Business Broker Growth Show

Are you underestimating the true value hidden in your clients’ businesses, or missing the signals that a deal might fall apart before it even starts? When was the last time you challenged your own assumptions about how (and when) opportunities for buy/sell transactions really emerge? The difference between merely processing deals and building a thriving, opportunity-driven pipeline often comes down to mindset and preparation. This episode tackles the costly gaps that brokers and business owners overlook, from failing to educate sellers on their business’s worth, to not spotting legal and operational “red flags” that derail transactions in the 11th hour. True pipeline growth, especially for brokers who want to be seen as trusted advisors, demands early intervention, relentless follow-up, and the courage to challenge traditional ways of thinking. In this episode, Jason Cutter sits down with business attorney and podcaster Mitchell Beinhaker to break down real lessons from the trenches: why most business owners don’t realize their legacy is sellable, what legal groundwork must be in place long before the LOI arrives, and how brokers can become truly indispensable by bringing clarity and structure to chaotic deals. From war stories about deals that fell through due to avoidable misalignments and missing documentation, to practical growth strategies for sustainable branding and automation, this conversation is packed with tactical advice every broker should hear. Share this episode with another broker who’s ready to trade transaction-chasing for pipeline mastery, and subscribe for more real-world wisdom on growing your practice the right way. Connect with Business Broker Growth: Website - https://businessbrokergrowth.com/ LinkedIn - https://www.linkedin.com/company/businessbrokergrowth YouTube - https://www.youtube.com/@Businessbrokergrowth Take the Digital Impact Assessment - https://get.businessbrokergrowth.com/assessmentPC Get your copy of Trusted Advisor Shift (eBook) - https://businessbrokergrowth.com/contact/

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! Connect with Business Broker Growth: Website - https://businessbrokergrowth.com/ LinkedIn - https://www.linkedin.com/company/businessbrokergrowth YouTube - https://www.youtube.com/@Businessbrokergrowth Take the Digital Impact Assessment - https://get.businessbrokergrowth.com/assessmentPC Get your copy of Trusted Advisor Shift (eBook) - https://businessbrokergrowth.com/contact/

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. Connect with Business Broker Growth: Website - https://businessbrokergrowth.com/ LinkedIn - https://www.linkedin.com/company/businessbrokergrowth YouTube - https://www.youtube.com/@Businessbrokergrowth Take the Digital Impact Assessment - https://get.businessbrokergrowth.com/assessmentPC Get your copy of Trusted Advisor Shift (eBook) - https://businessbrokergrowth.com/contact/

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. Connect with Business Broker Growth: Website - https://businessbrokergrowth.com/ LinkedIn - https://www.linkedin.com/company/businessbrokergrowth YouTube - https://www.youtube.com/@Businessbrokergrowth Take the Digital Impact Assessment - https://get.businessbrokergrowth.com/assessmentPC Get your copy of Trusted Advisor Shift (eBook) - https://businessbrokergrowth.com/contact/

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. Connect with Business Broker Growth: Website - https://businessbrokergrowth.com/ LinkedIn - https://www.linkedin.com/company/businessbrokergrowth YouTube - https://www.youtube.com/@Businessbrokergrowth Take the Digital Impact Assessment - https://get.businessbrokergrowth.com/assessmentPC Get your copy of Trusted Advisor Shift (eBook) - https://businessbrokergrowth.com/contact/

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. Connect with Business Broker Growth: Website - https://businessbrokergrowth.com/ LinkedIn - https://www.linkedin.com/company/businessbrokergrowth YouTube - https://www.youtube.com/@Businessbrokergrowth Take the Digital Impact Assessment - https://get.businessbrokergrowth.com/assessmentPC Get your copy of Trusted Advisor Shift (eBook) - https://businessbrokergrowth.com/contact/

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. Connect with Business Broker Growth: Website - https://businessbrokergrowth.com/ LinkedIn - https://www.linkedin.com/company/businessbrokergrowth YouTube - https://www.youtube.com/@Businessbrokergrowth Take the Digital Impact Assessment - https://get.businessbrokergrowth.com/assessmentPC Get your copy of Trusted Advisor Shift (eBook) - https://businessbrokergrowth.com/contact/

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. Connect with Business Broker Growth: Website - https://businessbrokergrowth.com/ LinkedIn - https://www.linkedin.com/company/businessbrokergrowth YouTube - https://www.youtube.com/@Businessbrokergrowth Take the Digital Impact Assessment - https://get.businessbrokergrowth.com/assessmentPC Get your copy of Trusted Advisor Shift (eBook) - https://businessbrokergrowth.com/contact/

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. Connect with Business Broker Growth: Website - https://businessbrokergrowth.com/ LinkedIn - https://www.linkedin.com/company/businessbrokergrowth YouTube - https://www.youtube.com/@Businessbrokergrowth Take the Digital Impact Assessment - https://get.businessbrokergrowth.com/assessmentPC Get your copy of Trusted Advisor Shift (eBook) - https://businessbrokergrowth.com/contact/

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. Connect with Business Broker Growth: Website - https://businessbrokergrowth.com/ LinkedIn - https://www.linkedin.com/company/businessbrokergrowth YouTube - https://www.youtube.com/@Businessbrokergrowth Take the Digital Impact Assessment - https://get.businessbrokergrowth.com/assessmentPC Get your copy of Trusted Advisor Shift (eBook) - https://businessbrokergrowth.com/contact/

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. Connect with Business Broker Growth: Website - https://businessbrokergrowth.com/ LinkedIn - https://www.linkedin.com/company/businessbrokergrowth YouTube - https://www.youtube.com/@Businessbrokergrowth Take the Digital Impact Assessment - https://get.businessbrokergrowth.com/assessmentPC Get your copy of Trusted Advisor Shift (eBook) - https://businessbrokergrowth.com/contact/

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. Connect with Business Broker Growth: Website - https://businessbrokergrowth.com/ LinkedIn - https://www.linkedin.com/company/businessbrokergrowth YouTube - https://www.youtube.com/@Businessbrokergrowth Take the Digital Impact Assessment - https://get.businessbrokergrowth.com/assessmentPC Get your copy of Trusted Advisor Shift (eBook) - https://businessbrokergrowth.com/contact/

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! Connect with Business Broker Growth: Website - https://businessbrokergrowth.com/ LinkedIn - https://www.linkedin.com/company/businessbrokergrowth YouTube - https://www.youtube.com/@Businessbrokergrowth Take the Digital Impact Assessment - https://get.businessbrokergrowth.com/assessmentPC Get your copy of Trusted Advisor Shift (eBook) - https://businessbrokergrowth.com/contact/