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: Website - https://businessbrokergrowth.com/ LinkedIn - https://www.linkedin.com/company/businessbrokergrowth YouTube - https://www.youtube.com/@Businessbrokergrowth
Take the Digital Impact Assessment - https://get.businessbrokergrowth.com/assessmentPC
Get your copy of Trusted Advisor Shift (eBook) - https://businessbrokergrowth.com/contact/ Build your online presence as a business broker. Get Jason’s free Online Presence Course and learn how to create more visibility, authority, referrals, and inbound opportunities. Access it here: https://businessbrokergrowth.thinkific.com/products/courses/online-presence-course
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...
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,...
What if the information you’re sharing is no longer enough for your clients, or even holding you back? Are you chasing attention and audience...
