ETA Utah Chapter Panel: Understanding the Broker Ecosystem

Finding a good business to buy is rarely about a single listing or a single platform. It’s about understanding how deal flow actually moves, how brokers think about buyers and sellers, and how to position yourself as a credible acquirer long before a deal is under LOI. This panel brings together experienced brokers to demystify the broker ecosystem and share a practical, on-the-ground view of how searchers can build relationships, surface opportunities, and navigate early conversations with sellers. We’ll cover: - How brokers source and screen deals - What makes a buyer stand out (and what raises red flags) - Best practices for approaching and building relationships with brokers - How to think about proprietary vs brokered deal flow - Common mistakes searchers make when engaging brokers and sellers - Open Q&A on ETA, search, and lower-middle-market M&A Panelists: - Rick Krebs — M&A Advisor and CPA with deep experience in business brokerage and exit planning, helping owners sell and buyers acquire lower-middle-market businesses. - Adam McMurtrey — CEO, XP Business Brokerage. Background in engineering, operations, and value creation, now focused on brokerage and exit planning. - Diane Warsoff — President, Exit Factor of Salt Lake & Utah County; former CEO / Co-Owner, Transworld Business Advisors of Utah County. Extensive experience in valuation, exit strategy, and transaction execution. - John Dudash — Former CEO of multiple private equity-backed middle-market companies across CPG, manufacturing, and supply chain. Now serves as an M&A specialist for the SMB community. Moderated by: Chase Murdock — CEO, Decada Group & Durable Open to searchers, aspiring acquirers, investors, independent sponsors, operators, and others interested in ETA and small business acquisition. RSVP here: https://www.builddurable.co/events/eta-utah-chapter-panel