Business Broker Growth Show

What if the most dangerous obstacles to a successful sale aren’t in the numbers, but in the mindset and readiness of the owner? Are you preparing your clients to be premium listings—or simply walking them to market hoping for the best?

In this episode, we challenge the traditional, transactional thinking that slows brokers down and limits what sellers can achieve. The real value is built long before the business is listed, in how you guide owners to prepare financially, emotionally, and strategically. Brokers who emphasize honest diagnostics, careful preparation, and a team-based approach become the true drivers of premium outcomes—while others gamble on luck and shortcuts.

Kevin Berson, President of Kinected Advisors, joins Jason to unpack what it takes to consistently close high-value deals in the $10-$50 million space. From the emotional rollercoaster of owner expectations and the necessity for humility, to structuring competitive processes and running deep diagnostics before going to market, Kevin Berson shares hard-won lessons and pitfalls. He walks us through the team requirements to counter professional buyers, the “two-week test” for owner dependence, and the non-negotiable need for process and competitive tension to maximize deal value.

Share this episode with another advisor ready to move from transactions to true transformation—and subscribe for more ways to engineer your pipeline, not just hope for it.

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What if the hardest lessons in business brokerage aren’t about technical skills, but about trust, transparency, and handling the deals that don’t close? Are you building relationships and systems that truly protect your time, reputation, and future—or just hoping for good faith every time?

In an industry where information is everywhere and AI is rapidly automating the technical side, brokers who stand out are those cultivating trust and deep expertise. Success isn’t just about closing deals—it’s about being the advisor business owners seek out when it’s finally time to step out of the shadows. Elevating the profession means setting expectations, warming up your pipeline with education, and never letting “hope” be your strategy.

In this bonus after-show episode, Jason sits down with Ed Mysogland (Defenders of Business Value, Indiana Business Advisors) for an unfiltered exploration of deals gone sideways, strategic lessons on engagement agreements, and how milestone payments protect everyone involved. They dive into why the future of brokerage will belong to those who invest in both systems and the soft skills—empathy, creative marketing, and creating a safe space for sellers. From the evolution of Ed’s podcast to insights on writing and why the “hell yes or no” principle matters for clients and brokers alike, this conversation is a masterclass for anyone ready to uplevel their practice.

Subscribe for more real talk and actionable lessons on becoming a pipeline builder and the trusted voice sellers turn to first.

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Are you building a reliable pipeline, or relying on referrals and the next deal to come through? How would your work with sellers change if you helped them prepare for an exit before they were ready to list?

Exceptional brokers do more than bring deals to market. They build relationships, help owners understand what drives value, and make room for the difficult decisions that come with selling a business. That takes preparation, clear communication, and the judgment to say “not yet” when a client needs more time.

In this episode, Jason Cutter talks with Ed Mysogland, Managing Partner at Indiana Business Advisors, about lessons from more than 30 years in business brokerage. Ed shares how he entered the industry at 22, what failed deals taught him about trust, and why brokers need to prepare sellers both financially and emotionally. They also discuss referrals, value drivers, and how newer brokers can pair strong relationships with today’s tools.

Share this episode with a broker who wants to build a more intentional pipeline, and subscribe to the Business Broker Growth Show for more practical conversations about growing your brokerage.

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Are you truly leading your clients and team toward their greatest advantage, or just managing details and avoiding difficult conversations? How much value (and trust) slips away when you let unspoken assumptions or unclear expectations become the default?

In today’s episode, we challenge the everyday patterns that keep brokers and business owners from leveling up, not just in process, but in impact. Real leadership isn’t about authority or simply “telling it how it is;” it’s about mastering the crucial conversations that drive clarity, accountability, and genuine ownership on both sides of the deal.

Jason Cutter is joined by Erik Berglund, founder of Loominary, author of The Language of Leadership, and host of the “I Have Some Questions” podcast, for a deep dive into the frameworks and mindset shifts that separate exceptional brokers and business owners from the pack.

Erik breaks down the five essential leadership conversations every owner and advisor should practice, reveals why trust is built through shared hardship and proactive communication, and shows how brokers can engineer better relationships and outcomes with clients, even when tough truths must be delivered. Whether you’re managing a team, prepping for exit, or advising sellers with outsized expectations, this episode delivers actionable tools and sharp insight you don’t want to miss.

Subscribe for more insights on building real trust, engineering deals, and positioning yourself as the advisor clients call first.

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What if the reason your deals fall apart has less to do with the numbers and more to do with the people behind them? How might your approach as a broker or advisor change if you prioritized human connection as much as technical expertise?

Business brokering isn’t just about checklists and valuations. It’s about guiding clients through high-stakes, deeply personal transitions. Even the most advanced technology and the cleanest financials cannot compensate for mismanaged relationships or overlooked emotions. True success in this business requires mastering both the process and the people involved.

In this after-show conversation, Jason Cutter reconnects with Mike Lenz to unpack real-life stories from the trenches, including deals that unraveled because of skipped steps, untested assumptions, difficult conversations left unaddressed, or emotions that took over. Mike shares hard-won lessons about what happens when structure begins to slip and explains how “deal fatigue” can affect everyone involved. Jason and Mike also explore the future of business brokerage and how technology such as AI can streamline operations without replacing the empathy, trust, and guidance that exceptional brokers provide.

Share this episode with a business broker or advisor who is ready to move beyond facilitating transactions and become the trusted dealmaker clients truly need.

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What if the business you’re building today is quietly limiting your future exit, or your client’s? Are you treating every transaction as a major life transition, or are you seeing only another deal to close?

Too many brokers and business owners focus solely on the mechanics and numbers of a sale, overlooking the deeper human reality: selling a business is a life-changing event. Without preparing both the company and the person behind it for the transition, valuable opportunities, and meaningful legacies can be lost. The most effective brokers go beyond chasing commissions. They build lasting relationships and help owners create better endings and stronger new beginnings.

In this episode, Mike Lenz, managing partner at Breakwater M&A, shares how his unconventional journey from opera singer to business broker, shaped his distinctive approach to dealmaking. Mike explores the emotional and strategic realities of selling a business, why so many owners wait until it is almost too late to plan their exits, and how education, empathy, and consistent relationship-building help exceptional brokers stand apart. He also offers practical marketing strategies, warns against the pursuit of quick wins, and shares candid lessons drawn from decades in the industry.

Share this episode with a business broker or advisor who is ready to move beyond transactional dealmaking and become a trusted guide who builds relationships, strengthens their pipeline, and helps owners prepare for what comes next.

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What if the biggest barrier to closing more deals isn’t the market, but the myths your sellers believe? Are you building long-term trust with clients, or just hustling for the next quick listing?

Sustainable success in business brokerage demands more than tactics. It requires discipline, patience, and a willingness to educate sellers long before they’re ready to transition. When brokers stop chasing “easy wins” and commit to genuinely helping owners prepare, they build a stronger pipeline, increase the value of their guidance, and improve the likelihood of deals closing.

In this episode, Jason is joined by Richard Parker, managing partner at Roy Street Advisors, who draws from 36 years of experience as a buyer, seller, and intermediary. Richard shares hard-earned lessons about what separates top brokers from those who struggle to gain traction, and why owners and advisors must ignore the “buffet of bullshit” advice coming from outsiders. The conversation explores practical ways to prequalify buyers, the importance of playing the long game with sellers, and the mindset shift required to move from hungry salesperson to trusted counselor. Richard also warns against treating every listing like a quick win instead of an opportunity to create lasting value.

Share this episode with a broker who is frustrated by the grind, and subscribe for more honest conversations about building a stronger pipeline and a sustainable brokerage practice.

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What if the biggest barrier to closing more deals isn’t the market, but the myths your sellers believe? Are you building long-term trust with clients, or just hustling for the next quick listing?

Sustainable success in business brokerage demands more than tactics. It requires discipline, patience, and a willingness to educate sellers long before they’re ready to transition. When brokers stop chasing “easy wins” and commit to helping owners prepare, they can build a stronger pipeline, increase the value of their guidance, and improve the likelihood of deals closing.

In this episode, Jason is joined by Richard Parker, managing partner at Roy Street Advisors, who draws from 36 years of experience as a buyer, seller, and intermediary. Richard shares hard-earned lessons about what separates top brokers from those who struggle to gain traction, and why owners and advisors must ignore the “buffet of bullshit” advice coming from outsiders. He also explores practical ways to prequalify buyers, the importance of playing the long game with sellers, and the mindset shift required to move from a hungry salesperson to a trusted counselor.

Share this episode with a broker who is frustrated by the grind, and subscribe for more honest conversations about building your deal flow the right way.

Connect with Business Broker Growth:

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Get your copy of Trusted Advisor Shift (eBook) - https://businessbrokergrowth.com/contact/

Is your resistance to technology quietly limiting your success as a business broker? How could better systems, automation, and AI improve both your client outcomes and your quality of life?

Working harder does not always lead to better results. Brokers who use technology intentionally can create more opportunities with less chaos while preserving the human connection that remains essential to every successful transaction.

In this episode, Jason Cutter is joined by Trent Lee, a business broker with more than 650 transactions completed. Trent continues his discussion of “The 10 Commandments of Bad Business Brokers,” explains why brokers must become AI-enabled to remain competitive, and shares how automating communication and processes can support a more sustainable practice. He also explores the balance between ambition, contentment, growth, and personal fulfillment.

Listen to the full episode, share it with a broker who needs smarter systems, and subscribe to the Business Broker Growth Show for more practical insights.

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What if the biggest threats to your next deal aren’t market shifts or competition, but the mistakes made when valuing, pricing, and managing the transaction? Are your habits setting buyers and sellers up for success, or putting good opportunities at risk?

Successful business brokerage requires more than finding buyers and making promises. Trusted advisors manage expectations, document financials carefully, and keep buyers and sellers aligned throughout the process.

In this episode, Jason Cutter is joined by Trent Lee, the nation’s #1 Business Broker by Transaction Volume, to discuss “The 10 Commandments of Bad Business Brokers.” Trent shares real-world lessons about misapplied multiples, questionable add-backs, poor communication, and common due-diligence mistakes. He also explains the practical standards that separate professional advisors from average brokers.

Listen to the full episode, share it with a broker who wants to raise the bar, and subscribe to the Business Broker Growth Show for more practical insights on building a stronger brokerage.

Connect with Business Broker Growth:

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