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.

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.

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!

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!

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.

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.

What happens when the cameras stop rolling and the conversation goes deeper? And what insights can a non-broker — someone who supports nearly a thousand brokers behind the scenes — reveal about the future of business brokerage?

In this bonus conversation, you’ll hear what the brokerage landscape may look like by 2030, why “systems vs. no systems” will create an enormous performance gap, and how emerging technologies like AI, data scraping, and automated agents will reshape how brokers source owners, vet buyers, and manage deal flow. You’ll also learn why the hardest challenges ahead won’t be finding data — but standing out in an inbox flooded by automation.

George Wellmer, founder of Tupelo, a CRM and automation platform built specifically for business brokers, shares candid thoughts on the tech shifts coming to M&A, what brokers will need to survive the next decade, why customer service is becoming a lost art, and what Tupelo is building to help brokers verify buyers, streamline deal flow, and focus their time on higher-value activities.

If you enjoyed this behind-the-scenes conversation, make sure to subscribe to the Business Broker Growth Show, check out Part 1 of George’s interview, and share this after-show with a broker who wants to stay ahead of the future. More insights, more systems, and more growth are waiting in the next episode.

What happens when business brokers try to scale without real systems in place? And what can a broker learn from someone who sees behind the scenes of nearly a thousand firms across the country?

In this episode, you’ll learn why the most successful brokers aren’t the ones relying on memory, spreadsheets, or guesswork — but the ones who have clarity, structure, and automation built into every stage of their pipeline. You’ll also discover the hidden pitfalls that quietly kill deals, how time becomes a broker’s biggest enemy, and why “systems thinking” might be the missing link between inconsistent months and predictable growth.

Our guest today is George Wellmer, founder of Tupelo, a CRM + automation platform built specifically for business brokers. With firsthand experience working with nearly 1,000 brokers and an earlier career automating SBA valuations, George brings rare insight into what actually works — and what keeps brokers stuck. He shares the power of narrowing your target market, becoming an industry expert, leveraging automation for repetitive tasks, building a team around your highest-value activities, and preparing listings correctly so deals don’t collapse from delays. If you’re ready to stop hoping for deals and start engineering your pipeline with modern tools and proven systems, subscribe to the Business Broker Growth Show, leave a review, and share this episode with a broker who needs it.