EP 124: Inside the Broker’s Engine Room: George Wellmer on the Future of Business Sales

Sep 17, 2025

42:32

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Episode notes

Most people think selling a business is just like selling a house. That’s where they’re wrong.

George Wellmer, founder of Tupelo, clarifies the misconceptions sellers have about brokers and the deal process. George explains how technology and AI are simplifying administrative tasks, allowing brokers to focus on guiding clients through the most important transaction of their lives. He also shares what sellers and owners need to understand about valuation and finding the right buyer before listing their company for sale.

In this episode, you will:

Learn the difference between good and bad brokers
Understand how deal acceleration and buyer targeting really work
Hear how AI and automation are changing the way businesses are marketed and sold

Highlights:

(00:00) Meet George Wellmer

(05:20) How business brokers help close deals

(09:43) Vetting the quality of potential buyers

(11:45) Keeping up with the different aspects of a brokerage

(15:53) Buy-side brokers vs sell-side brokers

(22:22) How AI enables brokers to be more efficient

(26:36) Questions to ask to avoid bad brokers

(32:36) Why hiring a broker is worth it

(38:20) George’s advice for buyers, sellers, and advisors

Resources:

For past guests, please visit https://www.defendersofbusinessvalue.com/