Common Mistakes When Selling Your Business, with Hank Beresin

Are you letting unrealistic valuations sabotage your reputation—and your results? What would change if you treated every client interaction as the gateway to an unexpected opportunity, not just another transaction?

The real growth for business brokers comes when we’re willing to face tough conversations head-on, maintaining honest communication and setting expectations—even when it means walking away from “impossible” listings. This mindset doesn’t just protect your win rate and commission; it builds trust, fuels referrals, and positions you as a true partner through each deal’s unpredictable twists.

In this after-show episode, Jason Cutter sits down with experienced business broker Hank Beresin for a candid discussion about “the deal that got away,” the pitfalls of caving to overinflated seller expectations, and why brokers must relentlessly nurture relationships and responsiveness to survive the next wave of industry disruption. Hank shares practical lessons on valuing integrity over a quick win, why every call or meeting holds hidden potential, and how celebrating client successes delivers rewards beyond the commission check.

Share this episode with another broker ready to shift from hoping for listings to engineering them.

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