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.