This event offers group, live learning. Workshops are geared towards educating its membership and inciting advancements in this growing industry. Seating is on a first come, first served basis. No sign-up is necessary for workshops. 

Spring 2010 IBBA Workshop presentations will be available online 2-3 weeks before the start of the Conference. Please download the presentations for workshops you plan to attend and print hard copies to bring to Orlando. Handouts will not be available onsite.

Courses will also be offered in conjunction with the M&A Source and IBBA Conferences in Orlando. Click here for a full list. 

Selling Automotive Garages as a Recession-proof Business
Thursday, June 17 – 8:00 a.m. - 9:30 a.m.
LEVEL: BOTH
Joseph Harrel, CBI
The average age of the automobile on the road in North America is growing. Owners with vehicles no longer under manufacturer warranty rarely continue to service their vehicles at dealerships. There are many components of a vehicle that need periodic replacement to continue operating, regardless of age and mileage. There is a large pool of well-qualified buyers available due to the closures of automotive dealers by manufacturers. The number of available service bays in many markets is shrinking. There are some very simple metrics that enable an automotive shop to be profitable assuming proper management and customer service. These same metrics can prevent good operators from being successful in the wrong environment. This session will outline what these metrics are and how they can significantly add or subtract value to existing businesses.

Best Ways to Handle Buyer Prospect E-mail Inquiries
Thursday, June 17 – 8:00 a.m. - 9:30 a.m.
LEVEL: BOTH
Jeff Jones, ASA, CBA, CBI
This session will review the major Web sites designed for posting businesses for sale. Methods for responding to first-time buyer e-mail inquiries and how to get information to qualify buyers will also be covered as well as following up with buyer inquiries that require prospects to come into the office to get additional information. Attendees will have the opportunity to share their current methods and collectively brainstorm new ideas.

Five Deal-makers, Five Deal-killers – How Credit Analysts Actually Look at Your Deals
Thursday, June 17 – 8:00 a.m. - 9:30 a.m.
LEVEL: BOTH
Dave Phillips; Matt Austin; Donald Rudnik
In this panel session, an experienced SBA lender, asset-based lender and private equity group will identify the deal-makers and the deal-killers from each of their unique perspectives. When analysts look at a deal, what are the first things they look for? It's the deal-killers, also known as "weaknesses." The second thing they look for are the deal-makers, or strengths, that might mitigate one or more of the deal-killers. When you look at as many deals as the analysts do, you start to see the common threads that come up time and time again. This session will uncover the top fivestrengths and weaknesses from an analyst’s perspective and how the strengths can be used to offset the weaknesses. Learn how to see the deal like the analysts see it so you can structure your deal right the first time.

CRM Solution Due Diligence: ACT! Versus Salesforce
Thursday, June 17 – 8:00 a.m. - 9:30 a.m.
LEVEL: BOTH
Todd Torquato, CBI
This session will delve into one broker’s experience of researching and planning for the implementation of a customer relationship management (CRM) system in his firm. Save time and discover the answer to "Which of these systems is right for me and/or my firm?.” Learn the differences between ACT! and Salesforce including their capabilities for data migration, the unique benefits of each system, their common features and pricing structures. Discover how to determine the best platform and version for your firm and how to customize it once you have made your decision.

Mastering LinkedIn & Finding Time to Do It!
Thursday, June 17 – 9:45 a.m. - 11:15 a.m.
LEVEL: BOTH
Glen J. Cooper, CBI, CBA, BVAL
LinkedIn is the dominant social networking site most suited to business brokers. Brokers need to develop a LinkedIn profile and participate in discussion groups to be seen as viable by many professionals that generate leads. Yet the reasons for doing this, and the ways to do it, are still evolving. Without being done properly, it is a guaranteed time-waster. This workshop will utilize the LinkedIn Web site to show how to effectively use social networking to generate and convert leads to profitable clients, build long-term relationships and credibility and leave a positive reference trail. Time management tips for social media will also be shared. Discover how to use social media to find more time, experience less stress, increase profits and create a better life.

Don't Lose A Buyer - Develop a Buy Side Franchise Practice
Thursday, June 17 - 9:45 a.m. - 11:15 a.m.
LEVEL: BOTH
Tom McLenahan, CBI

Discuss what it takes to sell franchises. Learn why selling a franchise is a good fit for business intermediaries and how doing so can improve results. Understand the importance of having proper training and tools to work with potential franchise buyers plus why a good inventory of franchise business is needed.

Adding Consulting Revenue Streams to Your Brokerage Practice
Thursday, June 17 – 9:45 a.m. - 11:15 a.m.
LEVEL: MAIN STREET
Frank Sahlein, CBI
Consulting revenue streams are possible! This workshop will discuss the most in-demand types of consulting services and offer an innovative and comprehensive glimpse into how to develop consulting clients. Learn how the main types of consulting – on-demand, retainer-based business coaching, business-rating systems, business expansion planning and business valuations – differ. Ways to market consulting services including e-mails, promotional campaigns, telemarketing, informational Webinars on timely topics, surveys and articles for publication will also be covered. Find out how to develop industry trend newsletters, event presentations, best practices libraries and business coaching programs that potential clients will want to utilize.

High Probability Selling
Thursday, June 17 – 9:45 a.m. - 11:15 a.m.
LEVEL: MAIN STREET
Pino Bacinello, CBI, M&AMI, CMEA, CSBA
This workshop will present a statistical comparison of traditional versus high probability selling (HPS) techniques for assessment. Comparative benefits and drawbacks will be discussed as well as a step-by-step approach to HPS specifically tailored to business brokerage and intermediary work. It is intended to remove fear and rejection, make resistance disappear and build relationships of mutual trust and respect between brokers and clients, thereby producing positive results and experiences. Get a glimpse of how to differentiate from the competition, prospect using HPS and communicate by being brutally honest. Become more productive in a buyer/seller or individual meeting and learn how to eliminate rejection.

Coaching, Exit Planning and Lead Generation
Friday, June 18 – 10:00 a.m. - 11:30 a.m.
LEVEL: BOTH
Glen J. Cooper, CBI, CBA, BVAL
“Exit planning” is the new buzzword, as more professionals are offering this service. There is a big demand right now, and probably a bigger demand in the near future, but after the buzzword fades, what is next? This session will discuss how business brokers and intermediaries can help business owners rediscover the core values that fueled their business dreams to begin with, and balance those with straight-forward assessments of the core performance metrics necessary to continue in the business and/or sell it. Learn how to do this as a coach, not an exit-planning funeral director. There is a skill set recipe for the type of business coach that owners need―the ability to listen and create a spreadsheet, know how the real world works and understand how that plays out in financial numbers and most business brokers already have such skills. There is an opportunity to make this a new part of a business-selling practice ―one that generates immediate cash flow, long-term relationships with business owners and increased skills at coaching that can be learned and used for a lifetime.

Business Valuation in a Recovering Economy
Friday, June 18 – 10:00 a.m. - 11:30 a.m.
LEVEL: BOTH
Louis Pereria, MBA, CBI, CBA, ASA
This workshop will discuss the differences between fair market value and most probable selling price (MPSP) and under which circumstances each is appropriate. The three generally accepted approaches to business valuation will be reviewed and discussed, including the appropriate methods that should be considered and applied in developing MPSP. Specific emphasis will be placed on how each method needs to be adjusted during economic downturn and recovery.

How Brokers Can Earn Non-Contingent Fees Advocating for Buyers
Friday, June 18 – 10:00 a.m. - 11:30 a.m.
LEVEL: BOTH
Ted J. Leverette
Frustrated when educating buyers? Get them to pay you for it. Don’t let buyers (who will buy a business but not one of your listings) walk out your door without hiring you. If you already (or want to) earn fees advising buyers, this presentation can empower you to earn more money, plus list more businesses for sale and close more deals. Ted Leverette, creator of the consulting niche, Business Buyer Advocate ®, shares some of the 500 year collective experience of advisors using his methods. Serving buyers is not a mirror image of serving sellers. The devil is in the details, such as properly positioning buyer advisory within the small/midsize business buy/sell industry. Learn, with audience interaction, to avoid frustration with buyers; offer services buyers pay for and why/how they pay; avoid conflict of interest with business brokerage or business valuation; market/sell services to qualified buyers; recognize your unique advantage.

Changing Market Multiples Pratt’s Stats Mid Market and IBA Transactions
Friday, June 18 – 10:00 a.m. - 11:30 a.m.
LEVEL: BOTH
Warren Burkholder, CBI, CBA, ASA
This Workshop will present analyze of IBA and Pratt’s Stats databases over their history to determine the trends in trends in sales, prices, financing, and other statistical factors.  This will give you a more factual basis upon which to place your opinion as to what is happening in the Market place today.  This information is not available from any other source.  Be better prepared to answer that question about the Most Probable Selling Price of Your Business IS?

Focus On You
Friday, June 18 – 2:15 p.m. - 3:45 p.m.
LEVEL: BOTH
Larry Sternberg
Building relationships is fundamental to success as a business broker. This breakout session is not a lecture, but rather, an interactive workshop where participants will practice using a relationship-building technique that is the result of more than 30 years of research. The technique has applications in your personal and professional life.

Beyond the Standard Recapitalization – Three Innovative Ways to Partner with Private Equity Firms
Friday, June 18 – 2:15 p.m. - 3:45 p.m.
LEVEL: BOTH
Mark Hunter
Despite having similar investment criteria, not all private equity firms are the same. There are many important differences with regards to motivations, partnership styles, transaction structures, personalities, source of funding, investment time frame, operational involvement and add-on acquisitions. Recapitalization is just one of many ways a private equity firm can partner with a small business. This session will discuss the upcoming trends in private equity and how they are impacting the business brokerage industry.

Saving Your Greatest Asset with Business Succession
Friday, June 18 – 2:15 p.m. - 3:45 p.m.
LEVEL: BOTH
Dr. Bart A. Basi, CPA/Attorney at Law
The two greatest threats to business today are not competition and the economy. The two greatest, imminent threats are lack of succession planning and the potential for estate taxes. Are you and your business prepared? If you do not have an estate plan that addresses business succession and estate taxes, this seminar is a must-attend. Don't let your business or estate become assets of the government and taxing bodies!

Forensic Accounting: Uncovering Fraudulent Schemes and Activities
Friday, June 18 – 2:15 p.m. - 3:45 p.m.
LEVEL: BOTH
Monty Walker, CBI, CPA, BSB
Forensic accounting is the application of investigative and technical skills for the purpose of resolving financial issues.  Forensic accounting is becoming a cornerstone in safeguarding business assets and business interests in an ever changing environment. This workshop will review various types of fraudulent schemes and activities found in the workplace. How fraudulent schemes and activities can misrepresent the true position of a business will be discussed. Discovery methods to uncover fraudulent and misleading activities will be reviewed. A specific emphasis of this subject matter to the business transition process will be applied in this workshop.

Boom, Bust, Rebound, Build: Thriving in the Current Business Cycle
Friday, June 18 – 4:00 p.m. - 5:30 p.m.
LEVEL: BOTH
William B. Conerly, PhD
In the past two years business brokerage has experienced the end of an economic boom, a severe downturn and the chance to assess and regroup. Business valuations have become less certain, financing has been difficult and buyers and sellers have had trouble agreeing on price. At this economic turning point, new opportunities abound for adding value to business owners and prospective buyers. This session features an economic expert who presents an economic outlook, with two areas of special emphasis: banking and finance. Learn how changes in the economy will alter the challenges that business owners face.

Mastering LinkedIn & Finding Time to Do It!
Friday, June 18 – 4:00 p.m. - 5:30 p.m.
LEVEL: BOTH
Glen J. Cooper, CBI, CBA, BVAL
LinkedIn is the dominant social networking site most suited to business brokers. Brokers need to develop a LinkedIn profile and participate in discussion groups to be seen as viable by many professionals that generate leads. Yet the reasons for doing this, and the ways to do it, are still evolving. Without being done properly, it is a guaranteed time-waster. This workshop will utilize the LinkedIn Web site to show how to effectively use social networking to generate and convert leads to profitable clients, build long-term relationships and credibility and leave a positive reference trail. Time management tips for social media will also be shared. Discover how to use social media to find more time, experience less stress, increase profits and create a better life.

Don't Just List...List to Sell
Friday, June 18 – 4:00 p.m. - 5:30 p.m.
LEVEL: MAIN STREET
Carl E. Grimes, CBI
In today’s economy, it is especially important to be able to identify and screen target markets. This session will review how to find your target and then interview, listen to and market to that group. Discover ways your due diligence and closing process can change once you have identified your target market.

Think Out of the Box! What We Can Learn from Innovative International Practices
Friday, June 18 – 4:00 p.m. - 5:30 p.m.
LEVEL: MAIN STREET
Edwin Lee, CPA, CFA
Although business brokerage practices overseas are fundamentally similar to those of USA, there are many differences among countries and continents. On a relative basis, USA is a more established market and “rules” have very much been set in the eyes of brokers and clients.  Such “rules”, however, do not exit in many countries in Asia Pacific and Europe.  Therefore, many brokers in their respective countries have “invented” their own way of business brokerage and have been very successful on implementation.  Their ways of doing businesses overseas provide much stimulus to brokers in the USA to think “outside the box” to (1) provide extended services and (2) generate more income.

The Value of Valuation in Healthcare: Understanding Hospital/Physician M&A Transactions
Saturday, June 19 – 8:00 a.m. - 9:30 a.m.
LEVEL: BOTH
Alexander N. Fritz, CPA/ABV, CVA
This presentation will delve into the Stark Laws as originally drafted by Congressman Pete Stark of California, fraud and abuse considerations and the Federal Anti-Kickback statute. Discussions will include government reimbursement, commercial reimbursement (e.g. Anthem, Cigna, UHC, etc.), various systems of healthcare delivery (e.g. physician offices, hospitals, ambulatory surgery centers, etc.) and financial/economic issues that impact these entities. Critical considerations in pricing a healthcare transaction from an income, market and cost (asset) approach methodology will also be covered.

Market Your Brokerage Business on the Web
Saturday, June 19 – 8:00 a.m. - 9:30 a.m.
LEVEL: BOTH
Hector Vazquez
Discover how to get more exposure for your business on the Web through social media, Web sites and Google campaigns.

How to Implement and Effectively Use a CRM System Plus IBBA's New Web Initiative
Saturday, June 19 – 8:00 a.m. - 9:30 a.m.
LEVEL: BOTH
Steve Wain
The IBBA and M&A Source recognize the need for technology to provide brokers and intermediaries with a greater means to success while still promoting the profession. How to effectively utilize technology is important to productivity, communication, maintain legal records and  garner additional profits. If you are just starting in the brokerage industry, this workshop will give you some technology options to consider. If you are established, gain some pointers on how to improve your practice. This workshop is not meant to make you a tech guru; its primary objective is to create awareness of the options available to business brokers, show what has been proven to work and why it is imprtant to consider these alternatives in order to remain competitive and achieve higher profitability. Attendees are encouraged to bring a laptop.

Broker Opportunities in the Private Career School and College Industry
Saturday, June 19 – 8:00 a.m. - 9:30 a.m.
LEVEL: BOTH
Barry J. Berkowitz, PhD, CBI and Susan F. Schulz, DEd
This workshop will present the opportunities that exist for business brokers and M&A professionals in the private, for-profit career school and college industry, as this industry is currently in a growth mode. Learn the unique challenges associated with schools compared to other businesses.  We will first provide the basic facts and stats about the career school industry, including definitions, descriptions, terms and terminology.  Then, the unique challenges of working as an intermediary in the career school industry will be examined.  We will also discuss how the various regulatory bodies impact the change of ownership and, therefore, the selling process.  Finally, we will share the methods of identifying schools for sale by allying with school M & A specialty firms as well as school consultants.

Using a Capital Corp to Boost Your Brokerage Business
Saturday, June 19 – 9:45 a.m. - 11:15 a.m.
LEVEL: BOTH
Joe McCaul, CBI, M&AMI, MBA
The current banking environment is one of restricted access to capital. As brokers, we live on the tipping point. If a deal is financed, it closes and we get paid. If it does not close, we have to keep working and not get paid. This workshop will review one firm’s experience shifting from acting solely as an intermediary to more of a merchant banking business model. By forming a capital corporation to facilitate deal making, Joe McCaul was able to close more deals. His firm lended the seller money to clear liabilities and  financed the brokerage fee and outright acquisition of his client's business. This approach allowed him to offer support to current and past clients – and even if the offer was not accepted, it earned deeper client loyalty. Discover his strategy and discuss if it can apply to your firm. 

Search Engine Optimization for Business Brokers
Saturday, June 19 – 9:45 a.m. - 11:15 a.m.
LEVEL: BOTH
Lisa Leach
Pay-per-click campaigns are becoming expensive and cost prohibitive for many brokers. Discover tips for enhancing organic search results without having to pay, through search engine optimization (SEO), and learn why SEO is a better long-term investment than pay-per-click. Discussion will also cover how social media affects Web sites and search engine position, why inbound linking is so important, how to get your Web site noticed by major search engines and ways to see how you and your competitors rank on search engines.

Selling/Buying a Distressed Company
Saturday, June 19 – 9:45 a.m. - 11:15 a.m.
LEVEL: MAIN STREET
Donald Rudnik
Closing more deals with conventional lending in turmoil makes using private equity a must. This panel, which consists of an experienced, high-risk lender, an experienced, distressed buyer and a distressed-buying investment firm, will present case studies of successful distressed sales. Each panelist will also discuss the current 2010 economic environment with specifcs on what makes a deal work and what causes it to fail.

Inexpensive Public Relations Tools and Strategies
Saturday, June 19 – 9:45 a.m. - 11:15 a.m.
LEVEL: BOTH
Scott Mashuda, CBI
This workshop will discuss the fundamental differences between public relations and advertising. These terms are often used interchangeably but are fundamentally different because of how they are perceived by prospects, how they work and how much they cost. Understand the differences and then explore a number of free tools that can help develop both advertising programs and public relations campaigns.