We recently connected with Jason Dougher and have shared our conversation below.

Jason, thanks for joining us, excited to have you contributing your stories and insights. Let’s start with education – we’d love to hear your thoughts about how we can better prepare students for a more fulfilling life and career

One of the key changes I would make to the education system is to reintroduce students to the trades much earlier in their schooling. When I was growing up, many high schools offered courses like woodworking, metal shop, and drafting, which exposed students to hands-on skills. These classes weren’t just about learning a trade; they gave students practical experience and confidence in working with tools. Unfortunately, many schools today no longer offer these programs, and there’s been a cultural shift pushing students toward four-year universities with majors in fields like medicine, law, accounting, or engineering.

This mindset has led to a shortage of skilled tradespeople. Many students miss out on discovering careers in fields like HVAC, plumbing, welding, or electrical work—professions that can be just as financially rewarding and fulfilling as the traditional white-collar path. These careers often provide stability, high demand, and entrepreneurial opportunities without requiring a university degree.

To illustrate this point, I recently worked with a business owner in the HVAC industry who approached me about buying another HVAC company. When I asked about his motivation for the acquisition, he told me that his primary goal was to acquire employees. He couldn’t find enough competent, skilled workers on his own and believed that buying another business with experienced employees was his best option. He shared how frustrating it was to interview candidates who had completed technical training but didn’t have basic skills—such as identifying a common tool like a Sawzall or correctly reading a tape measure. He simply couldn’t take the risk of hiring someone without foundational knowledge. This challenge is something I see all too often in various industries.

In addition to reintroducing the trades, I believe the education system needs to teach students about business and economics earlier in life. Every career path—whether as a doctor, plumber, or artist—involves understanding the basics of how business works. And business knowledge isn’t just for aspiring entrepreneurs. Knowing how to manage finances, understand markets, and make sound business decisions is essential for personal and professional success. The earlier students are exposed to these concepts, the better prepared they’ll be for the realities of adulthood, whether they choose to work for someone else or start their own business.

These changes would give students a broader range of career options and practical skills, better preparing them for fulfilling careers and financially secure lives—no matter which path they choose.

As always, we appreciate you sharing your insights and we’ve got a few more questions for you, but before we get to all of that can you take a minute to introduce yourself and give our readers some of your back background and context?

I grew up in the suburbs of Cleveland, Ohio, and earned a bachelor’s degree in Accounting from the University of Akron. After graduation, I began my career with KPMG as an auditor before joining PwC in their transaction advisory practice. There, I had the opportunity to support private equity firms and strategic acquirers with acquisitions and divestitures. In 2004, I transitioned to Eaton Corporation, where I spent nearly two decades in various roles across the business, working on complex financial transactions and large-scale corporate strategies.

In 2021, my family and I relocated to Phoenix, Arizona, with aspirations of building a new chapter in life. After years in corporate America, I was drawn to the idea of owning my own business. When my employer asked me to move back to Cleveland in 2023, I knew it was the right time to make a change and pursue entrepreneurship. Initially, I explored buying a business, which led me to speak with several business brokers. Through those conversations, I realized that business brokerage was a field where I could leverage my experience in finance, transactions, and strategy.

That’s how I found my way into business brokering. Today, I help business owners prepare for the eventual sale of their businesses, valuing their companies, and managing the sale process from start to finish. I also work with buyers to identify the right businesses to acquire and guide them through every step of the acquisition process. Having been on both sides of the transaction table throughout my career, I understand the nuances and emotions involved in buying and selling a business. My goal is to make the process as smooth and seamless as possible for my clients.

What sets me apart is the combination of my accounting background, transaction advisory experience, and hands-on knowledge from working with businesses of all sizes. I pride myself on bringing a high level of professionalism and integrity to every client relationship, whether I’m working with a first-time business buyer or an established business owner planning their exit. I aim to build trust with my clients by being transparent, diligent, and detail-oriented throughout the entire journey.

On a personal note, my wife and I have three children who keep us busy and fulfilled. Our oldest, 19, has entered the trades as a carpenter for a large firm—a career path we’re proud to support. Our second son, 17, is exploring business programs as he looks at colleges, and our youngest daughter, who’s 7 going on 13, loves dance and music. My wife works as a nurse practitioner, focusing on hormone therapy services. We enjoy traveling, entertaining friends, and spending time in the kitchen cooking together.

Ultimately, what I’m most proud of is the opportunity to serve my clients by helping them navigate major life transitions—whether they’re selling a business they’ve built over decades or embarking on a new venture. Business transactions are complex, but with the right guidance, they can be incredibly rewarding. I want my clients to know that I’m committed to their success, and I take great satisfaction in helping them achieve their goals with confidence and clarity.

What’s worked well for you in terms of a source for new clients?

When I first started, I was advised to allocate a significant portion of my marketing budget to social media ads—Facebook, Instagram, Google, and other platforms—while also experimenting with cold calling, email campaigns, direct mail, and similar channels. For the past 18 months, I’ve tested all these strategies, and I’ve found that, at least in my business, direct mail has been the most effective source of quality referrals. Personalized letters introducing myself, sharing my background, and inviting recipients to schedule a confidential call have generated the strongest leads.

I believe this success is linked to the demographic that drives most of my business: the Baby Boomer generation. Baby Boomers currently own the largest number of businesses and are actively transitioning into retirement, leading many of them to explore selling their businesses. They tend not to engage with social media as frequently as younger generations and generally appreciate a more personal, thoughtful approach. While I do receive leads through social media, these tend to come from smaller businesses, and the quality of those leads isn’t as high as those generated through direct mail.

My second most valuable source of business is networking and referrals, especially from accountants, financial advisors, and attorneys. These professionals play crucial roles in the business sale process, and there’s a natural synergy between what they do and what I do as a business broker. Building relationships with these trusted advisors has been incredibly rewarding and has led to some of my best client referrals.

If there’s one piece of advice I’d offer to other business owners, it’s this: don’t rely solely on online efforts to grow your business. While digital marketing is useful, there’s no substitute for in-person connections. Getting out, meeting people, having direct conversations, and building real relationships will always be invaluable. It strengthens your business in ways that no amount of screen time can match.

Does your business have multiple or supplementary revenue streams (like a ATM machine at a barbershop, etc)?

Yes, my business has multiple revenue streams, and it’s important to clarify that business brokers do far more than simply find buyers and collect a commission, as many people assume. While marketing a business and managing the sale process is a core part of what we do, our services go much deeper—serving as both advisors and transaction managers throughout the entire lifecycle of a business sale.

One of our key services is exit planning. This involves working closely with business owners to develop a well-thought-out exit strategy, ensuring that both personal and financial implications are addressed. Often, this means collaborating with their accountant to develop tax strategies, coordinating with their financial advisor to ensure wealth management plans align with the exit, and involving their attorney to address estate planning considerations. We also help owners assess whether their business is truly ready for sale—whether the financials are organized, records are in order, contracts are current, and the business operations are optimized to attract the highest value.

In addition to exit planning, we provide business valuations. These valuations serve a variety of purposes beyond sales transactions, such as gift or estate tax planning, divorce settlements, buy/sell agreements, mergers and acquisitions, and even to support lending processes. Valuation services require specialized knowledge, training, and credentials, which not all brokers possess. I bring my background as a CPA to the table and am just a couple of weeks away from obtaining my CVA (Certified Valuation Analyst) credential, which enhances our ability to provide expert valuation services.

We also handle the marketing and transaction management process, which can be a significant burden for business owners. Selling a business is often a time-consuming and emotionally charged process, and trying to manage it independently can be overwhelming. We take on the responsibility of marketing the business, identifying and negotiating with potential buyers, structuring the transaction, and managing the closing process. This allows business owners to stay focused on running their business, which is especially critical during the sale process to maintain value.

There are far more ways to leverage the expertise of a business broker than people typically realize. It’s essential to work with a broker who has the right experience and credentials to provide these services comprehensively. With the right advisor, business owners can achieve a well-planned, successful exit that aligns with their personal, financial, and legacy goals.

Contact Info:

• Website: https://PhoenixNW.fcbb.com
• Instagram: https://www.instagram.com/firstchoicephoenix/
• Facebook: https://www.facebook.com/jasondougherphoenixNW
• Linkedin: https://www.linkedin.com/in/jasondougher/
• Youtube: https://www.youtube.com/@JasonDougher