To further enhance your experience, IBBA Headquarters will send all attendees an e-mail containing a link to the audio recordings of the workshops after the conclusion of the conference. Revisit all the top notch workshop presentations when you return home and catch additional workshops you may have missed in Phoenix. 

Friday, November 18

8:00AM - 9:30AM	The Doctor Series: “Social Media Medicine for Business Brokers” Julie Gordon White; Trista Perot, CBI, BCB; Glen Cooper, CBI, CBA, BVAL Audience:  IBBA
	Online Buyer Behavior Insights to Help you Market Businesses Better Michael Handelsman, BizBuySell and BizQuest and Curtis Kroeker, BizBuySell Audience: IBBA & M&A
	Recasting Review: Finding the Hidden Value in Private Companies Louis Pereira, MBA, CBI, CBA, ASA Audience: IBBA & M&A
	Town Hall Meeting Moderated by: Janice Staropoli, President of AZBBA, and features the IBBA Board of Directors Audience: IBBA & M&A
10:00AM - 11:30AM	How to Transition from Mainstreet to M&A - Part 1 Rob Firestone, CBI, M&AMI Audience: IBBA & M&A
	Should you Charge an Upfront Fee or a Retainer? Moderated by:  Marion Van Keken-Rietkerk, CBI and features Suzanne De Lucia, CBI and Keith McLeod, CBI Audience: IBBA & M&A
	Pricing Businesses Today: A Market Approach (DMDM) Update Louis Pereira, MBA, CBI, CBA, ASA Audience: IBBA & M&A
	The Doctor Series:  Bring Your ‘Sick’ deals to ‘The Deal Doctors’ Jim Afinowich, CBI, M&AMI Monty Walker CPA, CBI, BCB, Len Krick, CBI, M&AMI, MBA, CMEA Audience: IBBA & M&A
2:30PM - 4:00PM	How to Transition from Mainstreet to M&A - Part 2 Rob Firestone, CBI, M&AMI Audience: M&A
	Convergence: Financing, Value and Structure Mike Adhikari, CBI, M&AMI, MSM Audience: M&A
	Collaboration and Winning Jack Mackey, CFE Audience:  IBBA & M&A
	Anatomy of a Successful Small-Cap M&A Deal Len Krick, MBA, CBI, M&AMI Audience:  IBBA & M&A

 

Recasting Review: Finding the Hidden Value in Private Companies
Louis Pereira, MBA, CBI, CBA, ASA
Audience: IBBA & M&A
This is a hands-on workshop that provides a review and enhancement of basic recasting skills. The program includes an overview and explanation of both income statements and balance sheets as found in tax returns and internal financial statements. Techniques for identifying and documenting owner add-basks will be discussed in detail. The workshop concludes with a discussion of how you can better present adjustments to gain buyer acceptance.

Town Hall Meeting
IBBA Board of Directors
Audience: IBBA & M&A
What is happening within the IBBA to help Brokers through these tough times? What are our plans to grow and educate the membership? How might our conferences change in the future? These and many more questions have been raised and asked of our leaders. This “Town Hall Meeting” with the IBBA Board of Directors will give you the chance to ask those, and many more questions, in person. 

How to Transition from Mainstreet to M&A - Part 1
Rob Firestone, CBI, M&AMI
Audience: IBBA & M&A
Have you ever wondered how to move your practice upstream, and how to be prepared to successfully represent lower middle market companies? Become better informed about the requirements to successfully transition from a Main Street business brokerage into intermediary representation of lower middle market companies.  Discuss how to successfully operate both business models simultaneously and learn about the processes, terminology, deal structure, financing, participants, documentation, and support and research services that vary from an M&A Source and Main Street practice.

Pricing Businesses Today: A Market Approach (DMDM) Update
Louis Pereira, MBA, CBI, CBA, ASA
Audience: IBBA & M&A
This is a hands-on workshop covering use of the Direct Market Data Method to price small and mid-sized businesses.  The program includes an overview and update of the market approach to pricing businesses.  Data sources are discussed - what are the best sources of market comps, and how they differ.  Correct application of the Direct Market Data Method is illustrated.  Common errors that can cost you listings and deals are covered in detail.  The workshop concludes with a discussion of how you can use market data to set seller and buyer expectations in today’s economy.

The Doctor Series:  Bring Your ‘Sick’ deals to ‘The Deal Doctors’
Jim Afinowich, CBI, M&AMI Monty Walker CPA, CBI, BCB, Len Krick, CBI, M&AMI, MBA, CMEA
Audience: IBBA & M&A
There are many “deal breakers” you face when trying to finalize a business transaction. Explore common obstacles shared by industry professionals and examine ways to solve tough legal, financial, ethical, tax, and structural impediments. Discuss your problems and challenges and let the workshop panel and attendees help you overcome personal struggles. Each member who submits their own experience will be given a chance to explain what strategies they used and the results. Our panel and audience will then provide feedback, suggestions and solutions.

How to Transition from Mainstreet to M&A - Part 2
Rob Firestone, CBI, M&AMI
Audience: M&A
Have you ever wondered how to move your practice upstream, and how to be prepared to successfully represent lower middle market companies? Become better informed about the requirements to successfully transition from a Main Street business brokerage into intermediary representation of lower middle market companies.  Discuss how to successfully operate both business models simultaneously and learn about the processes, terminology, deal structure, financing, participants, documentation, and support and research services that vary from an M&A Source and Main Street practice.

Convergence: Financing, Value and Structure
Mike Adhikari, CBI, M&AMI, MSM
Audience: M&A
How to create a win-win situation for all parities in a transaction. For a deal to close, financing, value and structure (FVS) need to converge to the satisfaction of buyers, sellers and lenders. Examine interaction of FVS drivers for small deals and M&A deals (mainly M&A), various types of debt financing sources (SBA, Bank, Seller, Mezzanine, etc.) and different types of equity sources or buyers (individuals, PEs, Management, and Corporate). Discuss 10 different types of PE buyers.

Collaboration and Winning
Jack Mackey
Audience:  IBBA & M&A
This workshop explores one of the most important ideas in business.  It is the idea of teamwork.
Effective teamwork maximizes excellence and achievement in business. Most executives focus on making the numbers; winning.  But truly outstanding owners and managers focus on developing winning organizations. By attending you will understand the links between organizational performance, customer referrals and loyalty, and business growth; understand the difference between the competitive and collaborative models of excellence; experience the challenges and rewards of working collaboratively (all attendees are active participants); identify the impact of the collaborative model on innovating better, quicker and more effective business practices; and evaluate business strengths and weaknesses.  Also, you will leave with an action plan for building a high-performing team!  Winning teams are an outcome of effective leaders  - those who can get remarkable results from the same team where an average leader gets only average results.

Should you Charge an Upfront Fee or a Retainer?
Moderated by:  Marion Van Keken-Rietkerk, CBI and features Suzanne De Lucia, CBI and Keith McLeod, CBI
Audience: IBBA & M&A
Would you like to get paid for the work you do? Upfront fee, retainer, success fee or……Warning: This panel discussion may change your cash flow!  This  panel of business brokers/owners will tackle a topic, which was first introduced from a LinkedIn discussion, which will offer attendees an opportunity to hear the pros and cons from both sides and will help you decide which is right for you. What works, how to best communicate it and package it so that the vendor will buy it and be happy to pay it. The sale of a business requires the owner to be involved, stay on top of things and provide interim financials in a timely fashion.  There’s the valuation, getting documentation, acting as a counselor, etc. “If the owner decides to go to market I know I am going to have my hands full, could I insist on a monthly fee to carry the listing or charge an upfront fee or retainer?  Come prepared to ask, and add to the discussion, that may have you leaving with a new thought as to what your time is worth.

The Age Wave Secret...A New Business and Market Opportunity
Alan Brind, CBI
Audience:  IBBA & M&A
What is the Age Wave phenomenon? How will the business brokerage market be affected by this phenomenon? What new markets and revenue streams opportunities will be created?
This workshop will provide a rich insight into the realities of the Baby-Boom Generation of business owners, which constitutes an explosion, called the Age Wave. Learn what impact will be on them and the business brokerage industry. Over 8 million business owners will exit their businesses in the next 15 years. Studies show, 75% of Baby Boomer business owners do not know how to handle the most important financial decision of their lifetime. Find out the impact of the supply-demand economics and see how exit planning is a market opportunity and the solution to stay ahead of the crowd.

10 Steps to a $100,000 and More Income
Keith McLeod, CBI
Audience:  IBBA & M&A
These 10 proven steps will move your practice from standard, to distinct, to breakthrough in your market. Take this next path in your career, and be prepared to be sought after by business buyers and sellers calling you to represent them.  Learn to investigate, identify and invest in your strengths along with establishing a competitive advantage and use the other take-a-ways to implement immediately into your business!

Pre-Diligence and Automated Financial Spreadsheets – Information Analysis Tips using Automated Financial Spreadsheets
Steve Wain, CBI, M&AMI
Audience: IBBA & M&A
Ever wonder why some businesses sell for more than others, even though they look the same? Or why some brokers and intermediaries make more money then you, and even earn money in a down economy? This workshop is an extension of the new Course 255, Broker Financial Analytics and  delves deeper into potential Balance Sheet, contingent liabilities, and tax issues that can dramatically impact your potential to close and final closing price. In addition, we will cover how to analyze issues by creating basic Excel financial spreadsheets that you can use to help automate your practice. Time permitting, we will also briefly cover complete financial reporting and valuation products offered as part of your IBBA and M&A Source benefits. Attendees of the workshop will also be provided a few financial spreadsheet templates to use for their practice. ** Note, a basic understanding and use of EXCEL is recommended. Bring your laptop to try examples during the workshop.

How to Evaluate and Determine Shareholders Tax Basis and Determine After Close Deal Proceeds
Monty Walker, CBI, CPA, BCB
Audience:  IBBA & M&A
Attendees will learn how to evaluate a shareholders basis for evaluating what they will be subject to in US taxes after a transaction closes. Learn the difference between Equity reporting on a Balance Sheet and the tax return, and understand the difference in treatment for a ‘C’, and ‘S’ Corps, as well as an LLC. Become a quality IBBA Intermediary and Broker; attend this workshop and understand key deal aspects that will help separate you from others!

Who Does Google Think I Am?
Mike Vialpando
Audience:  IBBA & M&A
Defining who you are as a business is one thing; understanding who they think you are is another.  What is your brand and how do you sell it? With so many options on the Internet what makes you stand out? Believe it or not, ranking isn’t everything.  With the economy like it is, everyone is bidding for the top spot, selling the best price, and trying to poison the well so they are the last one standing.  Learning what your competitors are offering and doing to sell themselves is key.  Being on top of the Internet search doesn’t just mean you’re the best, it could just mean you’re spending the most!   It becomes what the customer lands on that can make a difference between a bounce or a click though. (Bounce is not good!)

Tips for Selling a Restaurant Business
Brian Harron
Audience:  IBBA
My goal is to provide a thorough review of the workings of a successful restaurant business brokerage practice with an emphasis on general restaurant business information, listing techniques and categories of listings, financial analysis of a restaurant business, establishing the asking price and terms and techniques for finding buyers and achieving the successful sale of a restaurant business.  Major sections of the presentation would include, introduction to the restaurant industry and the business of restaurant brokerage, things you need to know to sell a restaurant, financial analysis of a restaurant business and so much more!

Seller Financing- Is it Becoming a Necessary Trend to Survive in Today's Financial Crunch?
Carl Grimes, CBI
Audience: IBBA & M&A  
The current lending climate is strongly negative for Main Street business acquisition deals. This veteran broker will share some of his secrets to help obtain more listings and sell the ones you have in your inventory, using effective owner finance techniques, that will benefit the Seller, the Buyer and the broker, all the way to a closing.

Anatomy of a Successful Small-Cap M&A Deal
Len Krick, MBA, CBI, M&AMI
Audience:  IBBA & M&A
We will walk through an actual successful small-cap deal, step by step. It will include all the resources used and materials generated, including target marketing database, marketing letters, teaser and confidentiality agreement, the CBR and valuation, meeting agendas, letter of intent, definitive agreements, and the broker’s commission.  Included in the PowerPoint slides will be flow diagrams and Gantt Charts for the deal process flow and transaction team responsibilities. 

Work with PEG’s and Increase Your Income – Tips to Working with Private Equity Groups
Jim Afinowich, CBI, M&AMI
Audience: M&A
Learn tips to transition your practice from Main Street to Lower Middle Market so they can get the benefits of working with PEGS. Examine compensation plans, running a process, finding new PEG clients, adding value, hitting the key PEG checklist, how the checklist impacts PEG valuations, and pitfalls to avoid in working with PEGs. It is possible for your business to start out as a main-street intermediary and two years ago transition from Main Street to Lower middle market deals that are marketed to PEG’s and Strategic buyers. Discuss tips for expanding or adding lower middle market/PEG deals to their offerings while also learning about avoiding speed-bumps.