Trust, Preparation, and Exit Planning, with Ed Mysogland

Are you building a reliable pipeline, or relying on referrals and the next deal to come through? How would your work with sellers change if you helped them prepare for an exit before they were ready to list?

Exceptional brokers do more than bring deals to market. They build relationships, help owners understand what drives value, and make room for the difficult decisions that come with selling a business. That takes preparation, clear communication, and the judgment to say “not yet” when a client needs more time.

In this episode, Jason Cutter talks with Ed Mysogland, Managing Partner at Indiana Business Advisors, about lessons from more than 30 years in business brokerage. Ed shares how he entered the industry at 22, what failed deals taught him about trust, and why brokers need to prepare sellers both financially and emotionally. They also discuss referrals, value drivers, and how newer brokers can pair strong relationships with today’s tools.

Share this episode with a broker who wants to build a more intentional pipeline, and subscribe to the Business Broker Growth Show for more practical conversations about growing your brokerage.

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