What if the secret to long-term success in business brokerage has less to do with technical skills and more to do with personal authenticity, relentless education, and treating people right? Are you building your deal flow on a foundation of deep regional knowledge, lasting relationships, and a win-win mentality? Or are you simply chasing transactions?

When you look beyond commissions and truly invest in your own expertise and your clients' success, you build not only trust but also a practice that stands the test of time. As this episode reveals, the best brokers, the ones whose businesses endure, obsess over team building, continual learning, transparency, and the strength of their reputations, not just their pipelines.

In this special episode with Gregory Kovsky, President and CEO of IBA, the lessons go far beyond EBITDA multiples and negotiation tactics. You’ll learn how Gregory’s journey from basketball coach to top dealmaker shaped a leadership philosophy built on the golden rule, education, and team excellence. The episode covers the nuances of local versus national brokerage, the power of full disclosure and mentorship, and how building a legacy means raising the bar for the entire industry, not just yourself. Real-world tales of complex deals, cross-cultural challenges, and the human element of business transitions make this a must-listen for any broker seeking lasting impact.

Subscribe for more insights on how to grow your deal flow and become a truly trusted advisor in business sales and succession.

Guest Links:
LinkedIn: https://www.linkedin.com/in/gregory-kovsky-460aab7/
Email: gregory@ibainc.com
Website: https://ibainc.com/

Connect with Oliver:
Email: oliver@ibainc.com
LinkedIn: https://www.linkedin.com/in/oliverkotelnikov
YouTube: https://www.youtube.com/@NextVentureAlliance
Instagram: https://www.instagram.com/nextventurealliance

• (00:00:00) - The Next Venture
• (00:00:34) - Meet Gregory Kofsky
• (00:03:11) - Gregory Koski on His Background and Fatherhood
• (00:05:00) - Rudy Wade on His Career as a Coach
• (00:18:50) - In the Elevator With Business Brokers
• (00:24:38) - Bradley: Business Broker: A Unique Profession
• (00:34:25) - Local Knowledge of the Northwest
• (00:44:19) - Local Knowledge in Selling a Property
• (00:45:54) - In the Elevator With Steve Jobs
• (00:46:43) - Intermediaries: The Golden Rule
• (00:55:18) - Full Disclosure of Retirement Plans
• (01:05:57) - How Numerology Can Make or Break a Deal
• (01:06:29) - Competition in Business Brokerage
• (01:09:35) - Mentorship and Competitive Business
• (01:21:45) - A Moment of Inspiring a Broker
• (01:29:06) - Recharge Your Battery With Vacations
• (01:37:57) - Pushing the Right Question in Negotiations
• (01:39:22) - The importance of personal relationships in the business
• (01:43:33) - Do Business Real Estate Deals Need a Human Touch?
• (01:49:56) - Does an IBA Broker Need a Multiple?
• (01:56:29) - How Good Are You at Valuing Your Clients'?
• (02:00:08) - Minimum Wage and the Business Owner
• (02:05:22) - Real Estate Broker: Qualifications of Buyers and Sellers
• (02:12:17) - Seizing the Day
• (02:17:04) - IBA President Joe Carbone on His Legacy
• (02:21:53) - Leave the Business Better Than You Found It
• (02:23:32) - How Do You Compare to Your Brokerage Career?
• (02:33:08) - Wales World Cup 2018
• (02:42:06) - Who Will Win the NCAA Tournament?
• (02:44:31) - A Moment of Truth