Are You Facing the Same Content Challenges as Other Business Brokers?

Content creation is the backbone of digital marketing for business brokers. It’s how you build authority, stay visible between deals, and position yourself as the obvious choice when an owner finally decides it’s time to sell. But if you’ve ever struggled to keep up, you’re far from alone.

In our recent Business Broker Growth Benchmark Survey, we asked industry professionals to share their biggest obstacles to consistent content publishing. The results so far (and we still want more responses!) are both revealing and surprisingly encouraging because they show that the problem is less about raw effort and more about clarity and direction.

The Real Problem Isn’t Time – It’s Strategy

You might assume “lack of time” would top the list of content challenges. Most brokers are juggling deals, negotiations, and owner conversations, so it’s natural to blame the clock.

Yet only 18% of respondents said time was their main roadblock.

Instead, the biggest barrier was “no clear strategy or plan,” with 27% naming this as the top culprit. That’s a critical insight:

• Many brokers aren’t just struggling to find hours in the day.
• They’re searching for a direction and a roadmap to guide their content efforts.

Without a strategy, content feels like a never-ending treadmill. You post when you remember, you stop when deals get busy, and you restart when things quiet down. There’s no clear connection between what you’re publishing and the kind of owners or deals you actually want to attract.

A simple, practical content strategy usually answers questions like:

• Who exactly are we trying to reach?
• What problems or questions do they have before they talk to a broker?
• Which formats make the most sense for us (email, LinkedIn, podcast, short video, etc.)?
• How often can we realistically publish without burning out?

Once those answers are clear, content becomes less overwhelming. You’re not staring at a blank page; you’re following a plan.

Why Consistency Breaks Down

Another prominent challenge brokers reported was “difficulty staying consistent,” at 23%.

That’s more than just a matter of discipline. Consistency tends to break for two reasons:

1. No structure. If you don’t have a simple schedule and workflow, publishing is the first thing to slip when deals get busy.
2. Low confidence in the plan. When you’re not sure your content is working, it’s hard to stay motivated.

Interestingly, only 5% of respondents said “running out of ideas” was their main concern. That suggests most brokers have plenty of stories, lessons, and insights they could share. The issue is stitching those ideas into a repeatable system that runs even when they’re busy:

• A monthly theme or topic.
• A weekly rhythm (e.g., one email, one LinkedIn post, one short video).
• A simple way to repurpose content across channels.

When you know what’s happening each week and why, consistency stops being a willpower problem and becomes a process problem, which is much easier to fix.

Resources and ROI: Team Support Matters

About 9% of brokers cited “no internal team or support” as their main barrier. Another 9% were “unsure what content would actually convert,” pointing directly to resource constraints and uncertainty about content ROI.

This combination reveals a common pattern:

• Brokers know content matters.
• They’re willing to invest effort.
• But they either don’t have people to help or aren’t sure which activities move the needle.

In practice, this often leads to “random acts of marketing”:

• A few posts when there’s time.
• An occasional email blast with no follow-up.
• A video or podcast episode that never gets repurposed.

None of that is wrong. But without a simple way to measure success (opens, replies, conversations started, inbound inquiries), it’s hard to know what’s worth repeating. That’s where even a lightweight system helps:

• Decide what “success” looks like for your content (e.g., number of owner replies, calls booked, referrals initiated).
• Track basic metrics for a few months.
• Double down on the formats and topics that consistently spark conversations.

A Small Group Already Has This Solved

One more data point is worth noting: 9% of respondents said, “we already have this handled well.”

That’s a minority – but it’s proof that the challenge is solvable. These brokers:

• Have at least a basic strategy.
• Know who they’re speaking to and what they want to be known for.
• Have either built internal support or partnered with outside help.
• Run content as a system, not a one-off project.

The gap between that 9% and everyone else isn’t talent or charisma; it’s structure, clarity, and commitment.

So, What Does This Mean for You?

If you’ve ever:

• Felt overwhelmed by planning content.
• Struggled to stay consistent beyond a few weeks.
• Wondered whether your posts and emails are doing anything meaningful.

You’re in good company. The survey shows these are common hurdles for business brokers nationwide, not personal failings.

The encouraging part is that most of the challenges are solvable with targeted changes:

• If strategy is the issue, focus on defining your audience, your message, and your core formats.
• If consistency is the issue, build a simple calendar and workflow you can actually sustain.
• If resources and ROI are the issue, start small, track results, and get help where it matters most.

Awareness Is the First Step, Action Is the Next

Awareness is powerful. When you can name your specific roadblocks, you can stop blaming “the market” or “the algorithm” and start making focused improvements.

From there, the next step is to decide:

• What will you change in the next 90 days?
• Will you finally document a basic content strategy?
• Will you commit to one or two consistent formats?
• Will you create or find support so content doesn’t die every time your deal flow spikes?

Even small changes compound quickly in this business. A clearer plan, a more consistent publishing rhythm, and a better use of your existing relationships can translate directly into more visibility, more trust, and more seller conversations.

As Brene Brown says, how do you eat a pan of brownies? One bite at a time!

And if you’re already experimenting with digital content, this data should encourage you to keep going. Just make sure you’re building on a real strategy, not pushing out content for content’s sake.

And if you haven’t taken the survey yet, use this link: [https://impact.businessbrokergrowth.com/survey]

Featured Podcast Episode

What if the “seller-first” mentality that’s ruled business brokerage for decades is actually limiting your growth and impact? Are you ready to ditch outdated models and put the buyer at the heart of your strategy, transforming both your approach and your results?

In this episode, we challenge the industry’s traditional priorities, revealing how a relentless focus on buyers, cultivating trust, credibility, and a high-quality pipeline, can revolutionize your business. The old playbook of chasing listings and working harder isn’t enough; it’s about engineering a market where buyers seek you out, and sellers are drawn to your reputation for putting great deals together. Growth comes from having the courage to flip the script, taking measured risks, and refusing to compete with bad actors through transparency, authenticity, and a relentless drive to raise the bar.

I sat down with 🛩Clint Fiore, CEO of Dealonomy, to unpack his unique journey, from frustrated buyer to award-winning sell-side broker to building a platform that’s set to disrupt the industry. Clint Fiore shares why most brokers are stuck at the mercy of unrealistic sellers, why focusing on buyer experience is the real lever for scale, and practical lead gen strategies that work in today’s market. You’ll hear real examples, vital lessons about identifying red flags, and why setting expectations and walking away from the wrong listings can make or break your long-term success.

Share this episode with a fellow broker who’s ready to leave the status quo behind and start building a pipeline that works, for them and for their clients.

To hear the full story and more broker growth hacks, listen to the full episode now! https://businessbrokergrowth.com/podcast/

Until next time,

Jason

PS. Take the Digital Impact Assessment (free) →https://get.businessbrokergrowth.com/assessmentNL