What if the real reason your deals stall isn’t the market—but the way you structure your pipeline? Are you collecting unsellable inventory, hoping for a windfall, or crafting steady cash flow by choosing the right clients and building genuine relationships?

In this episode, Jason Cutter and guest David Barnett challenge business brokers to rethink their approach to listings, pipeline, and dealmaking. Instead of chasing every lead or “whale hunting” for outsize commissions, Barnett urges brokers to adopt a professional services mindset—vetting their inventory, aligning seller expectations, and becoming true advisors rather than mere intermediaries.

Featuring real-world stories and hard-earned lessons, this episode tackles everything from the dangers of bad listings and misaligned seller expectations to the modern plague of “zero down” business buying gurus. Learn the power of strategic specialization, building trust, and even old-school outreach as David shares actionable tips for brokers ready to transition from transactional to trusted. If you’re frustrated by the feast-or-famine cycle and want to engineer pipeline growth, this is a must-listen.

Subscribe for more insights on building momentum, earning trust, and becoming the go-to advisor in your domain. Share this episode with another broker ready to move from hoping for deals to structuring success.