The IBBA University offers a variety of courses that cover topics for the beginner broker as well as topics dealing with the more sophisticated transactions of the M&A Intermediary. The courses can be completed in the following ways:
- IBBA University courses are offered twice a year in conjunction with the IBBA Conference for Professional Development.
- Local affiliate organizations may offer IBBA University courses throughout the year. Click here to view the affiliate education calendar.
- 3 IBBA University courses (Courses 101, 501, and 25 can be completed online. Click here to register for online courses.
The IBBA is the only professional organization to provide these opportunities.
International Business Brokers Association, Inc. is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be addressed to the following:
National Registry of CPE Sponsors
150 Fourth Avenue North, Nashville, TN, 37219-2417
Web site:
www.nasba.org
Certified Business Intermediary
Becoming a Certified Business Intermediary® (CBI®) is the best thing you can do for your business broker career. This certification is highly looked upon in the broker community and by business professionals worldwide. Don't miss out on your opportunity to take advantage of the IBBA and the CBI to increase your business. View information about the CBI or apply online NOW.
Course #101
Introduction to Business Brokerage (8 credit hours)
Learn about the role, value and ethics of the business broker in the process of finding sellers, preparing listings, finding qualified buyers, negotiations and closing sales. Become knowledgeable in the skill levels associated with the various business broker associations, certifications and specialties. This course is required for CBI designation. No prerequisites.
Course #104
Legal Aspect of Business Brokerage (8 credit hours)
Protect yourself and your commissions. Learn how to practice more profitably and with more informed regard for the law by covering some of the most important legal issues related to contracts, listing agreements, letters of intent and offers to purchase and closing documentation. Discuss licensing issues and explain, through examples,
the proper procedures for listing, marketing and closing. Review sample forms that can be used in most business sales transactions. No prerequisites.
Course #107
Understanding Financials (4 credit hours)
Do you find understanding financial statements and tax returns a challenge? Learn what all those numbers on the tax returns and financial statements mean and how they interact. Understand what all the “bean counters” seem to know and a lot of us find challenging. This course is a must for new business brokers. There are no prerequisites for this course but it is suggested that participants take Course #130 first, and it is highly recommended that this course be taken before Course #210.
Course #108
Overcoming Objections in Listing and Sales Contracts (4 credit hours)
Gain the knowledge and materials to obtain more listings, satisfy seller concerns and get more sales contracts signed. Discuss the four parts to overcoming objections: understanding the objection, anticipating the objection, selling yourself and practicing. This course is geared to new brokers and those who want to improve their ability to overcome objections. Recommended that participants have taken Course #101 or equivalent.
Course #110
Selling Franchises (8 credit hours)
How can your firm identify franchise resale and new candidates? Discover the specific technical knowledge required to understand franchise law and practice. Explore SBA financing through a number of case histories explaining valuation, franchiser involvement in transaction and financing sources and techniques. No prerequisites.
Course #111
Business Brokerage Marketing & Sales (8 credit hours)
Learn marketing principles and sales and advertising techniques used by successful business brokerages. Leave with an understanding of how to apply basic marketing concepts to create a firm's approaches for "going to market." Explore techniques such as direct mail, telemarketing, Internet marketing, building referral networks and other general advertising tactics such as media selection, promotional pieces, paid advertising and publicity. Improve the presentation skills that effect basic sales, psychological pacing and consultative selling. Students turn common objections into advantages and help develop their own marketing philosophy through practical exercises. This is a core skills program designed for brokers with less than two years in the business brokerage industry and amplifies material covered in courses #150 and #155. No prerequisites.
Course #112
Prospecting for Clients
Learn the five-step process that any business broker, new or experienced, can use to build an inventory of listings within a 60-120 day period. Proven techniques include direct mail and e-mail, telemarketing, personal visits, networking for referrals and general advertising. Explore these tactics that will help you locate and attract interested buyer prospects to your listings. Write and/or critique scripts, brochures, business cards and ad copy during this course, so that you can develop your own personalized marketing plan. This core skills program is designed for brokers with less than two years in the business brokerage industry and amplifies material covered in Courses #150 and #155. It is also a good course to take before the seminar courses (550 series) and Course #205 (Power Networking). Course #101 (Introduction to Business Brokerage) or #301 (Introduction to the M&A Process) is a prerequisite.
Course #120
Tax Issues of General Business Brokerage (8 credit hours)
This course provides tips on finding hidden information in tax returns and takes a look at the differences in stock versus assets sale and which one is most beneficial. Learn how the allocation of sales prices can benefit the client and how to avoid tax issues that could be a “land mine” to your transaction. Leave with tips to increase the number of referrals from accountants. No prerequisites.
Course #130
Accounting Basics for Business Brokers (8 credit hours)
This course provides brokers/intermediaries with an understanding of basic accounting terms and fundamentals. Learn how to read financial statements and tax returns, determine ratios and apply the information to a business sale during this “boot camp” for those without formal accounting training. This course is highly recommended before taking Course #210 and Course #220. No prerequisites.
Course #150
Securing Sellers (8 credit hours)
Discover how to build a sellable inventory. Learn how to prospect for sellers, create an effective listing process and list and package a business for sale. It is highly recommended that participants have taken Course #101.
Course #155
Buyer Management (8 credit hours)
Learn how to find and manage the buyer and achieve success in main street business brokerage. Become skilled in creating and giving a buyer presentation, as well as helping the buyer through the multi-step buying process. It is highly recommended that participants have taken IBBA Courses #101 and #150.
Course #158
Managing the Transaction (8 credit hours)
Achieve success in Main Street business brokerage by focusing on the last four phases of the business brokerage process: navigating the sale, removing contingencies, closing and following up on the sale. Learn how to work efficiently with offers and landlords. It is highly recommended that participants have taken Courses #101, #150 and #155.
Course #205
Power Networking (4 credit hours)
Many successful business intermediaries obtain more than half of their listings by developing centers of influence through networking and referrals. Learn where and how to network, along with tips on introductions and building relationships, how to connect with other professionals and how to become the go-to individual in the industry. This course is recommended for Main Street and M&A practitioners. There are no prerequisites.
Course #206
Managing the Due Diligence Process (4 credit hours)
Learn how to take a defined and methodical approach at the due diligence process for transactions, whether large or small, simple or complex. Ascertain whether or not to take a listing and how to increase your chances of successfully closing each transaction. Discuss how to determine if a business is likely to have trouble during due diligence, identify possible impediments to closing, educate the seller and buyer about the process, control and manage the due diligence process and set up appropriate document review and control processes and systems. This course is applicable to Main Street and Middle Market. Course #101 is a prerequisite. It is recommended that participants have experience with recasting, financial statements and dealing with legal documents.
Course #210
Analyzing and Recasting Financial Statements (Beginner)
Analyzing and Recasting Financial Statements (Advanced)
(16 credit hours)
Ever faced an income statement that shows little or no profits, yet the company is profitable? This two-day course focuses on recasting financial statements to maximize company earnings while minimizing liability. Learn how to find and support increased earnings in a client’s business. Registrants for this course must have passed Course #130 or the #210 pretest (To take the pre-test online, click here). Note: Conference registration will not be processed until registrants have passed Course #130 or the #210 pre-test. Please contact the IBBA headquarters for eligibility. Textbook is highly recommended.
Course #215
Restaurants – Selling/Valuation (8 credit hours)
Restaurants are specialized businesses comprising a large segment of many business brokers’ inventories. Learn how to effectively list, market and sell restaurants, as well as how to value a restaurant using traditional appraisal approaches. Discuss how to recast financial statements using industry averages, write effective ads and understand average unit sales. No prerequisites.
Course #220
Introduction to Pricing Small Businesses (8 credit hours)
Learn to apply market data to determine the most probable selling price of a small or midsize business (sales price less than $1 million) and how to report this as a “broker’s opinion of value.” Study case problems, use information from different databases and apply this knowledge in class. Discuss how to prepare a better listing and communicate more effectively about pricing and value. Review the three approaches to value with a primary focus on the approach used most often by brokers: the market approach. Course #210 is a prerequisite. Textbook is highly recommended.
Course #221
Pricing Small Business – Level 2 (8 credit hours)
This course continues the development of important business pricing skills started in Course #220, focusing on those businesses typically sold for under $1 million. Discuss the Income and Asset Approaches in detail and learn how to reconcile differences between the various methods including the Direct Market Data Method. Find out how and when to use the Capitalized Income Method, Excess Earnings Method, the Multiple of Discretionary Earnings Method and others. Learn how to argue for or against the substance of a third party valuation report. Course #220 is a prerequisite.
Course #229
Professional Practice Management — Revised (8 credit hours)
Build and run a professional practice with information derived from world-class advisors, Michael Gerber and David Maister, as well as valuable insights from CBI course creators. Discover the steps and skills needed to transform any professional practice. Gain new insights on how to balance career demands with personal life. Start a new practice the right way or develop an existing firm, with the information from this cutting-edge course. This course is suitable for new or experienced brokers or intermediaries. Prospective attendees are encouraged to review the following Web sites: www.e-myth.com and www.DavidMaister.com. Textbooks referenced for the course are Gerber’s E-Myth Revisited and Maister’s Managing Professional Service Firms. No prerequisites.
Course #250
SBA Financing (8 credit hours)
Learn how SBA can be used as a tool to correctly position the buyer and seller. Review SBA financing and lender requirements and see firsthand how lenders and loan brokers use creative approaches to help close transactions. Find out how to truly pre-qualify transactions as part of marketing activities and how to arrange loans from $25,000 to $4 million in the shortest possible time, using all the resources available. After completion of this course, participants will be able to use SBA financing as a tool to list more businesses and close more deals. This course
is recommended for Main Street Brokers and M&A Intermediaries. It is recommended that participants have taken Course #101 or #301 and have some understanding of business brokerage and the loan process.
Course #280
Effective Negotiations for Business Brokers (8 credit hours)
Working with unsophisticated and emotional parties in a transaction is both challenging and frustrating. Discover how to become an effective third-party negotiator throughout the process of listing, marketing and closing a small business transaction. Learn how to apply negotiation principles, techniques and tactics to achieve the best results possible. Participate in exercises and role-playing that improve negotiation skills when working with sellers, buyers and their advisors. This course is recommended for new and experienced business brokers. No prerequisites.
Course #301
Introduction to Mergers and Acquisitions (8 credit hours)
Learn what is involved in the mergers and acquisitions (M&A) process, the intermediary’s role and value within the process and the ethical decision-making that must be applied throughout. Introduction to the M&A process is geared toward individuals who are considering developing a professional practice as an M&A advisor. Such individuals may be general business brokers who want to understand the differences in activity and skills required in the middle-market; professionals and executives who have been involved in transactions but who have not acted specifically as a deal-maker and other professionals who have some related experience in middle-market transactions, but have not functioned as business brokers themselves, such as lawyers, accountants, etc. No prerequisites.
Course #304
Legal Aspects of Mergers and Acquisitions (8 credit hours)
Discover the fundamentals and techniques used in dealing with key transaction documents. Discuss tax structuring concepts and how to effectively work and negotiate with attorneys. Leave with an understanding of key components and strategies relating to confidentiality agreements, engagement letters, letters of intent and comprehensive agreements. No prerequisites.
Course #307
Financing the M&A Acquisition (8 credit hours)
Find out how buyers structure deals from a financing standpoint. Discuss the various types of financing (employed debt, equity and subordinated debt) and the relationship between buyer types, financing options, value and price. Learn how M&A business acquisitions are financed and how to educate sellers about financing structures, thus managing their price expectations and increasing your odds of closing more deals. Please bring a financial calculator to class. No prerequisites.
Course #310
Marketing M&A (8 credit hours)
Learn how to successfully contact and retain sellers of mid-market companies, how to motivate owners to sell and how to guide them through the selling decision. Discuss the importance of educating business owners about the middle market and selling their companies, targeting middle market owners and using that education as a selling tool to obtain clients on retainer. No prerequisites.
Course #311
How to Develop a Buy-Side Practice (8 credit hours)
Learn how to develop an effective buy-side practice by using a proven business model. Get tips on how to explain the value and need for buy-side advisory services to your clients and discuss marketing strategies that have been successful for others. This course is recommended for those who have taken Course #301 and have at least one year of intermediary experience. No prerequisites.
Course #325
Succession Planning (8 credit hours)
It is estimated that only five percent of business transfers are handled through business brokers. Why not capitalize on 100 percent of this burgeoning "succession planning" market opportunity? Learn how to earn fees as a succession planning facilitator through the succession planning process and strategies. Discuss topics such as business valuation, minority discounts, transfer tax saving strategies, buy/sell agreements, giving to family members, ESOPs, CRTs and positioning strategies to maximize the price. Courses #210, #220 and #221 are prerequisites, or equivalent business valuation experience.
Course #335
Maximizing the Value of the Privately Held Company (8 credit hours)
Measure and create value by understanding why “cash is king.” Discuss how the cost of capital is computed and what benchmarking methods pinpoint opportunities to maximize business value. Explore the value drivers of business and the 100 strategies to maximize business value. Evaluate specific value-added services that financial consultants and business intermediaries can provide to maximize business value at the “deal stage” when a business is sold. Courses #210, #220 and #221 are prerequisites, or equivalent business valuation experience.
Course #341
M&A Research (8 credit hours)
Gain overall strategies to enhance the methods and incorporate key sources to assist in investigating, researching and analyzing any transaction, industry, company or client. It is not intended to provide specific sources but to create the structure (i.e. lists) as a guide to the most likely source (best category) for answers to questions regarding the deal process. No prerequisites.
Course #345
Tax Boot Camp for the Merger and Acquisition Professional (8 credit hours)
If you’re a business intermediary who is, plans to be or wants to be involved in larger transactions, tax issues are paramount. Review the Internal Revenue Code, taxes commonly paid by the privately-held business owner, tax rates, types of business entities, the four strategies for saving taxes and tax elections, plus depreciation and amortization methods. Discuss installment sales, allocation of purchase price, the pros and cons of asset sales and stock sales. The course manual includes checklists, reference materials, sample IRS forms and a glossary of business tax terms. A calculator is required for this course. Course #120 is a prerequisite or equivalent tax experience.
Course #355
Managing the M&A Buyer Process (8 credit hours)
This course introduces new tools and processes to efficiently find a buyer who can close a deal. Learn how to establish a “demographic footprint” of the buyer, create a prioritized list of buyers, qualify the target list and create a targeted plan to sell the business. Find out how to talk to buyers and work with them during the initial tour of the business. It is recommended that participants are a CBI or M&AMI or have equivalent background, and have taken Course #301. Other recommended courses include: #304, #307, #335, #341 and #380.
Course #380
Navigating the M&A Process (8 credit hours)
Increase the number of transactions closed (and make each one more profitable) – it’s all about negotiation through and within the M&A process. Learn how to assess strengths and weaknesses and gain new tactics and techniques for working through the M&A process. Examine the critical role negotiation plays in each step of the process through discussions about key issues and common concerns in transactions. Prior to this course, participants will be sent a brief case study to complete. The completion of CBI core courses and one year of M&A experience is required.
Course #385
Key M&A Negotiations (8 credit hours)
Learn about the two key negotiation milestones in a mid-market deal: securing the M&A engagement and managing negotiations with prospect(s) to the LOI. Gain the understanding necessary to create effective engagement agreements that are right for the client and fair for the intermediary. Once the engagement agreement has been executed, intermediaries use the full complement of skills and resources to negotiate the best outcome for the client. At these two points, intermediaries have the most influence on the outcome of a professional M&A process for all parties. No prerequisites.
Course #421
Balance Sheet – A Uniquely Powerful Closing Tool (4 credit hours)
If the income statement sets the expectations of price, the balance sheet sets the terms of the deal. Understand the impact that the balance sheet has on the probability of a deal closing, the financing options, or lack thereof, transaction structure, the closing balance sheet and ultimately the after-tax proceeds to the seller. Take away an understanding of the balance sheet and how to navigate the deal points that that will lead to more successful closings. No prerequisites.
Course #429
M&A Best Practices for Practice Development (8 credit hours)
Review examples of best practices from some of the most successful intermediaries in our business. Break down M&A businesses into several competency areas, such as business planning, leadership, infrastructure and branding. Learn why there is no single best practice or no single competency area that enables an M&A practice to be successful. Bring examples of your own best practices, as well as best practices taken from other professional service firms. Prerequisites for this course are CBI/M&AMI and/or M&A Source membership, along with at least two years of M&A intermediary-level deal making.
Course #430
Advanced M&A Tax Strategies and Deal Structures (8 credit hours)
Review the four strategies for saving on taxes with a quick overview of taxable business transactions. Focus on how to acquaint business brokers/intermediaries with specific advanced M&A tax strategies and deal structures to include pre-transaction intra family transfers using family limited partnerships, private annuities and self-canceling installment notes; pre-transaction company split-ups, spin-offs and spilt-offs that receive non-taxable divisive reorganization treatment; partial liquidation distributions when a portion of a company is sold; stock sales treated as asset sales under Section 338(h)(10). Discuss non-taxable acquisitive reorganizations which include statutory mergers and forward or reverse triangular mergers. Cover charitable remainder trusts in detail, plus the tax benefits of an ESOP, using an acquired company's net operating loss carryover, the qualified small business company gain rollover and various other advanced M&A tax saving strategies. Course #345 and at least five years business broker/intermediary experience are the prerequisites.
Course #455
Structuring Mergers and Fold-in Transaction Opportunities (4 credit hours)
Review the current market opportunities available in sourcing “merger” and “fold-in” type of engagements. For purposes of this course, the definition of a “merger” will only apply to the business issues involved in combining two companies. The “fold-in” type transactions to be discussed will cover the practical deal points involved when a company makes an acquisition and relocates that operation into its own facility. Discuss how to seek out these type of engagements, right-fit assessment of the parties, advisor’s role in managing the process, approaches to determining deal value, transaction structuring options and how to get paid at closing. Review successful case study examples. It is required that participants are a CBI or have equivalent background of at least two-three years of M&A intermediary experience and have taken several 300-level courses.
Course #501
Standards of Care for Business Brokers (4 credit hours)
Avoid costly and time-consuming lawsuits with clients, customers and/or other brokerage firms. Discuss firsthand experiences involving lawsuits, governing regulatory punishment and trade association sanctions involving business brokerage standards of care. Topics include: regulatory bodies that control and/or regulate the activities of business brokers; canons of professional ethics and conduct; IBBA Code of Ethics and Standards; trade associations that provide guidance; rules and regulations of business brokers and the 10 commandments for safe brokerage.
Course #550
Marketing with Seminars (4 credit hours)
Host a successful marketing seminar to attract potential clients and increase your book of business. Learn how to keep seminar costs reasonable and form alliances with sponsors. A CD-ROM including documents, forms, checklists and templates needed to organize a seminar is included with course registration. This course is recommended for Main Street brokers and M&A intermediaries. It is recommended that participants have taken Courses #101 or #301 and have a good understanding of the business brokerage process. It is suggested that participants take one of the companion courses, #551, #552 and/or #553 and a Speaker Training course.
Course #551
Seller Seminar for the Business Broker (4 credit hours)
Discuss the key topics and ideas that need to be communicated to attract Main Street business sellers. Develop a customized PowerPoint presentation that you can use to put on a seminar to attract potential main street clients and result in a listing. A CD with a sample seminar presentation is included with course registration. This course is recommended for main street brokers. It is recommended that participants have taken Courses #101 and #550 and have a good understanding of the business brokerage process so they can confidently put on a marketing seminar. It is suggested that participants also have taken or will take Train the Trainer or a presentation skills course. It is recommended that participants have taken Courses #101 and #550 and have a good understanding of the business brokerage process so they can confidently put on a marketing seminar. It is suggested that participants also have taken or will take Speaker Training or a presentation skills course.
Course #552
M&A Seller Seminar (4 credit hours)
Review key topics that should be presented in a seminar in order to successfully attract M&A business sellers and result in a listing. A CD-ROM with a sample seminar presentation is included with course registration. It is recommended that participants have taken Courses #101 or #301 and #550 and have a good understanding of the business brokerage process. It is suggested that participants have taken or will take a Speaker Training or presentation skills course. This course is recommended for M&A intermediaries.
Course #553
Putting on a Buyer Seminar (4 credit hours)
Discuss the key topics that should be communicated in a seminar to successfully attract business buyers. Learn how to tailor the process covered in course #550 and discover how to host your own seminar to attract potential clients interested in buying a main street business. A CD-ROM with a sample seminar presentation is included with course registration. It is recommended that participants have taken Courses #101 or 301 and #550 and have a good understanding of the business brokerage process. It is suggested that participants have taken or will take a Speaker Training or presentation skills course. This course is recommended for main street brokers and M&A intermediaries.