This event offers group, live learning. Courses vary in degree of complexity and content and range from beginner to advanced. The higher the number, the more advanced the content. The 100- and 200-level courses may be more geared towards the Main Street Broker, while 300- and 400-level courses are considered M&A Basic Studies and M&A Advanced Studies, respectively. 500-level courses are designed for Main Street Brokers and M&A Intermediaries. Read course descriptions carefully when choosing your conference schedules. Please bring a calculator to all courses.

Register today for the IBBA Conference and Courses   

Monday, June 14

8:00 a.m. - 12:00 p.m.	NEW! Course #350 M&A Opportunities in the Health Industry
8:00 a.m. - 5:30 p.m.	Course #120 Tax Issues of General Business Brokerage
8:00 a.m. - 5:30 p.m.	Course #210 Analyzing and Recasting Financial Statements (Part 1)
8:00 a.m. - 5:30 p.m.	Course #345 Tax Boot Camp for the Merger and Acq. Professional
1:30 p.m. - 5:30 p.m.	NEW! Course #423 Managing the Seller's Options - The Seller's Unending Question

Tuesday, June 15

8:00 a.m. - 12:00 p.m.	Course #360 Principles of Manufacturing M&A
8:00 a.m. - 5:30 p.m.	Course #280 Effective Negotiations for Business Brokers
8:00 a.m. - 5:30 p.m.	Course #210 Analyzing and Recasting Financial Statements (Part 2)
8:00 a.m. - 5:30 p.m.	NEW! Course #217 Choosing the Business Entity
8:00 a.m. - 5:30 p.m.	NEW! Course #425 Understanding Private Equity
1:30 p.m. - 5:30 p.m.	NEW! Course #370 Fundamentals of Service Business M&A

Wednesday, June 16

8:00 a.m. - 5:30 p.m.	Course #110 Selling Franchises
8:00 a.m. - 5:30 p.m.	Course #104 Legal Aspects of Business Brokerage
8:00 a.m. - 5:30 p.m.	Course #220 Introduction to Pricing Small Businesses
1:30 p.m. - 5:30 p.m.	Course #108 Overcoming Objections in Listing and Sales Contracts
8:00 a.m. - 5:30 p.m.	Course #250 SBA Financing
8:00 a.m. - 5:30 p.m.	Course #112 Prospecting for Clients
8:00 a.m. - 5:30 p.m.	Course #301 Introduction to Mergers and Acquisitions

Thursday, June 17

8:00 a.m. - 12:00 p.m.	NEW! Course #117 Understanding Tax Returns
8:00 a.m. - 12:00 p.m.	Course #205 Power Networking
8:00 a.m. - 12:00 p.m.	Course #206 Managing the Due Diligence Process
8:00 a.m. - 5:30 p.m.	Course #221 Pricing Small Business - Level 2

COURSE SYMBOLS

●      CBI Core Course
❖       Can be substituted for Course #101 in the CBI requirements
✛     1/2-day course
BC   IBBA Boot Camp Course

Course #104 ●
Legal Aspect of Business Brokerage
Wednesday, June 16 – 8:00 a.m. - 5:30 p.m.
8 CREDIT HOURS
John Willems, JD
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 #110
Selling Franchises
Wednesday, June 16 – 8:00 a.m. - 5:30 p.m. 
8 CREDIT HOURS 
Cress Diglio, CBI, M&AMI
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 #112
Prospecting for Clients
Wednesday, June 16 – 8:00 a.m. - 5:30 p.m.
8 CREDIT HOURS 
Ed Pendarvis, CBI
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 #117 ✛ NEW!
Understanding Tax Returns
Thursday, June 17  – 8:00 a.m. - 12:00 p.m.
4 CREDIT HOURS
Monty Walker, CBI, CPA, BCB
Do you often get frustrated when reviewing a tax return because you just do not know where to find the information you need? Understanding how information is transferred from financial statements and presented in tax returns is critical to effectively achieving an accurate recast. This new Boot Camp Series Course will assist participants in understanding how to decipher and properly locate information in tax returns that is needed for recasting. Learn how to identify the tax returns for the four entities commonly encountered by an intermediary, identify the primary schedules in tax returns, explain where to begin recasting using a tax return, locate key recast items within tax returns and compare the reporting differences of financial statements and tax returns. 

Course #120
Tax Issues of General Business Brokerage 
Monday, June 14 – 8:00 a.m. - 5:30 p.m.
8 CREDIT HOURS
Monty Walker, CBI, CPA, BCB
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 #205 ✛
Power Networking
Thursday, June 17 – 8:00 a.m. - 12:00 p.m.
4 CREDIT HOURS
Jerry Cofield, Jr., BCI, CBI, M&AMI
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
Thursday, June 17 – 8:00 a.m. - 12:00 p.m.
4 CREDIT HOURS
Russ Bieber, CBI
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
Monday, June 14 – 8:00 a.m. - 5:30 p.m. (PART 1)
Tuesday, June 15 – 8:00 a.m. - 5:30 p.m. (PART 2)
16 CREDIT HOURS
Dale Clack, CBI
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 #217 NEW!
Choosing the Business Entity
Tuesday, June 15 – 8:00 a.m. - 5:30 p.m.
8 CREDIT HOURS
Monty Walker, CBI, CPA, BCB
The type of entity from which a business is operated directly impacts every aspect of a business including asset protection, businesses expansion options, asset transfer options, ownership transfer options and taxation. The primary entity types, sole-proprietorship, C-corporation, S-corporation, limited liability companies and partnerships will be reviewed in detail in this course. Learn how each entity is formed, operated and dissolved. Gain an understanding of the advantages, disadvantages and best use of each entity type. Review the tax elements of each entity type and how these elements impact taxation in a business transfer. Review structuring issues associated with each entity type and the related impact experienced by both seller and buyer. Transaction structuring case studies are also included to provide participants with real life application of the covered material.

Course #220 ●
Introduction to Pricing Small Businesses 
Wednesday, June 16 – 8:00 a.m. - 5:30 p.m.
8 CREDIT HOURS
Keith Chapman, CBI, M&AMI, BCB, CPA
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 
Thursday, June 17 – 8:00 a.m. - 5:30 p.m.
8 CREDIT HOURS
Warren Burkholder, CBI, CBA, ASA
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 #250
SBA Financing
Wednesday, June 16 – 8:00 a.m. - 5:30 p.m.
8 CREDIT HOURS
Bernard Siegel, CBI
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
Tuesday, June 15 – 8:00 a.m. - 5:30 p.m. 
8 CREDIT HOURS
Michael Marks, CBI
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 
Wednesday, June 16 – 8:00 a.m. - 5:30 p.m.
8 CREDIT HOURS
Joseph Warner, CBI
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 #345
Tax Boot Camp for the Merger and Acquisition Professional 
Monday, June 14 – 8:00 a.m. - 5:30 p.m.
8 CREDIT HOURS
Darrell Arne, CBI, CPA, ASA
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 #350 ✛ NEW!
M&A Opportunities in the Health Industry
Monday, June 14 – 8:00 a.m. - 12:00 p.m.
4 CREDIT HOURS
Chet Walden, CBI, BCI, M&AMI, FIBBA
There are more than 580,000 businesses currently in the healthcare industry. This course is designed to acquaint attendees with the basic tools necessary to understand the healthcare landscape and how best for the M&A intermediary to market their services. The educated and informed intermediary will be better equipped to capitalize on coming regulatory changes affecting the healthcare industry. Participants should be able to gain an insight into this industry segment and determine where opportunities exist.  

Course #360 ✛
Principles of Manufacturing M&A
Tuesday, June 15 – 8:00 a.m. - 12:00 p.m.
4 CREDIT HOURS
Roger Rumble, CBI
This course is designed to introduce you to the knowledge, tools and skills required to obtain a lower middle-market manufacturing engagement. After this course, you will be able to ask pertinent questions of a potential seller and know what research you should do beforehand. This course will enlighten those who haven’t sold a manufacturing business before, and for those with manufacturing transaction experience, will further refine their understanding of the nuances of a successful engagement. Course prerequisites include either Course #301 or #380. It is recommended that you are a CBI, have at least three years of experience and have taken Course #307.

Course #370 ✛ NEW!
Fundamentals of Service Business M&A
Tuesday, June 15 – 1:30 p.m. - 5:30 p.m.
4 CREDIT HOURS
Bill Loftis, CBI, M&AMI
The service sector in the U.S. accounts for more than 70% of GDP. Each year service businesses represent more than half of all M&A transactions. This relevant course is designed to acquaint attendees with basic principles and tools necessary to understand important value drivers, risk factors and other attributes of service businesses - regardless of the complexity of the business. M&A professionals should develop a greater level of confidence in representing service companies through the M&A process. It is recommended that participants have several years of intermediary experience; CBI or equivalent professional background; and completed Course #301, #307 or #380.  

Course #423 ✛ NEW!
Managing the Seller's Options - The Seller's Unending Question
Monday, June 14 – 1:30 p.m. - 5:30 p.m.
4 CREDIT HOURS 
Walt Lipski, CBI, M&AMI
Just about every Seller views their transaction or "Deal" as having three options. Option #1 is "take the money and run". Option #2 is "do nothing, keep the company and hope to grow". Option #3 is "take on a growth partner today and wait for a second payday down the road". Understanding and communicating how a "Deal" relates to each option is KEY to managing the Seller's expectations and controlling the negotiation. This course will provide the necessary insight and tools for the intermediary to effectively address the above Seller options. This presentation will use 3 case studies that will provide in-depth analysis for each of the three seller options. The attendees will take away a working understanding of operating cash flow, free cash flow, and how sales growth affects working capital. In addition the course will explain how to model these variables and how they relate directly to the Seller's unending question. This course is a sequel to Course 421: Balance Sheet - A Uniquely Powerful Closing Tool. As a prerequisite for the course, it is suggested that the participant has taken Course 421 and either 307 or 380, and has at least five years business broker/intermediary experience. 

Course #425 NEW!
Understanding Private Equity
Tuesday, June 15 – 8:00 a.m. - 5:30 p.m.
8 CREDIT HOURS
George Petrulis, CBI, M&AMI
This course will provide a comprehensive overview of the various types of Private Equity Groups (PEGs) in the market place, how they operate, how they process deal flow, and how they evaluate and price acquisition opportunities. The course will also offer the intermediary informative insights as to how PEGs structure deals. The presentation will use case studies that will describe the financial analysis utilized in control and non-control acquisition transactions. Special attention will also be focused on the effect (advantages/disadvantages) that these type of transactions may have on an intermediary's client, and provide the basis for counseling the client to seek out the best solution. 

The course objective is to present the attendee a working knowledge of how the PEGs determine if an acquisition opportunity is a "fit" for their fund, the various capital structures used, the key components in determining ROI bench marks, and the financial modeling approaches to pricing the deal. The course will also share examples of transaction term sheets, and intermediary fee agreements. In addition, the course will suggest ideas on how to best develop a productive relationship with a PEG. As a prerequisite for this course, it is suggested that the participant has previously taken at least one of the following courses: 307, 380, 385, 421 and has at least five years business broker/intermediary experience.