What will it take for brokers to still be relevant in the years ahead?

In this After Show conversation, Jason Cutter sits down again with Pedro Rojas to go deeper on the future of business brokerage, the role of technology, and the fundamentals that still matter most. Pedro makes the case that while AI, automation, and integrated tools are becoming essential, none of it replaces doing the basics well.

From CRMs and follow-up speed to workflow integration and word-of-mouth growth, this episode explores what separates brokers who will thrive from those who will get left behind. Pedro also shares a candid look at lessons from 2025, including how one successful listing exposed gaps in his systems and pushed him to build better automation.

This is a practical conversation about scaling smarter, staying tech-enabled, and remembering that in the end, business still grows through genuine conversations and trusted relationships.

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What if the very basics you’re neglecting are keeping you from scaling as a broker? Are you overcomplicating your path to the next deal, when the greatest breakthroughs might be found in disciplined simplicity and strategic relationships?

In this episode, we challenge the belief that only sophisticated tools and marketing tricks lead to more deals. Sometimes, the missing ingredient isn’t automation or a better CRM; it’s consistently doing the fundamentals that most brokers ignore, and leveraging your existing relationships to build a lasting reputation. True growth begins with mastery of the basics, and strategic integration of technology only amplifies the impact of a well-run business.

This conversation with Pedro Rojas, Managing Partner and founder at Platano Advisors, unpacks the surprising power of simplicity in business brokerage—especially for those specializing in healthcare practices. From his journey on the buy side to his mastery of sell-side representation, Pedro shares hard-won lessons on why listings are everything, the pitfalls of over-optimizing processes, and how trusted referral networks can outperform cold outreach any day. Plus: his honest take on when to automate, why staying tech-enabled is now table stakes, and how “word of mouth” and genuine conversations still win in the long run.

Subscribe for more real-world strategies—so you stop hoping for deals and start building a pipeline by design.

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hat if the information you’re sharing is no longer enough for your clients, or even holding you back? Are you chasing attention and audience size, or building true authority that earns trust during critical, high-stakes moments?

In this episode, Jason Cutter challenges business brokers to rethink the pursuit of influence, followers, and viral content. The landscape has shifted from the information age to the instant-answer age, where data and facts are free and plentiful, but wisdom and practical transformation are rare. The real value now lies in guiding clients with battle-tested experience, not just offering knowledge. Brokers who position themselves as trusted authorities, rather than entertainers, will unlock deeper engagement and become indispensable advisors in the transaction process.

Through candid insights, Jason Cutter breaks down why authority is about specificity, expertise, and the scars earned over years in the business, not likes or downloads. He urges listeners to build their “authority flywheel,” focusing on educational and transformational content that clients can’t get from AI or a search engine. The payoff? When just one client finds you as the guide they need, it can change everything.

Subscribe for more actionable strategies to move from information provider to trusted authority, and share this episode with a broker who's ready to stand out in the instant-answer age.

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What if selling your business is less about the perfect timing and more about your everyday readiness? Are you truly building a sellable company, or just creating an unsellable job for yourself?

In this episode, Jason Cutter and Mark Hartmann challenge brokers and business owners to rethink what it means to prepare for a successful exit. The secret isn’t chasing the next shiny listing or relying on last-minute preparation; it’s embracing “sale-ready” principles from day one, de-risking every corner of your business, and continually investing in your deal team and processes. Success favors those who lead with foresight and discipline, not just hope and hustle.

Today’s guest, Mark Hartmann, an M&A advisor, author, and seasoned “business owner turned broker,” shares candid stories, from his own 8-figure exit to helping clients negotiate like a pro (yes, even “like a terrorist”). You’ll hear the tough truths about why most businesses aren’t qualified for premium exits, what de-risking really looks like, and why authenticity, selectivity, and real relationships win over chasing volume. Practical marketing, emotional intelligence, and the art of tough love, Mark Hartmann brings them all to the forefront.

Share this episode with a fellow broker who’s ready to stop hoping for deals and start building a pipeline that grows, and closes with intention. Subscribe for ongoing unfiltered insight every growth-focused broker needs.

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What if embracing AI could save you hours—and actually deepen the value you deliver as a business broker? Are you leveraging the human touch that built your early momentum, or losing it in your rush for efficiency?

This episode explores how the evolving landscape of business brokerage demands a balance of technology and timeless relationship skills. The real wins come when you use tech as a tool—not a crutch—freeing up time to reconnect with the very human dynamics at the heart of dealmaking. Brandon Owens and Jason Cutter dig into the mindset shift brokers need: don’t forget what got you your first deals, even as AI transforms how you research, analyze, and scale your business.

Join Jason Cutter and Brandon Owens of First Choice Business Brokers of Cincinnati for a rapid-fire, honest after-show conversation. You’ll hear how AI is revolutionizing industry research (cutting four-hour projects to ten minutes!), why direct outreach still creates opportunities technology can’t, and real talk about buyer-side tech gaps. Plus: the power of short-form video, the coming “silver tsunami” of owners looking to exit, and the truth about what business owners really need in their advisor.

Subscribe for more no-nonsense insights to help you build your pipeline and become the trusted advisor your clients can’t live without.

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What if refusing to say “no” to the wrong client is costing you your future deals? Are you relying on automation to build connections, or are you still showing up as the trusted local resource business owners actually value?

The truth is, sustainable growth for business brokers isn’t built on high-volume outreach or taking every listing that comes your way. It’s about strategic focus, blending new tech with time-tested relationship building, and having the courage to walk away from deals that don’t align. As the industry changes—with younger, digital-savvy brokers shaking things up—the human element remains irreplaceable for those who want to become credible, sought-after advisors.

In this candid episode, Brandon Owens of First Choice Business Brokers of Cincinnati joins Jason to unpack the realities of building a pipeline, the pitfalls of chasing bad-fit listings, and the simple systems that keep deals (and relationships) moving forward. Brandon Owens shares hard-won lessons from his early days, why specialization often chooses you, and how he navigates the deluge of buyer interest while fiercely protecting seller confidentiality. If you want insights on prospecting, marketing, and real-world tactics for keeping deals alive, this is a masterclass in transformation—from survival mode to strategic growth.

Share this episode with a colleague ready to shift from chasing every opportunity to intentionally creating their own pipeline and reputation. Subscribe for more actionable strategies to move from transactional to trusted advisor.

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What if your biggest marketing asset isn’t your pitch or polished online branding, but the trust you’ve quietly earned with every client? Are you meeting your relationships head-on—or expecting technology to do the heavy lifting that only real connection can deliver?

In this episode, Jason Cutter and guest Oliver Kotelnikov unpack why word-of-mouth and true value still outperform automation in the broker world. They challenge the myth that scaling your pipeline means scaling back authenticity, showing instead that face-to-face meetings, expert follow-through, and giving back are the ultimate differentiators. The conversation dives deep into real-deal stories, where the ability to “show up”—literally and figuratively—meant the difference between lost trust and earned legacy.

Join Oliver Kotelnikov, a specialist who turned bakery lessons into business broker mastery, as he shares marketing strategies that build relationships and real-world resilience in today’s unpredictable market. You’ll learn why your reputation is your billboard, why deals die (and how to save them), and how to stay relevant—even as tech reshapes the landscape.

Subscribe for more insights on transforming from transactional “deal-doer” to trusted advisor—and be the catalyst your clients actually remember.

Connect with Business Broker Growth: Website - https://businessbrokergrowth.com/ LinkedIn - https://www.linkedin.com/company/businessbrokergrowth YouTube - https://www.youtube.com/@Businessbrokergrowth

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Are you really making time to plan your exit, or just hoping you’ll figure it out when the moment arrives? What if the value you’ve built over decades relies on the quality of the journey, not just the destination you’re chasing?

Too often, business owners and advisors assume they can “flip the switch” to sell when ready, only to realize that preparation and self-awareness are critical to both a successful transaction and the life that follows. The mindset shift: treating exit planning as a part of your ongoing journey, not a distant goal, leveraging curiosity and teamwork to maximize value and find purpose beyond the sale.

On this episode, Oliver Kotelnikov, an entrepreneurial business broker who grew a legacy retail operation, took a transformative sabbatical, and now advises owners through IBA, joins Jason Cutter for a candid discussion on navigating exits, identity shifts, and the “T&T” principle: Time and Team. They explore why running a business and selling one are entirely different skill sets, why curiosity beats specialization, and how conversations rooted in listening and self-reflection can unlock new opportunities for brokers and their clients. Real stories, hard truths, and actionable takeaways for those ready to engineer their next chapter.

Subscribe for more insights on evolving from deal chaser to trusted advisor—and share this episode with a colleague who’s ready to build their pipeline and their legacy.

Connect with Business Broker Growth: Website - https://businessbrokergrowth.com/ LinkedIn - https://www.linkedin.com/company/businessbrokergrowth YouTube - https://www.youtube.com/@Businessbrokergrowth

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