opportunities in front of them.

Daniel shares insights from his experience building in the logistics and business brokerage space, highlighting the importance of relationships, transparency, and operational discipline. The conversation also explores a critical gap in the market: buyers entering entrepreneurship without the necessary preparation, and how brokers can better educate and guide them.

The episode closes with a powerful story of a deal that fell apart due to miscommunication and lack of structure, reinforcing one of the most important lessons in brokerage: trust, once lost, is nearly impossible to recover.

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Inside the FedEx Brokerage World, with Daniel Brainard

Business Broker Growth — Tue, 28 Apr 2026 15:28:27 +0000

Are you pouring your profits into shiny distractions—or building the war chest your business truly needs? When was the last time you measured success by your ability to build trust and resilience, instead of just closing the next deal?

In this episode, we challenge the all-too-common mindset of short-term wins over long-term security. True business growth isn’t about quick splurges or operating on autopilot; it’s about the discipline to reinvest, set expectations, and embrace transparency—even when the road gets bumpy.

Daniel Brainard, owner of Next Step Capital and veteran of logistics, FedEx contracting, and blue-collar business deals, dive deep into a real-world journey—from a teenage lawn care entrepreneur to running multimillion-dollar FedEx operations, and now guiding buyers and sellers as a business broker. This episode unpacks why honesty, integrity, and relentless follow-up are non-negotiables. You’ll hear practical tips on setting boundaries, managing client expectations, networking for real value, and the kinds of mistakes that teach you more than any easy win ever could.

Subscribe for more insights on building not just a pipeline, but an enduring reputation as a trusted advisor—so you’re always prepared for the deal (and crisis) that comes next.

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Bonus Episode, with Robin Brown

Business Broker Growth — Fri, 24 Apr 2026 12:14:50 +0000

What happens when career disruption meets opportunity, and what if the next chapter isn’t just another job, but full ownership of your future?

In this after-show episode, Jason Cutter and Robin Brown explore the growing wave of professionals rethinking their careers, especially in the wake of layoffs and industry shifts. Rather than defaulting to consulting or starting over, Robin offers a compelling perspective on business brokerage as a path in which experience, relationships, and personal drive can directly shape success.

Robin emphasizes that success in this field isn’t just about closing deals—it’s about guiding people through one of the most important transitions of their lives with empathy, and trust.

As the industry moves forward, the brokers who combine strong relationships, consistent visibility, and adaptability will be the ones who stand out.

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The Impact of Networking and Referrals, with Robin Brown

Business Broker Growth — Tue, 21 Apr 2026 12:00:00 +0000

What if customer service isn’t just a nicety but the engine behind relationship-driven dealmaking? Are your past experiences and transferable skills truly setting you apart, or are you still following the same tired playbook?

Too often, brokers and advisors underestimate the power of hospitality and genuine relationship-building. The real differentiator isn’t just technical expertise or a strong contract; it’s how you coach, guide, and support business owners through one of the most important transitions of their lives.

In this episode, Jason Cutter sits down with Robin Brown of Murphy Business Sales in Central Houston. Drawing from a career spanning hospitality, technology, and consulting, Robin shares why treating clients like guests, not just customers, can transform your ability to win listings and generate referrals.

Packed with real stories and practical insights, this episode challenges how you think about building your brand, nurturing a long-term pipeline, and delivering real value.

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Bonus Episode, with Jim Nairn

Business Broker Growth — Thu, 16 Apr 2026 16:11:23 +0000

What will it take to succeed as a business broker in the next 5 years?

In this after-show conversation, Jason Cutter sits down with Jim Nairn to break down where the industry is heading and what advisors need to do now to stay relevant.

From automation and onboarding systems to the human side of prioritization, this conversation goes beyond theory and into real-world application.

If you're a business broker, M&A advisor, or owner thinking about selling, this is a forward-looking perspective you can’t ignore.

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Canadian Business Brokerage Secrets, with Jim Nairn

Business Broker Growth — Tue, 14 Apr 2026 12:02:02 +0000

What if the biggest obstacle to growing your business brokerage is not your client list, but your willingness to rethink how—and when—you prepare sellers for exit? Are you building a practice with intention and adaptability, or is the “accidental” approach silently capping your long-term potential?

This episode challenges brokers to take a step back from transactions and examine the foundational strategies that actually drive pipeline growth. True success comes from shifting your mindset: stop waiting for opportunities to fall into your lap and start intentionally creating them—years in advance. Proactive planning, ongoing education, and honest conversations with sellers transform your impact and theirs.

Meet Jim Nairn, Vice President and Broker of Record at Trillium Business Brokerage, who joins Jason for a candid deep dive into the realities of building a brokerage in Canada—and the universal lessons for brokers everywhere. Jim unpacks his journey from MBA student to office owner, the steep but rewarding learning curve of entering the industry without a network, and why specialization is both challenged and required north of the border. You’ll hear about his “many hats,” the growth pains of running the business like a business, and why selling is as much about the owner’s mindset as it is about financials. Plus: marketing musts for brokers and a cautionary tale of how one unchaperoned buyer-seller meeting derailed a deal.

Subscribe for more insights on engineering your pipeline and transforming into the trusted advisor your clients desperately need.

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Bonus Episode, with Jessica Craig

Business Broker Growth — Thu, 09 Apr 2026 12:00:00 +0000

In this after-show conversation, Jason Cutter and Jessica Craig take a forward-looking view of the business brokerage industry, starting with one of the biggest forces shaping its future: AI.

Jessica emphasizes that while AI will significantly improve efficiency, especially in administrative work like writing CIMs, organizing listings, and managing data rooms, it cannot replace the human element that defines successful deals.

Negotiation, alignment, and helping buyers and sellers meet in the middle remain core broker functions that technology cannot replicate.

However, she also warns of a growing risk: misuse of AI in valuations. When business owners rely on tools like ChatGPT with incomplete or inaccurate inputs, they often end up with unrealistic expectations. This compounds an already common issue: overvaluation, and can make deals harder to close.

Listen to the full episode and start building your pipeline the right way.

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Building Better Business Exits, with Jessica Craig

Business Broker Growth — Tue, 07 Apr 2026 12:00:00 +0000

Are you preparing your clients for a successful exit, or just responding when they call, desperate to sell? What vital steps might you be overlooking that could turn “the deal that got away” into your next big win?

Too often, business brokers and advisors find themselves on the back foot, reacting to urgent sellers rather than guiding owners through a strategic exit process years in advance. This episode challenges you to shift from transactional thinking toward building value, clarity, and trust with business owners, transforming disappointment into opportunity and long-term success.

Guest Jessica Craig, founder of Exit Welle and President of IBBA Canada, shares her journey from corporate banking to entrepreneurship, revealing why “education-first” exit planning is critical in a market where most business owners aren’t thinking about their eventual transition until it’s too late. Jessica dives deep into common obstacles like owner dependence, messy financials, and the impact of market realities on valuation. She opens up about lessons learned from deals that fell apart and offers actionable strategies for pipeline growth, including referral networks, educational outreach, and the power of consistent marketing. The episode delivers practical advice on approaching tough conversations, leveraging Canadian-specific exit structures, and balancing long-game efforts with direct outreach.

Subscribe for more actionable insights that help you become the trusted advisor, engineering deals, not just hoping for them.

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Bonus Episode, with Pedro Rojas

Business Broker Growth — Thu, 02 Apr 2026 14:44:44 +0000

What will it take for brokers to still be relevant in the years ahead?

In this After Show conversation, Jason Cutter sits down again with Pedro Rojas to go deeper on the future of business brokerage, the role of technology, and the fundamentals that still matter most. Pedro makes the case that while AI, automation, and integrated tools are becoming essential, none of it replaces doing the basics well.

From CRMs and follow-up speed to workflow integration and word-of-mouth growth, this episode explores what separates brokers who will thrive from those who will get left behind. Pedro also shares a candid look at lessons from 2025, including how one successful listing exposed gaps in his systems and pushed him to build better automation.

This is a practical conversation about scaling smarter, staying tech-enabled, and remembering that in the end, business still grows through genuine conversations and trusted relationships.

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Word of Mouth & Tech in Business Brokerage, with Pedro Rojas

Business Broker Growth — Tue, 31 Mar 2026 17:18:26 +0000

What if the very basics you’re neglecting are keeping you from scaling as a broker? Are you overcomplicating your path to the next deal, when the greatest breakthroughs might be found in disciplined simplicity and strategic relationships?

In this episode, we challenge the belief that only sophisticated tools and marketing tricks lead to more deals. Sometimes, the missing ingredient isn’t automation or a better CRM; it’s consistently doing the fundamentals that most brokers ignore, and leveraging your existing relationships to build a lasting reputation. True growth begins with mastery of the basics, and strategic integration of technology only amplifies the impact of a well-run business.

This conversation with Pedro Rojas, Managing Partner and founder at Platano Advisors, unpacks the surprising power of simplicity in business brokerage—especially for those specializing in healthcare practices. From his journey on the buy side to his mastery of sell-side representation, Pedro shares hard-won lessons on why listings are everything, the pitfalls of over-optimizing processes, and how trusted referral networks can outperform cold outreach any day. Plus: his honest take on when to automate, why staying tech-enabled is now table stakes, and how “word of mouth” and genuine conversations still win in the long run.

Subscribe for more real-world strategies—so you stop hoping for deals and start building a pipeline by design.

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Building Authority In The Instant Answer Age, with Jason Cutter

Business Broker Growth — Fri, 27 Mar 2026 16:10:22 +0000

What if the information you’re sharing is no longer enough for your clients, or even holding you back? Are you chasing attention and audience size, or building true authority that earns trust during critical, high-stakes moments?

In this episode, Jason Cutter challenges business brokers to rethink the pursuit of influence, followers, and viral content. The landscape has shifted from the information age to the instant-answer age, where data and facts are free and plentiful, but wisdom and practical transformation are rare. The real value now lies in guiding clients with battle-tested experience, not just offering knowledge. Brokers who position themselves as trusted authorities, rather than entertainers, will unlock deeper engagement and become indispensable advisors in the transaction process.

Through candid insights, Jason Cutter breaks down why authority is about specificity, expertise, and the scars earned over years in the business, not likes or downloads. He urges listeners to build their “authority flywheel,” focusing on educational and transformational content that clients can’t get from AI or a search engine. The payoff? When just one client finds you as the guide they need, it can change everything.

Subscribe for more actionable strategies to move from information provider to trusted authority, and share this episode with a broker who's ready to stand out in the instant-answer age.

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Lessons from an Eight-Figure Exit, with Mark Hartmann

Business Broker Growth — Thu, 26 Mar 2026 16:14:27 +0000

What if selling your business is less about the perfect timing and more about your everyday readiness? Are you truly building a sellable company, or just creating an unsellable job for yourself?

In this episode, Jason Cutter and Mark Hartmann challenge brokers and business owners to rethink what it means to prepare for a successful exit. The secret isn’t chasing the next shiny listing or relying on last-minute preparation; it’s embracing “sale-ready” principles from day one, de-risking every corner of your business, and continually investing in your deal team and processes. Success favors those who lead with foresight and discipline, not just hope and hustle.

Today’s guest, Mark Hartmann, an M&A advisor, author, and seasoned “business owner turned broker,” shares candid stories, from his own 8-figure exit to helping clients negotiate like a pro (yes, even “like a terrorist”). You’ll hear the tough truths about why most businesses aren’t qualified for premium exits, what de-risking really looks like, and why authenticity, selectivity, and real relationships win over chasing volume. Practical marketing, emotional intelligence, and the art of tough love, Mark Hartmann brings them all to the forefront.

Share this episode with a fellow broker who’s ready to stop hoping for deals and start building a pipeline that grows, and closes with intention. Subscribe for ongoing unfiltered insight every growth-focused broker needs.

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Bonus Episode, with Brandon Owens

Business Broker Growth — Wed, 25 Mar 2026 12:00:00 +0000

What if embracing AI could save you hours—and actually deepen the value you deliver as a business broker? Are you leveraging the human touch that built your early momentum, or losing it in your rush for efficiency?

This episode explores how the evolving landscape of business brokerage demands a balance of technology and timeless relationship skills. The real wins come when you use tech as a tool—not a crutch—freeing up time to reconnect with the very human dynamics at the heart of dealmaking. Brandon Owens and Jason Cutter dig into the mindset shift brokers need: don’t forget what got you your first deals, even as AI transforms how you research, analyze, and scale your business.

Join Jason Cutter and Brandon Owens of First Choice Business Brokers of Cincinnati for a rapid-fire, honest after-show conversation. You’ll hear how AI is revolutionizing industry research (cutting four-hour projects to ten minutes!), why direct outreach still creates opportunities technology can’t, and real talk about buyer-side tech gaps. Plus: the power of short-form video, the coming “silver tsunami” of owners looking to exit, and the truth about what business owners really need in their advisor.

Subscribe for more no-nonsense insights to help you build your pipeline and become the trusted advisor your clients can’t live without.

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Tech vs. Human Touch in Brokerage, with Brandon Owens

Business Broker Growth — Tue, 24 Mar 2026 15:14:55 +0000

What if refusing to say “no” to the wrong client is costing you your future deals? Are you relying on automation to build connections, or are you still showing up as the trusted local resource business owners actually value?

The truth is, sustainable growth for business brokers isn’t built on high-volume outreach or taking every listing that comes your way. It’s about strategic focus, blending new tech with time-tested relationship building, and having the courage to walk away from deals that don’t align. As the industry changes—with younger, digital-savvy brokers shaking things up—the human element remains irreplaceable for those who want to become credible, sought-after advisors.

In this candid episode, Brandon Owens of First Choice Business Brokers of Cincinnati joins Jason to unpack the realities of building a pipeline, the pitfalls of chasing bad-fit listings, and the simple systems that keep deals (and relationships) moving forward. Brandon Owens shares hard-won lessons from his early days, why specialization often chooses you, and how he navigates the deluge of buyer interest while fiercely protecting seller confidentiality. If you want insights on prospecting, marketing, and real-world tactics for keeping deals alive, this is a masterclass in transformation—from survival mode to strategic growth.

Share this episode with a colleague ready to shift from chasing every opportunity to intentionally creating their own pipeline and reputation. Subscribe for more actionable strategies to move from transactional to trusted advisor.

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Bonus Episode, with Oliver Kotelnikov

Business Broker Growth — Fri, 20 Mar 2026 12:00:00 +0000

What if your biggest marketing asset isn’t your pitch or polished online branding, but the trust you’ve quietly earned with every client? Are you meeting your relationships head-on—or expecting technology to do the heavy lifting that only real connection can deliver?

In this episode, Jason Cutter and guest Oliver Kotelnikov unpack why word-of-mouth and true value still outperform automation in the broker world. They challenge the myth that scaling your pipeline means scaling back authenticity, showing instead that face-to-face meetings, expert follow-through, and giving back are the ultimate differentiators. The conversation dives deep into real-deal stories, where the ability to “show up”—literally and figuratively—meant the difference between lost trust and earned legacy.

Join Oliver Kotelnikov, a specialist who turned bakery lessons into business broker mastery, as he shares marketing strategies that build relationships and real-world resilience in today’s unpredictable market. You’ll learn why your reputation is your billboard, why deals die (and how to save them), and how to stay relevant—even as tech reshapes the landscape.

Subscribe for more insights on transforming from transactional “deal-doer” to trusted advisor—and be the catalyst your clients actually remember.

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Start Your Exit Planning Early, with Oliver Kotelnikov

Business Broker Growth — Thu, 19 Mar 2026 12:00:00 +0000

Are you really making time to plan your exit, or just hoping you’ll figure it out when the moment arrives? What if the value you’ve built over decades relies on the quality of the journey, not just the destination you’re chasing?

Too often, business owners and advisors assume they can “flip the switch” to sell when ready, only to realize that preparation and self-awareness are critical to both a successful transaction and the life that follows. The mindset shift: treating exit planning as a part of your ongoing journey, not a distant goal, leveraging curiosity and teamwork to maximize value and find purpose beyond the sale.

On this episode, Oliver Kotelnikov, an entrepreneurial business broker who grew a legacy retail operation, took a transformative sabbatical, and now advises owners through IBA, joins Jason Cutter for a candid discussion on navigating exits, identity shifts, and the “T&T” principle: Time and Team. They explore why running a business and selling one are entirely different skill sets, why curiosity beats specialization, and how conversations rooted in listening and self-reflection can unlock new opportunities for brokers and their clients. Real stories, hard truths, and actionable takeaways for those ready to engineer their next chapter.

Subscribe for more insights on evolving from deal chaser to trusted advisor—and share this episode with a colleague who’s ready to build their pipeline and their legacy.

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Bonus Episode, with Jared Johnson

Business Broker Growth — Wed, 18 Mar 2026 14:53:44 +0000

What if the technology you’re ignoring today becomes your lifeline in five years? Are you building relationships and leveraging insight—or just hoping industry changes don’t leave you behind?

The path forward for business brokers and SBA lenders is no longer just about keeping up. It’s about embracing change, understanding new buyer expectations, and continually evolving your approach. Adaptability, combined with the smart use of technology and a drive to professionalize your practice, distinguishes the brokers who thrive from those who simply survive.

In this engaging after-show conversation, Jason Cutter welcomes back Jared Johnson, SBA lending expert and podcast host, for an honest discussion on staying relevant in a shifting business brokerage landscape. They dig into the importance of adopting new technologies, refining due diligence processes, and why professional credibility matters more than ever. Jared also shares candid lessons from recent deals, like the dangers of over-leverage and the value of excess working capital, all wrapped in the mindset of playing the long game and supporting clients’ real success.

Subscribe for more authentic insights on how to future-proof your deal flow—and don’t just adapt to industry changes, help lead them.

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Winning in Lending & Acquisitions, with Jared Johnson

Business Broker Growth — Tue, 17 Mar 2026 12:26:02 +0000

What if mastering your craft meant saying no more often than you say yes? Are you preparing your listings for the buyer of today—or just hoping the right buyer appears?

In this episode, Jason Cutter explores how deliberate choices and professional standards—not just hustle, separate successful brokers from the rest. The conversation reveals that specializing, systemizing, and focusing on real value can create a pipeline and reputation that do the heavy lifting. The “overnight success” myth is demolished in favor of disciplined growth and strategic positioning.

Jason Cutter is joined by Jared Johnson, VP and Senior Business Development Officer at First Internet Bank, who brings two decades of SBA lending experience and a powerful perspective on acquisitions. Jared Johnson shares the career journey that led to his niche in acquisition financing, why he chooses to serve only the best-fit clients, and how the new wave of professional buyers is reshaping the broker world. You’ll learn actionable strategies for qualifying sellers, the mindset shift needed to attract high-quality deals, and how being genuinely helpful and honest wins—especially when others cut corners.

Share this episode with another broker who’s ready to build a business with intention, not just transaction volume. Subscribe for more insights and real talk on shifting from order-taker to trusted advisor!

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Bonus Episode, with Marla DiCarlo

Business Broker Growth — Fri, 13 Mar 2026 12:00:00 +0000

What if your deep industry expertise is blocking you from seeing the value of lifelong learning? Are you checking your assumptions, or letting your “autopilot” sabotage your ability to serve and grow in a changing market?

This episode pushes business brokers to examine their comfort zones and the blind spots created by routine. The real competitive edge comes from professional humility—recognizing when you don’t know it all, asking better questions, and surrounding yourself with smarter people. True authority isn’t about having all the answers, but about seeking them out relentlessly and knowing when to refer the business elsewhere for the client’s good.

Special guest Marla DeCarlo, experienced broker and founder of Biz Navigators, joins Jason for an unfiltered after-show conversation. They discuss why sharing your knowledge matters, the power of information gathering, embracing technology shifts like AI, and the art of being honest about your limits. With wisdom gained from the trenches—whether teaching doctors something new or navigating “decision paralysis” years—Marla shares actionable lessons on how business brokers can stay relevant, add more value, and confidently move from transactional deals to trusted adviser status.

Subscribe for more game-changing insights on building deal flow, mastering your craft, and stepping into the role your clients genuinely need you to play.

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Avoiding Seller’s Remorse, with Marla DiCarlo

Business Broker Growth — Thu, 12 Mar 2026 16:10:49 +0000

What if the true differentiator for business brokers isn’t the size of your marketing budget or the number of deals you close, but the depth of empathy you bring to every client interaction? Are you truly preparing yourself—and your sellers—for the emotional and practical complexities of exiting a business, or just hoping the numbers speak for themselves?

In this episode, Jason Cutter and guest Marla DiCarlo challenge brokers to rethink the fundamentals: from valuing the importance of information-gathering and education to balancing humility with expertise. The conversation dives deep into why understanding the unspoken emotional attachment owners have to their companies can matter just as much as financial acumen—and how brokers who invest in honest conversations, proper valuations, and client readiness consistently outperform those who chase quick closings. It’s a call to transform from a mere dealmaker to a trusted advisor willing to ask—and answer—the tough questions.

Marla DiCarlo, owner of BizNavigators and a seasoned M&A professional, shares her personal journey from fractional CFO and founder to broker. Together, she and Jason Cutter unpack the often-overlooked realities of owner identity, the pitfalls of transactional thinking, and concrete strategies for nurturing long-term relationships through educational content and authentic advocacy. Real-world examples—including lessons learned from deals that got away—make this a must-listen for pipeline builders who want to stand out for the right reasons.

Subscribe for more actionable insight on growing your deal flow, building trust, and becoming the advisor business owners truly need.

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Bonus Episode, with Elliott Holland

Business Broker Growth — Wed, 11 Mar 2026 16:20:27 +0000

What if the automation tools you rely on are actually keeping you from connecting with your best clients? Are you curating your pipeline—or just letting technology filter everyone for you?

This episode challenges brokers and advisors to rethink the role of tech in deal-making. True success isn’t about scaling outreach indiscriminately or relying on “automation slop”—it’s about intentionality, personalization, and understanding the game you’re actually playing. Instead of defaulting to mass-market tactics, the conversation is a call to focus on quality over quantity, clarity in outcomes, and aligning your process with the clients who truly value what you offer.

Special guest Elliot joins Jason Cutter for an unfiltered, honest discussion about what brokers must do to thrive in the evolving M&A landscape. From provocative marketing that filters for fit, to the pitfalls of over-automating client interactions, Elliot shares real lessons learned and actionable strategies for elevating your approach. He explores the growing sophistication of buyers, the changing nature of broker competition, and why scaling the “unscalable” is the future of true advisory work.

Subscribe for more actionable perspectives on building your deal flow—and share this episode with fellow brokers ready to replace hope with high standards, personalization, and proactive pipeline engineering.

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The True Cost of Due Diligence, with Elliott Holland

Business Broker Growth — Tue, 10 Mar 2026 12:26:40 +0000

What does it really mean to act as a guardian for your clients—and are you willing to tell a seller “no” if it isn’t the right fit? When the stakes are high and lives can be transformed (or devastated) by a transaction, how honest are you about the risks, complexities, and “mixed bag” realities of the SMB deal world?

In this episode, Elliott Holland challenges the standard narratives in business brokerage, urging brokers to operate with radical honesty and discernment. Growth in this profession isn’t just about finding more deals—it’s about deepening your expertise, setting higher standards, and truly advocating for the people you serve, even when it means difficult conversations or walking away from a bad listing.

Jason Cutter welcomes Elliott Holland, CEO of Guardian Due Diligence, who shares hard-earned lessons from years in private equity, deal diligence, and as a fierce advocate for buyers entering high-stakes transitions. Together, they discuss why brokers are essential to the industry, what separates true professionals from “low-quality” players, and how both brokers and buyers can navigate a landscape overrun with misinformation and misplaced confidence. This episode pulls back the curtain on tough topics—like the dangers of unqualified sellers, the value of transparency, and the “mixed bag” nature of M&A, embraced with humility and expertise.

Subscribe for more insights on becoming an indispensable, trusted advisor—and share this episode with a fellow broker ready to elevate their practice from transactional to transformational.

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Bonus Episode, with Claudio Vilas

Business Broker Growth — Fri, 06 Mar 2026 15:21:26 +0000

What if your obsession with the latest tech tools is keeping you from what really matters, building trust and meaningful relationships with clients? Are you engineering your business for sustainable value, or are you chasing shiny objects that distract you from becoming a true advisor?

The answers often require a shift from tactical quick wins to a strategic, people-first foundation. As real as the hype surrounding AI and automation may be, this episode challenges you to view technology as a support tool, not the main event. Relationship-building, client advocacy, and mastering the fundamentals remain irreplaceable skills for the business broker looking to survive and thrive in the years ahead.

In this after-show deep dive, host Jason Cutter welcomes back Claudio Vilas, the “roofing biz broker,” for an honest look at what separates trusted, indispensable brokers from those stuck in the grind. Together, they break down critical lessons: why industry inefficiency can be an opportunity, how building a referral network creates deal flow, and what it takes to shift from simply selling businesses to selling quality, investment-grade opportunities. Claudio shares real examples including the power of strategic marketing and the courage to say “no” to the wrong deals, making this episode a must-listen for brokers who want long-term impact (and income).

Subscribe for more insights that move you beyond transactions and share this episode with a colleague who’s ready to ditch “deal breath” for lasting growth.

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Protecting Owner Legacies, with Claudio Vilas

Business Broker Growth — Thu, 05 Mar 2026 15:14:43 +0000

Are you focused enough to become the go-to advisor in your niche, or are you still chasing every lead that comes your way? What would it look like to build a legacy not just for yourself, but for everyone impacted by your work, and how might radical generosity fuel that journey?

In this episode, we explore the transformation from generalist deal-chaser to hyper-focused, mission-driven advisor. The discussion challenges conventional thinking about success, urging brokers to prioritize long-term relationships, ethical business practices, and strategic networking over mere transactional wins. It’s about stacking the odds in your favor—by saying “no” to the distractions and investing deeply in the right connections, your personal brand, and the ripple effect of helping others.

Jason Cutter and guest, Claudio Vilas, CEO of Roofing Biz Broker, sits down for a conversation that’s equal parts practical playbook and philosophical deep-dive. Claudio shares his journey from humble entrepreneurial beginnings to building a sector-leading advisory business, emphasizing the importance of focusing on larger deals, intentionally building a referral network, and always putting people and legacy before numbers. You’ll hear real stories, actionable growth hacks, and a refreshing abundance mindset that encourages brokers to collaborate rather than compete.

Subscribe for more insights on how to grow your deal flow and become a trusted advisor. Share this episode with another broker who’s ready to focus, give generously, and leave a legacy that goes far beyond closing deals.

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Bonus Episode, with Jim Parker

Business Broker Growth — Wed, 04 Mar 2026 13:00:00 +0000

What if your marketing efforts are falling flat because you’re treating them as a “one and done” campaign, not a strategic investment? Are you relying on random leads, or are you intentionally engineering a referral machine and omnipresent brand across your niche?

The difference between surviving as a broker and building a legacy practice comes down to consistency, credibility, and a willingness to invest in the long game. In this episode, Jason Cutter and Jim Parker dig into practical strategies for growing your pipeline—from building authentic referral networks to mastering specialized, multi-channel marketing. It’s not about chasing magic bullets or quick wins; it’s about repeated, smart touches, consistent relationship-building, and positioning yourself everywhere your ideal clients look.

Special guest Jim Parker, a top-performing business broker with specialized verticals in auto repair and lawn/landscape, shares his real-world tactics and lessons learned. Listen in as he and Jason Cutter dive deep into referral systems, credibility building, Facebook advertising nuances, event and vendor networking, and the critical importance of reinvesting both time and resources—plus common deal killers and how to guard against them. Whether you’re just getting started or ready to scale, this episode gives you concrete steps to engineer your growth and avoid the pitfalls that stall most brokers.

Share this episode with a fellow broker who’s ready to move from hoping for leads to creating a deal-generating pipeline—and subscribe for more straight-talk on becoming the advisor clients rely on.

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Why Top Brokers Succeed, with Jim Parker

Business Broker Growth — Tue, 03 Mar 2026 13:00:00 +0000

Are you mistaking busyness for real progress in your brokerage practice? What if being more selective and even challenging industry norms could radically increase both your closing rate and your value to clients?

In this episode, you’ll discover why doing “more” isn’t always better, and how focusing on educated selectiveness, systemized teamwork, and process improvement creates sustainable results. True pipeline growth starts not by out-working everyone, but by out-thinking the old playbook—building assets, trusting a team, and serving clients with radical transparency and honesty.

Join host Jason Cutter as he sits down with Jim Parker—seasoned business broker, chairman of the IBBA, and founder of industry-specific firms like The Auto Repair Boss and The Lawn Boss. Jim Parker shares hard-won lessons from 25 years in the trenches, including the transformational power of building a specialized team, the hidden cost of chasing unqualified listings, and why collaboration (not isolation) between buyers, sellers, and brokers leads to better deals. This episode is packed with practical insights on filtering your pipeline, leveraging systems, and choosing a vertical specialization to future-proof your success.

Subscribe for more transformational conversations that will help you shift from simply closing deals to becoming the trusted advisor your clients truly need.

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Bonus Episode, with Dirk Armbrust

Business Broker Growth — Thu, 26 Feb 2026 13:00:00 +0000

What if the next wave of technology doesn’t erase your value, but demands you lean harder into your humanity? Are you preparing to navigate shifting markets—or just waiting to see what happens?

This bonus cut of the Authentic Persuasion Show challenges brokers and advisors to rethink survival in 2030 and beyond. It’s not about chasing comfort or shortcuts, but mastering fundamentals—financials, business acumen, emotional intelligence, and recognizing the value that a human advisor brings in an increasingly digital world. Transformation starts when we embrace uncertainty and adaptability rather than reacting to it.

Guest Dirk Armbrust offers a candid roadmap to thriving through industry cycles, from regulatory changes to global disruptions. He explores why AI can optimize lead generation but won’t replace the nuance and empathy needed to advise business owners through complex, emotional decisions. Real-world examples highlight how being prepared for market timing, election impacts, and clean financials can make or break a deal, and why authenticity is always your strongest strategy. If you’re ready to shift from transactional thinking to a trusted advisor status, this conversation is for you.

Subscribe for more actionable strategies and mindset shifts to help you engineer your pipeline, elevate your advisory impact, and become the broker business owners actually trust. Connect with Business Broker Growth: Website - https://businessbrokergrowth.com/ LinkedIn - https://www.linkedin.com/company/businessbrokergrowth YouTube - https://www.youtube.com/@Businessbrokergrowth

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Surviving Deal Obstacles, with Dirk Armbrust

Business Broker Growth — Tue, 24 Feb 2026 14:22:02 +0000

Are you setting yourself apart as a solution-driven advisor, or blending in with the sea of “bidness brokers” hoping for the best? When deal-killing surprises arise, do you have the hard-earned mastery (and honesty) to turn obstacles into opportunities, or are you just hoping nothing goes wrong?

The real difference between transactional hustling and trusted expertise often lies in the work you do before the deal, not just after it. True growth happens when you build trust through relentless honesty, deep operational understanding, and a commitment to always finding solutions, even and especially when the deal gets tough.

In this episode, Jason Cutter sits down with Dirk Armbrust, Managing Director at The VANT Group, for a candid discussion on what separates high-performing M&A advisors from the pack. Drawing on nearly a decade in the business and a background in operations, Dirk shares battle-tested strategies for qualifying sellers, defending value under fire, staying pipeline-disciplined, and always “speaking the truth, early and often.” From handling post-LOI negotiations to maintaining ethical standards when no one’s watching, this episode is packed with actionable ideas (and cautionary tales) to help you avoid rookie mistakes and grow into a true dealmaker.

Share this episode with another broker ready to shift from hoping for listings to intentionally engineering them, and subscribe for more real talk on how to become a trusted advisor who thrives, even when the market gets tough.

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Bonus Episode, with Jason Bush

Business Broker Growth — Thu, 19 Feb 2026 13:00:00 +0000

What if your greatest risk as a broker isn’t competition—but becoming a commodity? Are you intentionally creating relationships that outlast the next tech wave, or waiting to be replaced by the latest AI tool?

This episode challenges you to move beyond the basic transfer of information and instead focus on building wisdom, guidance, and authentic partnerships with clients. Jason Cutter and Jason Bush dive deep into the mindset shift from providing knowledge to becoming an indispensable advisor, revealing why those who cling to “the way it’s always been done” risk being left behind. The future belongs to those who differentiate themselves with curiosity, abundance, and purposeful relationships.

In this candid after-show conversation, Jason Bush (business brokerage, exit planning, and advisory expert) discusses how brokers must prepare for 2030 by avoiding commoditization, nurturing human-to-human connections, and leveraging AI as a tool—not a crutch. Real-world analogies and personal lessons highlight the importance of intentional growth, staying relevant, and the power of scheduling your next conversation. Jason Cutter guides the dialogue with actionable insights, so brokers can transform their approach and unlock real value for clients.

Subscribe for more insights on how to build your pipeline, innovate your process, and become the trusted advisor clients can’t imagine replacing.

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Strategic Real Estate Planning, with Jason Bush

Business Broker Growth — Tue, 17 Feb 2026 13:00:00 +0000

Are you treating your client’s real estate as an afterthought—or as a strategic lever for exit planning success? What overlooked questions could unlock new sources of value, flexibility, and wealth in your next deal?

Too often, business brokers and advisors focus primarily on maximizing value in the business itself, only to let the commercial real estate fall into a tactical, “by the way” category. This episode challenges that mindset, urging you to see real estate not as an add-on, but as a powerful second business and wealth creator. When you approach real estate as a strategic asset and ask the right questions, you can expand options, de-risk exits, and build longer-lasting client relationships.

Today’s guest is Jason Bush, a Certified Exit Planning Advisor and strategic commercial real estate resource for advisors and their clients. He shares candid stories of deals gone wrong, simple but powerful questions advisors should be asking, and practical frameworks for mastering the “prepare and discover” gates of exit planning. From McDonald’s and Chick-fil-A comparisons to real-world lease pitfalls and country club valuations, Jason delivers actionable insights for business brokers who want to move from transactional brokers to trusted authorities, building a more resilient pipeline in the process.

Subscribe for more insights on elevating your deal flow—and share this episode with a broker ready to engineer value, not just hope for it.

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Bonus Episode with David Barnett

Business Broker Growth — Tue, 10 Feb 2026 13:00:00 +0000

What if the content you create today could be your most valuable asset tomorrow—even years from now? Are you ready for a future where personalization trumps SEO, and your authority depends on how specifically you serve your niche?

In this episode, Jason Cutter and guest David Barnett dive deep into how technology, AI, and market shifts are reshaping the business brokerage landscape. The core insight: brokers who invest in quality, evergreen, and highly-specific content will survive and thrive as internet filters get smarter and clients demand specialized expertise. Instead of playing SEO games, the key is to anticipate what your ideal clients will truly need and become the obvious choice by speaking directly to their situation.

Learn from David, an experienced dealmaker and content creator, who shares real-world lessons on the tech changes coming to M&A, the surprising resilience of business owners in uncertain times, and why ethics and patience are an essential foundation for success in brokerage. They also discuss pitfalls to avoid, the right kind of marketing wish lists, and why playing the long game is the only safe bet.

Subscribe for more insights on how to grow your deal flow and become a trusted advisor. Share this episode with another broker ready to evolve for the next decade of deal-making.

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Why Most Business Brokers Burn Out, with David Barnett

Business Broker Growth — Tue, 03 Feb 2026 13:00:00 +0000

What if the real reason your deals stall isn’t the market—but the way you structure your pipeline? Are you collecting unsellable inventory, hoping for a windfall, or crafting steady cash flow by choosing the right clients and building genuine relationships?

In this episode, Jason Cutter and guest David Barnett challenge business brokers to rethink their approach to listings, pipeline, and dealmaking. Instead of chasing every lead or “whale hunting” for outsize commissions, Barnett urges brokers to adopt a professional services mindset—vetting their inventory, aligning seller expectations, and becoming true advisors rather than mere intermediaries.

Featuring real-world stories and hard-earned lessons, this episode tackles everything from the dangers of bad listings and misaligned seller expectations to the modern plague of “zero down” business buying gurus. Learn the power of strategic specialization, building trust, and even old-school outreach as David shares actionable tips for brokers ready to transition from transactional to trusted. If you’re frustrated by the feast-or-famine cycle and want to engineer pipeline growth, this is a must-listen.

Subscribe for more insights on building momentum, earning trust, and becoming the go-to advisor in your domain. Share this episode with another broker ready to move from hoping for deals to structuring success.

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Bonus Episode, with Ted Leverette

Business Broker Growth — Tue, 27 Jan 2026 13:00:00 +0000

What if the way you screen clients—clearly, honestly, and without apology—is the difference between building a sustainable practice and burning out? And what happens if the sales tactics you’ve relied on for years are quietly becoming liabilities in a rapidly evolving M&A landscape?

In this after-show conversation, the focus shifts from chasing activity to elevating judgment. The discussion challenges brokers to rethink how they prospect, qualify, and set expectations—because volume alone no longer creates leverage. Clear methodology, direct communication, and disciplined screening are becoming the real differentiators.

Jason Cutter is joined by Ted Leverette for a candid look at what it takes to survive—and thrive—as business brokerage continues to change. Together, they dismantle myths around entrepreneurship through acquisition, explore why rigorous screening matters on both the buyer and seller side, and unpack how tools like generative AI can either sharpen your edge or expose weak fundamentals. They also examine why market turbulence creates opportunity—and why experience still outperforms flashy “overnight experts.”

Subscribe to stay ahead of where brokerage is heading, sharpen how you evaluate opportunities, and build the mindset required to lead as a trusted M&A advisor in the next chapter of the profession.

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Avoiding Bad Deals, with Ted Leverette

Business Broker Growth — Tue, 20 Jan 2026 13:09:12 +0000

Are you unintentionally creating resistance with buyers instead of momentum? Are your processes guiding deals forward—or quietly blocking trust, clarity, and progress before deals ever have a chance to close?

Too many brokers approach buyers as obstacles to manage rather than partners to guide. But when you shift from a transactional, listing-first mindset to a buyer-focused approach, everything changes. Respecting the buyer’s journey creates trust, improves collaboration, and leads to cleaner, more reliable outcomes. The most effective brokers don’t push deals—they facilitate them through clarity, consistency, and a deep understanding of buyer psychology.

In this episode, Jason Cutter is joined by Ted Leverette, the original business buyer advocate, to unpack decades of insight into what truly motivates qualified buyers—and what causes them to walk away. Together, they explore practical buyer-screening strategies, the role of mutual NDAs, and how subtle process changes can turn adversarial dynamics into productive partnerships. Through real stories and proven playbook moves, this conversation reframes how brokers can earn buyer trust while protecting sellers.

Subscribe for candid conversations and actionable insights that elevate your brokerage practice—helping you move from chasing deals to engineering a pipeline built on trust, alignment, and long-term growth.

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Creating Competitive Tension, with Adam Coffey

Business Broker Growth — Tue, 06 Jan 2026 13:00:00 +0000

What if putting a “for sale” sign on your business isn’t enough anymore? What if the real difference between an average outcome and an exceptional one comes down to preparation, positioning, and who’s advocating for you when it matters most?

Too often, brokers and business owners wait—hoping the right buyer will magically appear. But without competitive tension, clear market positioning, and a strong digital reputation, waiting can quietly cost you leverage and value. The best outcomes aren’t accidental; they’re engineered through intentional visibility, expert guidance, and a deep understanding of how buyers actually behave.

In this episode, Jason Cutter sits down with author, M&A expert, and The Chairman Group Founder, Adam Coffey, for a masterclass on becoming a truly trusted advisor. Together, they explore what it really takes to maximize value—why businesses should be staged, not just listed; how the critical three-year window before exit shapes outcomes; and how digital reputation, AI, and strategic positioning can attract better buyers and stronger offers.

If you’re serious about elevating your role, sharpening your expertise, and creating better outcomes for yourself or your clients, this conversation is a must-listen. Subscribe, reflect on where you can be more intentional, and start building the kind of presence and preparation that earns trust long before a deal is on the table.

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Bonus Episode with John Martinka

Business Broker Growth — Tue, 30 Dec 2025 13:00:00 +0000

Have you ever wondered what the future holds for brokers and intermediaries in a technology-driven world? Or how AI might really impact M&A, beyond just the hype and headlines? This episode is packed with practical insights on where the industry is headed and how professionals can stay ahead.

You'll discover why relationship-building and people skills still reign supreme, even as AI and automation become more prominent. The conversation dives deep into the reality that while tech can streamline some back-office and marketing tasks, it can’t fully replace the human element when it comes to trust and deal-making. Plus, you’ll hear why adapting to economic shifts and embracing thoroughness are essential lessons for anyone in the field.

Our guest for this episode is John Martinka of Nokomis Advisory Services, a seasoned M&A expert and author with decades of experience helping business owners and brokers navigate complex transactions. He joins Jason Cutter to discuss the skills that will always matter, the biggest tech changes coming to the industry, lessons learned from tumultuous years, and what gets him excited for the future. Plus, you’ll hear John’s compelling take on the marketing strategy he wishes could be fully automated.

If you want to stay ahead in M&A—whether you’re brokering deals, leading a firm, or just passionate about the industry—be sure to listen in, connect with John Martinka on LinkedIn, and check out the show notes for more ways to follow his work. Don’t forget to subscribe so you never miss an episode!

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Standing Out & Growing Your Referral Network, with John Martinka

Business Broker Growth — Tue, 23 Dec 2025 13:23:16 +0000

What separates a great business broker or intermediary from the rest, and how do you truly set your clients—and yourself—up for lasting success in the M&A field?

In this episode, we dig into actionable answers. You’ll discover why “doing great work” is more than a mantra, and how transparency, authentic marketing, and integrity lead to more valuable, stress-free deals. Learn why focusing on presenting the true strengths and weaknesses of a business pays off, and why building genuine relationships (and giving first) creates a steady stream of referrals from trusted advisors and happy clients.

Today’s special guest is John Martinka, co-founder of Nokomis Advisory Service, seasoned intermediary, and author of five books—including "Exit with Style, Grace and More Money." John Martinka joins host Jason Cutter to share the evolution of his career, the real difference between brokers and intermediaries, pro tips for marketing yourself, and the importance of preparing clients both financially and emotionally for exit. He opens up about lessons learned, pitfalls to avoid (like customer concentration and “lipstick on a pig” financials), and his philosophy for a win-win deal.

Ready to up your game as a business broker or intermediary? Listen in, connect with John Martinka on LinkedIn or at his firm’s website, and don’t forget to check out the show notes for bonus links and resources. If you find value in this conversation, be sure to subscribe and share the podcast with others in your network!

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Bonus Episode with Curt Maier

Business Broker Growth — Tue, 16 Dec 2025 13:00:00 +0000

What if the secret to surviving the future of business brokerage isn’t more technology, but deeper relationships? Are you investing enough in face-to-face trust, or are you relying on tools that promise shortcuts but sacrifice connection?

There is a common belief that digital efficiency can replace the hard-earned authority and rapport every broker needs, but real transformation comes not from chasing shiny automation, but from cultivating the network, credibility, and confidence that set you apart—from old-school belly-to-belly connection, to knowing the best sources of high-value referrals.

In this Bonus Episode, Curt Maier of IBA Pacific Northwest Business Brokerage, joins Jason Cutter to discuss what brokers will need to thrive through 2030, the real impact of AI and tech on M&A, and why franchise opportunities are accelerating in today’s market. Curt’s insights reveal that success still hinges on relationships, local authority, and a relentless approach to building a network that delivers quality leads and lasting deals.

Share this episode with a fellow broker who’s ready to shift from hoping for deals to strategically growing their pipeline—then subscribe for more conversations that help you move from transactional to truly trusted advisor.

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Network to Networth with Curt Maier

Business Broker Growth — Tue, 09 Dec 2025 13:00:00 +0000

Are you investing in relationships or just collecting connections? What if your pipeline’s greatest asset isn’t the number of listings, but the depth of your referral network?

Massive growth for business brokers isn’t about chasing random leads; it’s about strategically building and nurturing relationships with the people business owners trust most. When brokers focus on quality referrals and network-driven authority, they move from transactional dealmakers to sought-after advisors that clients actively seek out.

In this episode, Jason Cutter welcomes Curt Maier, Vice President of Business Development at IBA, the Pacific Northwest’s leading business brokerage and M&A firm. Curt shares his journey from Navy submarines to Fortune 300 management to thriving entrepreneur and broker, offering tangible lessons for brokers hungry for growth. From being “in business for yourself, but not by yourself” in franchising, to leveraging referral partners like CPAs and attorneys, to the power of consistently showing up where business owners gather, Curt lays out actionable strategies. He also reveals why knowing your seller’s true motivation and focusing on win-win deals leads to repeat business—and why your network truly is your net worth.

Share this episode with another broker ready to build stronger referral relationships—and subscribe for more battle-tested advice on growing your pipeline and elevating your influence.

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Bonus Episode with George Wellmer

Business Broker Growth — Tue, 02 Dec 2025 06:17:00 +0000

What happens when the cameras stop rolling and the conversation goes deeper? And what insights can a non-broker — someone who supports nearly a thousand brokers behind the scenes — reveal about the future of business brokerage?

In this bonus conversation, you’ll hear what the brokerage landscape may look like by 2030, why “systems vs. no systems” will create an enormous performance gap, and how emerging technologies like AI, data scraping, and automated agents will reshape how brokers source owners, vet buyers, and manage deal flow. You’ll also learn why the hardest challenges ahead won’t be finding data — but standing out in an inbox flooded by automation.

George Wellmer, founder of Tupelo, a CRM and automation platform built specifically for business brokers, shares candid thoughts on the tech shifts coming to M&A, what brokers will need to survive the next decade, why customer service is becoming a lost art, and what Tupelo is building to help brokers verify buyers, streamline deal flow, and focus their time on higher-value activities.

If you enjoyed this behind-the-scenes conversation, make sure to subscribe to the Business Broker Growth Show, check out Part 1 of George’s interview, and share this after-show with a broker who wants to stay ahead of the future. More insights, more systems, and more growth are waiting in the next episode.

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Time Kills All Deals with George Wellmer

Business Broker Growth — Tue, 25 Nov 2025 13:00:00 +0000

What happens when business brokers try to scale without real systems in place? And what can a broker learn from someone who sees behind the scenes of nearly a thousand firms across the country?

In this episode, you’ll learn why the most successful brokers aren’t the ones relying on memory, spreadsheets, or guesswork — but the ones who have clarity, structure, and automation built into every stage of their pipeline. You’ll also discover the hidden pitfalls that quietly kill deals, how time becomes a broker’s biggest enemy, and why “systems thinking” might be the missing link between inconsistent months and predictable growth.

Our guest today is George Wellmer, founder of Tupelo, a CRM + automation platform built specifically for business brokers. With firsthand experience working with nearly 1,000 brokers and an earlier career automating SBA valuations, George brings rare insight into what actually works — and what keeps brokers stuck. He shares the power of narrowing your target market, becoming an industry expert, leveraging automation for repetitive tasks, building a team around your highest-value activities, and preparing listings correctly so deals don’t collapse from delays. If you’re ready to stop hoping for deals and start engineering your pipeline with modern tools and proven systems, subscribe to the Business Broker Growth Show, leave a review, and share this episode with a broker who needs it.

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Bonus Episode with Dave Long

Business Broker Growth — Tue, 18 Nov 2025 13:11:45 +0000

What role will technology, especially AI, play in shaping the future of business brokerage by 2030? How can brokers navigate industry uncertainty, such as shifting economic policies and unpredictable deal flow, to maintain steady business growth?

Brokers of the future must embrace AI—not only for valuation accuracy and buyer research, but also for streamlining process efficiency. Alongside tech adaptation, brokers must cultivate resilience and a consistent marketing approach to weather market instability. Staying visible, engaging with clients, and never turning off the "marketing machine" are key strategies for smoothing out the peaks and valleys of deal flow.

In this Bonus Episode, Dave Long, from Arizona Business Sales Advisors, joins Jason Cutter for a rapid-fire Q&A digging deeper into topics beyond the main episode. Together, they explored what brokers need to survive in the 2030 landscape—like solid marketing, powerful tech, and AI fluency—plus lessons from this year’s market challenges and the thrill of discovering unique business opportunities.

If you’re a broker determined to grow past the transactional grind and become a trusted advisor, this after-show is packed with actionable insights and inspiration. Catch the main episode for the full journey, and tap into the wisdom of Dave Long to start future-proofing your career.

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Bonus Episode with Andy Cagnetta

Business Broker Growth — Tue, 18 Nov 2025 13:11:22 +0000

What will brokers need to stay relevant by 2030? And if you could wave a magic wand to automate just one marketing strategy, which one would truly transform dealmaking?

Mastering AI and embracing technology won’t be optional. The brokerage landscape is moving toward data-driven matchmaking, faster and more transparent transactions, and global buyer accessibility. AI will streamline noisy, time-consuming tasks like buyer fit analysis, document management, and market preparation.

In this Bonus Episode, Andy Cagnetta, CEO of Transworld Business Advisors, brings decades of insight across brokerage, global expansion, and tech innovation. Andy offers a candid look at the challenges of staying ahead of technology, the realities of funding small businesses worldwide, and the evolution every broker must make to stay competitive.

If you’re a broker, advisor, or entrepreneur ready to ditch outdated tactics and position yourself for long-term growth, this episode is a must-listen. Don’t wait for deals to fall into your lap, build a smarter pipeline and join the movement redefining the future of business brokerage.

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Bonus Episode with Gregory Kovsky

Business Broker Growth — Tue, 18 Nov 2025 13:10:53 +0000

What can business brokers do to stay ahead in a rapidly evolving industry? And how should they balance new technologies like AI with the indispensable human elements of the deal-making process?

Anticipating industry trends is more crucial than relying only on historical strategies. On the tech front, while AI offers powerful data tools and efficiencies (especially for market research in property or financial modeling), brokers should be wary of over-relying on tech without considering local nuances and the trust factor that only human relationships deliver.

In this Bonus Episode, Gregory Kovsky, President and CEO of IBA, joins Jason Cutter. Together, they unpack lessons from Greg’s 30+ years in business brokerage, covering industry cycles, embracing change, and navigating today's landscape of baby boomer sellers, hungry buyers (from private equity to immigrants), and the impact of government and economic turbulence on deals.

Looking to elevate your business brokerage career? Dive into this episode’s actionable insights and real stories. Don’t forget to check out part one of the conversation for even more strategies and hacks.

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The Evolution of Brokerage with Andy Cagnetta

Business Broker Growth — Mon, 10 Nov 2025 08:30:00 +0000

Are you still relying on luck and outdated tactics to win listings, or are you intentionally building the kind of trust that makes business owners seek you out? When was the last time you challenged yourself to move from being a transaction-focused broker to a trusted advisor who’s known for clarity, confidence, and genuine care?

The truth is, sustainable growth and credibility in this industry don’t come from shortcuts or quick wins—they’re built through consistent community engagement, continuous education, and a sincere desire to help. The brokers who rise above the noise aren’t chasing leads or hiding behind automation; they’re investing in relationships, showing up with value, and becoming the voice of integrity in their market.

In this episode, Jason Cutter sits down with Andy Cagnetta, CEO of Transworld Business Advisors, to explore his journey from a new broker to an industry leader who helped shape one of the world’s largest business brokerage networks. Andy shares how Transworld has transformed the industry through professional standards, technology adoption, and collaboration—along with the hard lessons, missed deals, and practical marketing strategies that helped him grow. From redefining “the numbers game” to leveraging AI and authentic outreach, Andy offers a roadmap for brokers ready to build trust that lasts.

Subscribe to the Business Broker Growth Show for more actionable insights on building your pipeline the right way—and share this episode with another broker who’s ready to stop hoping for deals and start engineering deal flow through trust, education, and authentic persuasion.

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Real Success in Business Brokerage with Gregory Kovsky

Business Broker Growth — Mon, 10 Nov 2025 08:30:00 +0000

What if an abundance mindset isn’t just about being positive—but about being selective? Are you chasing every listing that comes your way, or intentionally building a practice grounded in trust and long-term success?

Moving from a numbers-driven hustle to an abundance-driven approach means redefining what growth looks like. It’s no longer about stacking listings—it’s about deep relationships, quality representation, and credibility that compounds over time. When you focus on serving first, passing on misaligned deals, and mastering your craft, you stop running after volume and start engineering meaningful, sustainable success.

In this episode, host Jason Cutter is joined by Gregory Kovsky, President & CEO of IBA, who shares three decades of business brokerage experience. Gregory reveals why most listings don’t sell, what it really takes to value a business accurately, and how the “four parties to persuade” can determine the outcome of any deal. He also shares real-world lessons in integrity, patience, and persistence—showing that the brokers who win big are the ones who play the long game.

If you’re ready to move beyond transactional tactics and build a trusted, referral-driven business, don’t miss this episode. Subscribe now and share it with a broker who’s ready to grow with purpose and conviction.

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From Sports Bars to M&A with Dave Long

Business Broker Growth — Mon, 10 Nov 2025 08:00:00 +0000

Are you chasing every listing that comes your way—or choosing clients who truly align with your values? When the pressure builds to close deals, do you remember who you represent and the reputation you’re building? Long-term success as a business broker comes from quality relationships, clear processes, and constant learning. It’s not about having the most listings—it’s about trust, credibility, and confidence in every valuation and recommendation. In this episode, Jason Cutter sits down with Dave Long, M&A Advisor at Arizona Business Sales Advisors, to reveal what truly drives sustainable growth. Dave shares lessons from transitioning to a solo brokerage, selecting energy-aligned clients, and pursuing continuous education to stay ahead. Ready to move from chasing deals to building a business you’re proud of? Subscribe for more candid insights to help you engineer your pipeline and become a trusted advisor.