Smart Strategies for Modern Brokers, with Liz MacRae

What happens to your pipeline when you get too busy closing deals to keep marketing? How do you build referral relationships that lead to business? And how do you decide which clients are the right fit?

In this episode of the Business Broker Growth Show, Jason Cutter sits down with Liz MacRae of Village Wellth to discuss how brokers can build a more consistent pipeline while supporting buyers and sellers through a changing marketplace.

Liz shares her perspective on buyer qualification, client fit, and the broker’s responsibility to create a competitive, well-vetted marketplace for sellers. They also discuss why business valuators and financial planners can be valuable referral partners, and how hosting workshops with other advisors can help strengthen those relationships.

The conversation tackles a familiar challenge: marketing slows down when deal activity picks up, leaving brokers scrambling for clients once those deals close. Jason and Liz discuss ways to keep marketing moving, nurture prospects who aren’t ready yet, and use support to stay consistent.

Whether you’re building your referral network or trying to break the feast-or-famine cycle, listen for practical ideas to keep today’s workload from becoming tomorrow’s empty pipeline.

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