Business Broker Growth Show

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.

Connect with Business Broker Growth:

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 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.

Connect with Business Broker Growth:

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 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.

Connect with Business Broker Growth:

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 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.

Connect with Business Broker Growth:

Take the Digital Impact Assessment - https://get.businessbrokergrowth.com/assessmentPC

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

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.

Connect with Business Broker Growth:

Take the Digital Impact Assessment - https://get.businessbrokergrowth.com/assessmentPC

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

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.

Connect with Business Broker Growth:

Take the Digital Impact Assessment - https://get.businessbrokergrowth.com/assessmentPC

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

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!

Connect with Business Broker Growth:

Take the Digital Impact Assessment - https://get.businessbrokergrowth.com/assessmentPC

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

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!

Connect with Business Broker Growth:

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 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.

Connect with Business Broker Growth:

Take the Digital Impact Assessment - https://get.businessbrokergrowth.com/assessmentPC

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

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.

Connect with Business Broker Growth:

Take the Digital Impact Assessment - https://get.businessbrokergrowth.com/assessmentPC

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