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, November 15

8:00 a.m. - 12:00 p.m.	Course #350 M&A Opportunities in the Health Industry
8:00 a.m. - 5:30 p.m.	Course #210 Analyzing and Recasting Financial Statements (Day 1)
8:00 a.m. - 5:30 p.m.	Course #335 Maximizing the Value of the Privately Held Company
1:30 p.m. - 5:30 p.m.	Course #423 Managing the Seller's Options - The Seller's Unending Question

Tuesday, November 16

8:00 a.m. - 12:00 p.m.	Course #340 Fundamentals of Distribution Business M&A
8:00 a.m. - 5:30 p.m.	Course #104 Legal Aspect of Business Brokerage
8:00 a.m. - 5:30 p.m.	Course #150 Securing Sellers
8:00 a.m. - 5:30 p.m.	Course #210 Analyzing and Recasting Financial Statements (Day 2)
8:00 a.m. - 5:30 p.m.	Course #217 Choice of the Business Entity
8:00 a.m. - 5:30 p.m.	Course #425 Understanding Private Equity
1:30 p.m. - 5:30 p.m.	Course #370 Fundamentals of Service Business M&A

Wednesday, November 17

8:00 a.m. - 5:30 p.m.	Course #155 Buyer Management
8:00 a.m. - 5:30 p.m.	Course #215 Selling and Appraising Restaurants
8:00 a.m. - 5:30 p.m.	Course #220 Introduction to Pricing Small Businesses
8:00 a.m. - 5:30 p.m.	Course #250 Positioning the Buyer and Selling using SBA Financing
8:00 a.m. - 5:30 p.m.	Course #301 Introduction to Mergers and Acquisitions
8:00 a.m. - 5:30 p.m.	Course #311 How to Develop a Buy-Side Practice

Thursday, November 18

8:00 a.m. - 12:00 p.m.	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. - 12:00 p.m.	Course #550 Marketing with Seminars
8:00 a.m. - 5:30 p.m.	Course #221 Pricing Small Businesses - Level 2
1:30 p.m. - 5:30 p.m.	Course #551 Seller Seminar for the Business Broker

Saturday, November 20

8:00 a.m. - 5:30 p.m.

Course #307 Financing the M&A Acquisition

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
Tuesday, November 16 – 8:00 a.m. - 5:30 p.m.
8 CREDIT HOURS - $269
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 #117 ✛ 
Understanding Tax Returns
Thursday, November  – 8:00 a.m. - 12:00 p.m.
4 CREDIT HOURS - $199
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 #150
Securing Sellers
Tuesday, November 16 – 8:00 a.m. - 5:30 p.m.
8 CREDIT HOURS - $269
Patricia McDonald, CBI, M&AMI
Discover how to obtain and build a sellable inventory in today's economy. Learn how to prospect for sellers with creative methods that help you get past the "gate keeper", how to use the Internet to help you work "smarter vs. harder". Discover inexpensive ways to market yourself and your company, plus network for the best results so you are remembered. Find out how to create an effective listing process, then list and package a business for sale, so Buyers will call you. It is highly recommended that participants have taken Course #101.

Course #155
Buyer Management 
Wednesday, November 17 – 8:00 a.m. - 5:30 p.m.
8 CREDIT HOURS - $269
Russ C. Bieber, CBI
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 #205 ✛
Power Networking
Thursday, November 18 – 8:00 a.m. - 12:00 p.m.
4 CREDIT HOURS - $199
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, November 18 – 8:00 a.m. - 12:00 p.m.
4 CREDIT HOURS - $199
Len Krick, CBI, M&AMI, MBA, CMEA
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, November 15 – 8:00 a.m. - 5:30 p.m. (DAY 1)
Tuesday, November 16 – 8:00 a.m. - 5:30 p.m. (DAY 2)
16 CREDIT HOURS - $400
Debra Andrews, 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 #215
Selling and Appraising Restaurants
Wednesday, November 17 – 8:00 a.m. - 5:30 p.m.
8 CREDIT HOURS - $269
Shawn Sanborn, CBI
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 and how to avoid the most common mistakes. Learn how to sell more of your restaurant listings including restaurants with negative cash flow. All attendees will receive an electronic version of the 2010 Restaurant Industry Operations Report. No prerequisites.


Course #217
Choice of the Business Entity
Tuesday, November 16 – 8:00 a.m. - 5:30 p.m.
8 CREDIT HOURS - $269
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, November 17 – 8:00 a.m. - 5:30 p.m.
8 CREDIT HOURS - $269
Warren Burkholder, Jr., CBI, CBA, ASA
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 Businesses – Level 2 
Thursday, November 18 – 8:00 a.m. - 5:30 p.m.
8 CREDIT HOURS - $269
Warren Burkholder, Jr., 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
Positioning the Buyer and the seller using SBA Financing 
Wednesday, November 17 – 8:00 a.m. - 5:30 p.m.
8 CREDIT HOURS - $269
Bernard Siegel, PhD, CBI
With higher SBA limits, the SBA financing route may assist M&A intermediaries and not just main street brokers. 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 $5 million (higher if real estate is involved) in the shortest possible time, using all the resources available. This course has been updated to reflect the changes of the SOP that became effective October 1, 2010, and the passage of the Small Business Bill in late September, 2010. 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 #301 ❖
Introduction to Mergers and Acquisitions 
Wednesday, November 17 – 8:00 a.m. - 5:30 p.m.
8 CREDIT HOURS - $295
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 #307
Financing the M&A Acquisition
Saturday, November 20 – 8:00 a.m. - 5:30 p.m.
8 CREDIT HOURS - $295
Mike Adhikari, CBI, M&AMI, MSM, MBA, MSEE
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 #311
How to Develop a Buy-Side Practice
Wednesday, November 17 – 8:00 a.m. - 5:30 p.m.
8 CREDIT HOURS - $295
Alan Clark, CBI 
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 #335
Maximizing the Value of the Privately Held Company 
Monday, November 15 – 8:00 a.m. - 5:30 p.m.
8 CREDIT HOURS - $295
Darrell Arne, CBI, CPA, ASA
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 #340 ✛
Fundamentals of Distribution Business M&A
Tuesday, November 16 – 8:00 a.m. - 12:00 p.m.
4 CREDIT HOURS - $225
Thomas B. Whipple, CBI, M&AMI
Distribution businesses comprise a significant segment of the service sector in the U.S., which in total accounts for more than 70% of GDP. Distribution businesses account for a growing number of M&A transactions each year. 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 distribution businesses - regardless of the complexity of the business. M&A professionals should develop a greater level of confidence in representing distribution 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 #350 ✛
M&A Opportunities in the Health Industry
Monday, November 15 – 8:00 a.m. - 12:00 p.m.
4 CREDIT HOURS - $225
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 #370 ✛ 
Fundamentals of Service Business M&A
Tuesday, November 16 – 1:30 p.m. - 5:30 p.m.
4 CREDIT HOURS - $225
Thomas B. Whipple, 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 ✛ 
Managing the Seller's Options - The Seller's Unending Question
Monday, November 15 – 1:30 p.m. - 5:30 p.m.
4 CREDIT HOURS - $225 
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 
Understanding Private Equity
Tuesday, November 16 – 8:00 a.m. - 5:30 p.m.
8 CREDIT HOURS - $325
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.

Course #550 ✛
Marketing with Seminars 
Thursday, November 18 – 8:00 a.m. - 12:00 p.m.
4 CREDIT HOURS - $199
Robert J. Gurrola, CBI, M&AMI
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
Thursday, November 18 – 1:30 p.m. - 5:30 p.m. 
4 CREDIT HOURS - $199
Robert J. Gurrola, CBI, M&AMI
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.