International Business Brokers Association (IBBA)

High Tech, High Touch: Tools and Tactics to Close More Deals

The IBBA Insights episode spotlights how business brokers can leverage technology to accelerate deal flow, featuring Trent Lee of First Choice Business Brokers. Lee, a serial entrepreneur and seven‑time IBBA top dealmaker, explains that the rapid evolution of digital tools forces brokers to ask daily whether they are keeping up, and he argues that embracing automation is essential for serving clients efficiently. Lee emphasizes that a robust CRM is the foundation for automating repetitive tasks such as sending NDAs, qualifying buyers, and distributing confidential information memorandums (SIMs). He warns that brokers who manually handle these steps become bottlenecks, limiting the number of transactions they can close. By tiering confidentiality—level‑one releases for low‑risk data and level‑two for deeper disclosures—technology safeguards client information while streamlining the pipeline. The most vivid example Lee provides is his “high‑tech, high‑touch” workflow: an instant text triggers an NDA email, followed by a personalized video that educates first‑time buyers on confidentiality, valuation metrics, and next steps. Subsequent videos guide buyers through pitch‑deck review, meeting preparation, and offer drafting, each linked to his calendar for seamless scheduling. This blend of automated messaging and human‑centric video builds trust while eliminating redundant manual outreach. For brokers, the takeaway is clear: integrating automation and strategic follow‑up can double transaction capacity, improve client education, and differentiate services in a crowded market. Even seasoned professionals can overcome perceived age‑related tech barriers through focused learning or partnering with tech‑savvy teams, positioning themselves for sustained growth in an increasingly digital brokerage landscape.