Business Broker Growth Show

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.

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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.

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What happens when you ignore the little red flags in a deal—or bypass the systems designed to protect your team? Are you prioritizing short-term wins over lasting alignment and trust within your organization?

This conversation focused on the underestimated cost of cutting corners and the true impact of skipping process: it’s not just about losing money, but eroding team trust, focus, and opportunity. One concept discussed was the “deal that should have gotten away,” revealing that alignment and adherence to process protect far more than just the bottom line—they safeguard your organization’s ability to execute, grow, and attract the right opportunities.

This episode features a candid after-show discussion with Ayelet Shipley, touching on everything from lessons in mismanaged M&A deals to strategies for future-proofing your business as AI and industry expertise shape the next era of brokering. The discussion explored the creation of “The Inorganic Podcast,” the role of deep sector expertise, and the shifting expectations of clients in a rapidly automating marketplace. Several points were raised, including the critical importance of vertical focus, the coming pricing model shifts, and the necessity for brokers to leverage technology and stay on the leading edge, or risk getting left behind.

Subscribe for more insights that challenge you to stop hoping for deals and start building your pipeline with intention and expertise.

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What if your deepest expertise isn’t in numbers, but in understanding people, and that’s the key to closing more deals? Are you preparing business owners for the real journey of letting go, or leaving them to face post-sale regrets alone?

Transformational growth in M&A isn’t just about technical know-how; it’s about mastering conversations, uncovering the story behind every position, and helping clients navigate the emotional and psychological shifts that come with selling their life’s work. Shifting your focus from solely transaction mechanics to the real, often messy, human factors is how trusted advisors consistently engineer successful outcomes, and avoid the most costly mistakes.

In this episode, Ayelet Shipley, Head of Corporate Development at Liquidity Studio and co-host of the In/Organic Podcast, shares her journey from aspiring therapist to M&A leader, revealing how emotional intelligence and behavioral insight are pivotal in deal success. She unpacks actionable strategies, like the power of “tell me more,” building the right deal teams, managing valuation expectations, and leveraging authentic content and industry specialization to stand out in a crowded marketplace. If you care about real alignment, authentic marketing, and long-term client satisfaction, this conversation is a must-listen.

Share this episode with another broker or advisor ready to shift from just closing transactions to building relationships, and start growing a pipeline you can count on.

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What if the greatest risk in a business is actually its most valuable strategic asset? And how can brokers recognize the hidden value that business owners, and even experienced advisors, may overlook?

Traditional valuations can provide a useful starting point, but they do not always capture what a strategic buyer sees. Customer relationships, proprietary processes, talent, and operational advantages can dramatically change what a buyer is willing to pay. The broker’s role is to ask better questions, understand the buyer’s motivations, and uncover what truly makes the business valuable.

In this After Show episode of the Business Broker Growth Show, Jason Cutter continues his conversation with Richard Mowrey, President of Management Services & Development, Ltd. Richard shares the story of a business that sold for nearly four times his original valuation, explains how AI will affect valuations and buyer research, and discusses why interpersonal skills, negotiation, and creative problem-solving will become even more important. They also explore educational events, succession planning, confidentiality, and the broker’s responsibility to consider everyone affected by a transaction.

Listen to the full episode to discover how stronger judgment, better questions, and a deeper understanding of strategic value can help you become a more effective advisor. Then share it with another broker who could benefit from Richard’s experience.

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