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.

What role will technology, especially AI, play in shaping the future of business brokerage by 2030? How can brokers navigate industry uncertainty, such as shifting economic policies and unpredictable deal flow, to maintain steady business growth? Brokers of the future must embrace AI—not only for valuation accuracy and buyer research, but also for streamlining process efficiency. Alongside tech adaptation, brokers must cultivate resilience and a consistent marketing approach to weather market instability. Staying visible, engaging with clients, and never turning off the "marketing machine" are key strategies for smoothing out the peaks and valleys of deal flow. In this Bonus Episode, Dave Long, from Arizona Business Sales Advisors, joins Jason Cutter for a rapid-fire Q&A digging deeper into topics beyond the main episode. Together, they explored what brokers need to survive in the 2030 landscape—like solid marketing, powerful tech, and AI fluency—plus lessons from this year’s market challenges and the thrill of discovering unique business opportunities. If you’re a broker determined to grow past the transactional grind and become a trusted advisor, this after-show is packed with actionable insights and inspiration. Catch the main episode for the full journey, and tap into the wisdom of Dave Long to start future-proofing your career.

What will brokers need to stay relevant by 2030? And if you could wave a magic wand to automate just one marketing strategy, which one would truly transform dealmaking? Mastering AI and embracing technology won’t be optional. The brokerage landscape is moving toward data-driven matchmaking, faster and more transparent transactions, and global buyer accessibility. AI will streamline noisy, time-consuming tasks like buyer fit analysis, document management, and market preparation. In this Bonus Episode, Andy Cagnetta, CEO of Transworld Business Advisors, brings decades of insight across brokerage, global expansion, and tech innovation. Andy offers a candid look at the challenges of staying ahead of technology, the realities of funding small businesses worldwide, and the evolution every broker must make to stay competitive. If you’re a broker, advisor, or entrepreneur ready to ditch outdated tactics and position yourself for long-term growth, this episode is a must-listen. Don’t wait for deals to fall into your lap, build a smarter pipeline and join the movement redefining the future of business brokerage.

What can business brokers do to stay ahead in a rapidly evolving industry? And how should they balance new technologies like AI with the indispensable human elements of the deal-making process? Anticipating industry trends is more crucial than relying only on historical strategies. On the tech front, while AI offers powerful data tools and efficiencies (especially for market research in property or financial modeling), brokers should be wary of over-relying on tech without considering local nuances and the trust factor that only human relationships deliver. In this Bonus Episode, Gregory Kovsky, President and CEO of IBA, joins Jason Cutter. Together, they unpack lessons from Greg’s 30+ years in business brokerage, covering industry cycles, embracing change, and navigating today's landscape of baby boomer sellers, hungry buyers (from private equity to immigrants), and the impact of government and economic turbulence on deals. Looking to elevate your business brokerage career? Dive into this episode’s actionable insights and real stories. Don’t forget to check out part one of the conversation for even more strategies and hacks.

Are you still relying on luck and outdated tactics to win listings, or are you intentionally building the kind of trust that makes business owners seek you out? When was the last time you challenged yourself to move from being a transaction-focused broker to a trusted advisor who’s known for clarity, confidence, and genuine care? The truth is, sustainable growth and credibility in this industry don’t come from shortcuts or quick wins—they’re built through consistent community engagement, continuous education, and a sincere desire to help. The brokers who rise above the noise aren’t chasing leads or hiding behind automation; they’re investing in relationships, showing up with value, and becoming the voice of integrity in their market. In this episode, Jason Cutter sits down with Andy Cagnetta, CEO of Transworld Business Advisors, to explore his journey from a new broker to an industry leader who helped shape one of the world’s largest business brokerage networks. Andy shares how Transworld has transformed the industry through professional standards, technology adoption, and collaboration—along with the hard lessons, missed deals, and practical marketing strategies that helped him grow. From redefining “the numbers game” to leveraging AI and authentic outreach, Andy offers a roadmap for brokers ready to build trust that lasts. Subscribe to the Business Broker Growth Show for more actionable insights on building your pipeline the right way—and share this episode with another broker who’s ready to stop hoping for deals and start engineering deal flow through trust, education, and authentic persuasion.

What if an abundance mindset isn’t just about being positive—but about being selective? Are you chasing every listing that comes your way, or intentionally building a practice grounded in trust and long-term success? Moving from a numbers-driven hustle to an abundance-driven approach means redefining what growth looks like. It’s no longer about stacking listings—it’s about deep relationships, quality representation, and credibility that compounds over time. When you focus on serving first, passing on misaligned deals, and mastering your craft, you stop running after volume and start engineering meaningful, sustainable success. In this episode, host Jason Cutter is joined by Gregory Kovsky, President & CEO of IBA, who shares three decades of business brokerage experience. Gregory reveals why most listings don’t sell, what it really takes to value a business accurately, and how the “four parties to persuade” can determine the outcome of any deal. He also shares real-world lessons in integrity, patience, and persistence—showing that the brokers who win big are the ones who play the long game. If you’re ready to move beyond transactional tactics and build a trusted, referral-driven business, don’t miss this episode. Subscribe now and share it with a broker who’s ready to grow with purpose and conviction.

Are you chasing every listing that comes your way—or choosing clients who truly align with your values? When the pressure builds to close deals, do you remember who you represent and the reputation you’re building? Long-term success as a business broker comes from quality relationships, clear processes, and constant learning. It’s not about having the most listings—it’s about trust, credibility, and confidence in every valuation and recommendation. In this episode, Jason Cutter sits down with Dave Long, M&A Advisor at Arizona Business Sales Advisors, to reveal what truly drives sustainable growth. Dave shares lessons from transitioning to a solo brokerage, selecting energy-aligned clients, and pursuing continuous education to stay ahead. Ready to move from chasing deals to building a business you’re proud of? Subscribe for more candid insights to help you engineer your pipeline and become a trusted advisor.