The Olympics are here!

If there were a Business Broker Winter Olympics, the gams would look a little like this:

1. Lead-Gen Nordic Marathon: A grueling test of endurance to see who can harvest the most seller leads without hitting the wall.

2. The Seller Super G: High-speed prospecting. Who can snag 10 qualified leads in record time?

3. CIM Figure Skating: It’s all about the presentation. Points for the most aesthetically pleasing (and effective) CIM.

4. Buyer Moguls: Navigating a mountain of NDAs and inquiries without losing your balance.

5. The Closing Biathlon: A steady hand and a long-distance view—awarded to the highest total volume of businesses sold.

6. The Luge: The ultimate sprint. Fastest deal from "Nice to meet you" to "Wiring the funds."

In this month’s Broker Alchemy, we’re breaking down the tools and tactics to help you take home the Gold. Here’s what’s in this month’s newsletter:

• Industry Insights: Which sectors are heating up.

• The Modern Toolkit: The latest tools helping brokers source more listings and shave hours off their admin time.

• Sales Tips: How to stay in front of referral partners and on top of your prospects.

“The way to get started is to quit talking and begin doing.” - Walt Disney

Let’s listen to Walt!

— Tupelo

Industry Insights

Top 5 Industries by Number of Inquiries

1. Building & Construction

2. Service Businesses

3. HVAC Businesses

4. Manufacturing

5. Retail

Average Multiple per Industry

Average Sale Price: $920,000

AI Tools

Sales Tips

Building a referral flywheel

Most business brokers treat referrals like a cold call, random and reactive. If you want a flywheel that generates consistent deal flow, you need a system that builds trust and promotes knowledge sharing.

Here’s how to grease the gears:

1. Segment your Partners

Don't blast your entire CRM with the same email. Segment your partners to ensure your ask matches their expertise.

2. Deliver Value

Why should a busy CPA risk their reputation by sending a client to you? It’s usually a mix of these three:

• Trust: They know you will do a good job.

• Competence: They’ve seen you sell companies.

• Reciprocity: You aren't just taking leads; you're sending them back and providing success fees.

  • Pro tip: track how many leads you’ve sent each of your referral partners.

3. Stay Top of Mind

Your referral partner flywheel stops if you don't keep pushing. Here’s how to stay top-of-mind:

• Co-Branded Intel: Host a 20-minute State of the Market webinars. You bring the deal flow data; they bring their expertise perspective.

• The "Deal Sheet" Digest: A monthly "Just Sold/Just Listed" update specifically for partners. Show them the types of deals you're hunting for right now.

• The "High-Value" Check-in: Ditch the "just checking in" email. Instead, try: "I’m seeing a spike in [Industry] valuations; thought your clients in that space might want to know. What are you seeing?“

• The Strategy Swap: Grab coffee to discuss their lead gen. When you help a partner grow their business, they’ll feel obligated to help grow yours.

• The "Pocket Listing" Preview: Give your top-tier referral partners a 48-hour "first look" at new listings before they hit the main portals or your general newsletter. Maybe they have the perfect strategic to acquire the business - Win Win Win.

• The Content Exchange: Offer to write a guest Market Spotlight for their newsletter. You get free distribution to their database, and they get high-quality content without lifting a pen.

• Joint Success Stories: When a referred deal closes, don't just send a thank-you note. Ask the partner if you can co-author a "Case Study" post on LinkedIn. It highlights your closing ability and their role as a trusted advisor.

• The "Industry Deep Dive": Send a quarterly "Trends Report" on a specific niche (e.g., HVAC, SaaS, or Landscaping). Partners can forward this to their clients as a value-add, keeping your name attached to "expert-level" data.

• Targeted Introductions: Proactively introduce two people in your network who should know each other but don't involve a deal (e.g., connecting a CPA to a great Estate Attorney). Being a super-connector makes you the hub of the wheel.

• Annual State of the Valuation Lunches: Host a small, invite-only roundtable for your top 5 partners to discuss where multiples are heading. It’s high-level networking that reinforces your position as the local market authority.

• The Nurture Loop Feedback: When a partner sends you a lead that doesn't work out, don't just let it go silent. Call them and explain why it wasn't a fit. This trains the partner to send you better, more qualified leads next time.

• Automated Milestone Gifts: Set a reminder for the 1-year anniversary of a referred deal’s closing. Send a small gift to referring partner. It proves you aren't just one and done.

Enter Google News Alerts to Stay ontop of prospects

Here’s how:

1. Create a list of your top prospect accounts

2. Go to google.com/alerts

3. Sign in

4. In the “Create an alert about…” box at the top, type the company name (e.g., Joe’s Plumbing, KS Manufacturing).

5. Choose how often: As-it-happens, Once a day, Once a week

6. Click “Create Alert.”

Tip for better alerts...
Use quotes for exact matches:
"Joe’s Plumbing"
"KS Manufacturing"