Broker to Broker: Tips, Tales, and Industry Insights from Business Brokers

Andy and Jessica welcome you to another episode of The Deal Board Podcast. While we often discuss buying, selling, and running businesses, we rarely dive into the day-to-day realities of being a successful business broker and M&A advisor. This week, you’ll hear tips, tales, and industry insights from top Transworld brokers, Dustin Audet, Ryan Mortensen, Julie Barlow, and Taylor Bombadiere. Together, they explore what it takes to thrive in this industry, from managing workloads and stress to building strong client relationships and closing deals. They also share expert strategies for confidential listings, effective networking, and adapting to a rapidly evolving market. Whether you're a business owner looking to sell, an aspiring broker, or an entrepreneur exploring new opportunities, this episode is packed with actionable takeaways to help you navigate the business buying and selling process with confidence. Tune in to take your next step toward success!

 

Listing of the Week:

 

A well-established underground utility contractor in Los Angeles County is now available for purchase. With $2.1 million in contracts secured for 2025, an SDE of $570,000 (projected to reach $650,000 this year), and a listing price of $2.4 million, this business offers strong growth potential. A Class A General Engineering Contractor License is required, but the seller has already identified a qualifying employee. Motivated to sell due to relocation, this is a prime opportunity for buyers looking for a profitable and scalable operation! For more information, call Jonathan Cheung at [phone] or email him at [email protected].

 

Deal of the Week:

 

A beloved French bakery in South Shore, Massachusetts, has found its perfect new owner! With a strong reputation and a dedicated team in place, this well-established business was an incredible opportunity for the right buyer. After nearly purchasing another business that wasn’t the right fit, the buyer (who lived just blocks away and had fond memories of the bakery) was connected to this listing. The deal was successfully closed with SBA financing, thanks to expert coordination between the buyer, seller, lender, and attorneys. Another great match made through Transworld Boston! To learn more, call Brook Hartnett at [phone] or email him at [email protected].

 

Key Points From This Episode:

 

•   [03:27] Why consistent prospecting and networking are key to long-term success.

•   [05:10] Structured time management and non-negotiable calendar habits to manage stress.

•   [06:10] The limitless earning (and learning) potential that business brokerage offers

•   [08:22] Ways that Transworld’s team culture fosters collaboration over competition.

•   [10:31] Grit, tenacity, optimism, and other essential traits for a successful business broker.

•   [12:45] Dustin’s top book recommendations and the lessons he’s learned from them.

•   [15:53] What drives Dustin: insight into the big, audacious goals he has set for 2025!

•   [19:08] Utilizing social media as an untapped resource for reaching buyers and sellers.

•   [22:51] How Julie’s introduction to business brokerage as a buyer sparked a new career path.

•   [25:49] Leveraging personal experience to become a stronger, more empathetic broker.

•   [27:56] Building stronger brokers through a collaborative culture, mentorship, and support.

•   [32:15] Reasons that networking and relationship-building are more effective than cold calling.

•   [35:52] Why matching buyers and sellers is about so much more than just the financials.

•   [40:48] Tenacity, creativity, and other attributes that will help brokers succeed in the long run.

•   [44:40] Taylor’s tips for maintaining confidentiality by using strategic marketing, NDAs, and buyer vetting to protect sellers and maximize value.

•   [50:13] Listing of the Week: Jonathan Cheung (Transworld Beach Cities & Torrance) is selling an underground utility contractor in LA County with $2.1M in contracts for 2025.

•   [51:42] Deal of the Week: Brook Hartnett (Transworld Boston) sold a beloved 30-year-old French bakery to a local buyer through SBA financing.

 

Links Mentioned in Today’s Episode:

 

The Deal Board Podcast 

Subscribe to The Deal Board Podcast YouTube Channel 

The Deal Board on LinkedIn

The Deal Board on Facebook

United Franchise Group 

Transworld Business Advisors 

Transworld on LinkedIn 

Transworld on Facebook 

Call us on [phone] 

Email us at [email protected] 

Ryan Mortensen

Ryan Mortensen on LinkedIn

Dustin Audet

Dustin Audet on LinkedIn

Never Split the Difference: Negotiating as If Your Life Depended on It

Ryan Serhant

Owning Manhattan

Sell It Like Serhant: How to Sell More, Earn More, and Become the Ultimate Sales Machine

Jocko Willink

A New Earth: Awakening to Your Life's Purpose

Julie Barlow

Julie Barlow on LinkedIn

Master Networks

Taylor Bombardiere

Taylor Bombardiere Email

Taylor Bombardiere on LinkedIn

Jonathan Cheung

Jennifer Fox

Brook Hartnett

 

#thedealboard #transworldbusinessadvisors #tworld #businesssales 

 

Quotes:

 

“I liken this industry to getting a train up to speed. The easiest thing to do is to keep the train at speed. When you let off [on] prospecting or networking – because you get busy with something else, that train comes back to station [and] it's hard to get [it] back up to speed.” — Dustin Audet [0:04:29]

 

“Even if you mess up, if you step up and own it, it's fine. You can get through. You can fix it. That does happen throughout deals. You're going to miss something. You're a human, but if you step up and own it, it's going to be okay.” — Dustin Audet [0:14:19]

 

“It's a lot of work to sell a business. With a broker, you have someone that's dedicated to that process of selling a business, which takes a huge burden off the seller [and the buyer] – Once you use a broker, you'll never go back.” — Ryan Mortensen [0:27:28]

 

“Surrounded by brokers and leadership that are very supportive, it’s about the team as a whole and not being threatened by one another. What can we learn from one another? How can we share our knowledge? How can we share our experience? Good and bad.” — Julie Barlow [0:29:30]

 

“Your first [coffee meeting] shouldn’t even be about business. It should be about each other and relationship building because people have to know you and like you before they'll trust you and do business with you.” — Julie Barlow [0:34:37]

 

“Whether you're in private equity or whether you're a mom and pop, or a husband and wife, or whoever you might be, we're going to need a nondisclosure agreement from you. It's one of the main ways that we ensure businesses are being marketed in a confidential way.” — Taylor Bombardiere [0:46:31]