Why Business Owners Need Brokers, with Joshua Carnes

Why Business Owners Need Brokers, with Joshua Carnes

What if staying loyal to every deal and client is actually holding you back from real growth? Are you investing enough in your own education and network—or still hoping that a bigger pipeline will just appear? Sometimes, the urge to never give up on a transaction or client feels noble, but it can quietly drain energy and limit your trajectory. The brokers who stand out aren’t just tenacious; they know when to let go and move on. Real growth comes from building long-term referral networks, investing in self-education, and putting strategy over sheer hustle. This episode features Joshua Carnes, owner of Lion Business Advisors and host of the Texas Business Broker Podcast, in a candid conversation with Jason Cutter. They dig into what’s really changing for business brokerage in Texas and beyond: the value of industry education, why more advisors are needed, the crucial difference between hunting and farming deals, and powerful lessons learned the hard way—like when to walk away from time-sucking transactions. Josh also shares actionable growth strategies drawn from his marketing background and explains why improving your online presence isn’t just smart, it’s essential. Subscribe for more insights on growing your deal flow and making the leap from salesperson to truly trusted advisor. Connect with Business Broker Growth: Website - https://businessbrokergrowth.com/ [https://businessbrokergrowth.com/] LinkedIn - https://www.linkedin.com/company/businessbrokergrowth [https://www.linkedin.com/company/businessbrokergrowth] YouTube - https://www.youtube.com/@Businessbrokergrowth [https://www.youtube.com/@Businessbrokergrowth] Take the Digital Impact Assessment - https://get.businessbrokergrowth.com/assessmentPC [https://get.businessbrokergrowth.com/assessmentPC] Get your copy of Trusted Advisor Shift (eBook) - https://businessbrokergrowth.com/contact/ [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 [https://businessbrokergrowth.thinkific.com/products/courses/online-presence-course?utm_source=chatgpt.com]

Bonus Episode, with Patrick Lange

What will separate successful business brokers from the rest of the industry over the next five years? How can brokers use technology and AI to create a better client experience? As business brokerage continues to evolve, the firms that thrive will be those that combine expertise with exceptional client service. Technology and AI can help brokers become more efficient, but responsiveness, communication, and trust remain the foundation of successful transactions. Growth ultimately requires more than individual effort; it requires building systems, empowering a team, and creating an organization capable of delivering value consistently, even as the business scales. In this After Show conversation, Jason sits down with Patrick Lange of Business Modification Group to discuss the future of business brokerage, the growing expectations of buyers and sellers, and the importance of creating an exceptional client experience. Patrick shares his thoughts on communication, technology adoption, delegation, and the challenges of transitioning from being the primary producer to building a scalable business. If you're looking to increase your visibility, authority, and deal flow as a business broker, visit www.BusinessBrokerGrowth.com to access proven strategies, content, and resources designed to help brokers build stronger pipelines and better businesses. Connect with Business Broker Growth: Website - https://businessbrokergrowth.com/ [https://businessbrokergrowth.com/] LinkedIn - https://www.linkedin.com/company/businessbrokergrowth [https://www.linkedin.com/company/businessbrokergrowth] YouTube - https://www.youtube.com/@Businessbrokergrowth [https://www.youtube.com/@Businessbrokergrowth] Take the Digital Impact Assessment - https://get.businessbrokergrowth.com/assessmentPC [https://get.businessbrokergrowth.com/assessmentPC] Get your copy of Trusted Advisor Shift (eBook) - https://businessbrokergrowth.com/contact/ [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 [https://businessbrokergrowth.thinkific.com/products/courses/online-presence-course?utm_source=chatgpt.com]

Strategies for HVAC Brokers, with Patrick Lange

Are you truly adding value at every step of your client’s journey, or just showing up for the transaction? What would change if you became the go-to expert in a single niche, giving away your hard-won knowledge without fear of “losing” business? The answer, as explored in this episode, is that genuine expertise and a mindset of service transform not only your results but your reputation. When you generously educate your market and commit to being easily found, you earn the right to charge a premium, and clients see you as indispensable rather than interchangeable. In this episode, Jason Cutter sits down with Patrick Lange, President of Business Modification Group, who built a nationally recognized business brokerage practice by dominating the HVAC space. Patrick Lange shares his journey from financial planning, through running and selling multiple service businesses, to becoming the “road warrior” HVAC business broker, emphasizing how niching down, relentless education, clear communication, and treating brokerage as a real business (not just a sales job) drive outsized results. Subscribe for more insights on growing your deal flow and moving from transactional deals to long-term impact as a trusted advisor. Connect with Business Broker Growth: Website - https://businessbrokergrowth.com/ [https://businessbrokergrowth.com/] LinkedIn - https://www.linkedin.com/company/businessbrokergrowth [https://www.linkedin.com/company/businessbrokergrowth] YouTube - https://www.youtube.com/@Businessbrokergrowth [https://www.youtube.com/@Businessbrokergrowth] Take the Digital Impact Assessment - https://get.businessbrokergrowth.com/assessmentPC [https://get.businessbrokergrowth.com/assessmentPC] Get your copy of Trusted Advisor Shift (eBook) - https://businessbrokergrowth.com/contact/ [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 [https://businessbrokergrowth.thinkific.com/products/courses/online-presence-course?utm_source=chatgpt.com]

Bonus Episode, with Jeannie Keen

Why is ongoing education one of the most important investments a broker can make? What role does collaboration play in long-term success within the brokerage industry? The future of business brokerage belongs to professionals who combine continuous learning, meaningful relationships, and intelligent use of technology. While AI and automation can dramatically improve efficiency, success will still depend on a broker’s ability to educate clients, build trust, create connections, and remain actively engaged in their community. In this After Show conversation, Jason sits down with Jeannie Keen of Sunbelt Business Brokers of Roanoke and Lynchburg to discuss the future of business brokerage, the growing impact of AI, and the importance of continuous professional development. Jeannie shares how technology has transformed her firm's processes, why education and collaboration remain critical advantages for brokers, and how building the right team creates opportunities for greater growth. Connect with Business Broker Growth: Website - https://businessbrokergrowth.com/ [https://businessbrokergrowth.com/] LinkedIn - https://www.linkedin.com/company/businessbrokergrowth [https://www.linkedin.com/company/businessbrokergrowth] YouTube - https://www.youtube.com/@Businessbrokergrowth [https://www.youtube.com/@Businessbrokergrowth] Take the Digital Impact Assessment - https://get.businessbrokergrowth.com/assessmentPC [https://get.businessbrokergrowth.com/assessmentPC] Get your copy of Trusted Advisor Shift (eBook) - https://businessbrokergrowth.com/contact/ [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 [https://businessbrokergrowth.thinkific.com/products/courses/online-presence-course?utm_source=chatgpt.com]

Empowering Business Owners to Exit Right, with Jeannie Keen

What if your biggest deal-killer isn’t the market or the valuation, but ignoring the red flags in the very first conversation? Are you building relationships that future-proof your pipeline, or just collecting names and hoping for the best? The path to a thriving business brokerage isn’t paved with shortcuts or shiny new tactics, it’s about knowing when to say no, investing in genuine relationships, and never forgetting that every client interaction is a long-term play. As brokers face a growing wave of transitions and a flood of would-be buyers, the difference between surviving and thriving lies in emotional intelligence, relentless learning, and a willingness to automate what makes sense, so you can focus on what matters most. In this episode, Jeannie Keen, owner and CEO of Sunbelt Business Brokers of Roanoke and Lynchburg, Virginia, sat down with Jason to discuss everything from the power of emotional intelligence in brokering deals to why relentless follow-up and knowing who not to work with matters. She shares real-world lessons from years in both therapy and business, revealing why the right people (in-house and as clients) are non-negotiables, and how automations and community give-back set her office apart. Hear a candid story about a deal that got away, and discover why self-awareness, strategic partnerships, and a long game mentality are the winning formula in today’s marketplace. Subscribe for more insights on how to grow your deal flow and become a trusted advisor. Connect with Business Broker Growth: Website - https://businessbrokergrowth.com/ [https://businessbrokergrowth.com/] LinkedIn - https://www.linkedin.com/company/businessbrokergrowth [https://www.linkedin.com/company/businessbrokergrowth] YouTube - https://www.youtube.com/@Businessbrokergrowth [https://www.youtube.com/@Businessbrokergrowth] Take the Digital Impact Assessment - https://get.businessbrokergrowth.com/assessmentPC [https://get.businessbrokergrowth.com/assessmentPC] Get your copy of Trusted Advisor Shift (eBook) - https://businessbrokergrowth.com/contact/ [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 [https://businessbrokergrowth.thinkific.com/products/courses/online-presence-course?utm_source=chatgpt.com]