IBBA offers workshops on Friday and Saturday geared towards educating its membership and inciting advancements in this growing industry. Read through each description carefully and plan on attending the workshops that will best suit your needs. Seating is on a first come, first served basis. No sign-up is necessary for workshops.
Fall 2008 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 Louisville. Handouts will not be available onsite.
Understanding Your Client’s Buying Behavior
Friday, November 21, 2008 – 10:15 a.m. - 11:45 a.m.
Stu Schlackman, Founder and President, Competitive Excellence, Author
Level: Main Street AND M&A
Knowing your client’s personality, understanding how they communicate and realizing what motivates them to take action can be the key differentiator in winning a sale. Selling is always based on building a relationship and conveying value that is of importance to the client. Understand and apply the principles in relating to the four different personality styles.
Your First Two Years – Keep Control and Earn Money
Friday, November 21, 2008 – 10:15 a.m. - 11:45 a.m.
Steve Wain, CBI, M&AMI, Calder Associates, Inc.
Level: Main Street
Once you’ve become a business broker or intermediary, do you truly know how to become successful? Most brokers and intermediaries enter the industry with high expectations, only to freeze when they are in front of potential clients. Get the personal attention you need to be succesful during the first two years in business. Learn tips on how to thrive, not just survive. Find out how to effectively spend your time and how to make a budget that works for you. Discover how to take advantage of technology and how to prepare a great listing that gets noticed. Bring copies of current and past listings as examples.
Bridging a Stock Sale and an Asset Purchase
Friday, November 21, 2008 – 10:15 a.m. - 11:45 a.m.
Stanley D. Crowe, JD, S.Crowe Collateral Corp.; Arthur P. Jensen, CPA, Wealth Strategies; Erich Schmid, CBI, M&AMI, Business Intermediary Services, Ltd.
Level: M&A
Many of the issues which arise between a prospective seller and buyer of a business can be more readily resolved to their respective satisfaction and benefit, by making the deal a three-way transaction with the seller, the buyer, and, with their consent, a suitable third party. In such a three-way deal, the components can be rearranged in any number of ways, and that can open up avenues to success that otherwise would not be perceived or would not be possible. This workshop will consider how to select a suitable third party and then to initiate and complete a three-way transaction that will resolve disagreements and issues between the prospective seller and the prospective buyer.
The Tax Code Made Simple
Friday, November 21, 2008 – 10:15 a.m. - 11:45 a.m.
Bart Basi, CPA, JD, Center For Financial, Legal & Tax Planning, Inc.
Level: Main Street AND M&A
The Internal Revenue Code is so complex that many professionals spend their entire careers practicing solely in the area of tax. Understanding the tax code is critical to utilizing credits that exist and accelerating deductions in order to plan the best tax strategy possible. Knowing what business entity to choose, the basics of tax in operations and disposition issues will empower the business person and broker to make use of the most complicated set of laws in this country: tax law.
The Importance of "Systematic Process in Business Brokerage"
Friday, November 21, 2008 – 1:35 p.m. - 3:05 p.m.
Pino Bacinello, CBI, Sunbelt Business Brokers Pacific, Inc.
Level: Main Street
Consistent achievements lead to desired consequences. A systematic process is a tool that is essential in achieving consistency. Consistency distinguishes excellence from mediocrity and is the difference between flying by the seat of one’s pants and being methodical and efficient. Become aware of the need for having a system and discover how to develop the tools to do so. Use proven processes and tools to become more efficient and professional and to achieve greater results on a consistent basis.
Introduction to Recasting
Friday, November 21, 2008 – 1:35 p.m. - 3:05 p.m.
Cress V. Diglio, CBI, M&AMI, Corporate Investment International, Inc.
Level: Main Street
Understand the concept of recasting and why its important for the business intermediary. Review an owner’s income statement in search of true economic earnings for a business. Discuss Discretionary Earnings (DE) and explore each element of the definition in a step-by-step process to arrive at DE for a business. Address more than a dozen specific income or expense transactions. In addition, attendees will have the opportunity to ask questions that are specific to their situation.
How to Answer Valuation Questions When You're Not an Appraiser
Friday, November 21, 2008 – 1:35 p.m. - 3:05 p.m.
Glen J. Cooper, CBI, CBA, BVAL, Maine Business Brokers, Inc.
Level: M&A
Prospective clients expect the business broker/intermediary to handle business valuation questions professionally. Yet, most business brokers and intermediaries aren't trained business appraisers. So, what's a broker/intermediary supposed to do? Learn the importance of active listening, careful questioning and developing "conclusion reluctance." Clients don't want incorrect conclusions, they want professional treatment. Prospects will place more value on a well-considered answer than a quick answer. Professional treatment means asking good questions and actively listening to the prospective client's answers, not rushing in with one's own thoughts. Review seven major "value drivers" that need to be fully explored before applying any methodology to answering valuation questions. Discuss the importance of getting the prospect to "invest" in the process by taking time to do the homework.
Transaction Risk Mitigation, Safeguard Your Practice from Potential Litigation
Friday, November 21, 2008 – 1:35 p.m. - 3:05 p.m.
Dora Lanza, CBI, CSBA, MEA, Plethora Businesses
Level: M&A
This workshop is not intended to serve as legal advice or interpretation of the law. Explore various situations where business brokers are involved in lawsuits. Learn how adopting an effective quality control system emphasizing “courtroom ready” files and adequately documenting the distribution of disclosures, phone calls, correspondence and e-mails in the selling of a business can help minimize exposure to liability.
An International Broker's Guide to Increasing Your Prospects
Friday, November 21, 2008 – 3:20 p.m. - 4:50 p.m.
Edwin Lee, CBI, CPA, CFA, Hong Kong Business Intermediary Co., Ltd.
Level: Main Street
Although business brokerage practices overseas are fundamentally similar to those of the United States, there are many differences between countries and continents. On a relative basis, the United States has more established markets and rules have been set in the eyes of brokers and clients. Such rules, however, do not exist 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 with implementation. These differences provide stimulus to brokers in the United States to think outside the box to extend services and generate more income. Learn how brokers in other countries find buyers and sellers and to maximize their number of transactions.
Forms, Forms and More Forms! The Backbone of Business Brokerage
Friday, November 21, 2008 – 3:20 p.m. - 4:50 p.m.
Robert Adams, BI, M&AMI, PhD, Sunbelt Business Brokers
Level: Main Street
Examine and discuss the variety of forms used in business brokerage. Learn the role and importance of each form and the reasons it is needed to sucessfully do business. Bring specialized forms from your own practice to share with your peers during group discussions.
How to Review a Business Appraisal
Friday, November 21, 2008 – 3:20 p.m. - 4:50 p.m.
Darren Mize, GCFValuation
Level: M&A
In 2008, the IRS issued criteria differentiating qualifed appraisers versus non-qualified appraisers, and the SBA has followed the same direction. As a result, there are now more stringent guideines being applied to the business valuation industry and the professionals who rely on business appraisers. Discuss the changes being made that govern business appraisers and the appraisal reports they provide. Business brokers have access to a variety of business valution firms, so it's important to know how to evaluate prospective appraisers. Know what types of questions to ask and what should be included in a qualified appraisal report.
Marketing Communications – How Every Point of Contact Between You and the Public Can Create the "Wow" Factor
Friday, November 21, 2008 – 3:20 p.m. - 4:50 p.m.
Gregory Isaacs, Sterling Business Advisors
Level: M&A
Any contact between companies and the public creates one of three reactions: 1. satisfactory 2. unsatisfactory or 3. WOW. “Contact” includes everything that the public sees, hears or touches. Start with the corporate ID: logo, motto, Web site, letterhead, fax cover sheet, brochure, e-mail signature, type faces, paper quality, presentations and confidential memorandums. Other factors include office appearance: entry, waiting area, signage, even your building and parking lot convey a message to clients. So does personal appearance: is your image a suit or casual? Does it change according to the client? Who answers the phone? After how many rings? Answering service or machine? Who returns calls? What music plays while clients are on hold? Discussion will also cover e-mail: appearance, signature, stationary and tips on writing e-mails to answer various requests or complaints.
Secrets of Super Successful Business Brokers
Saturday, November 22, 2008 – 8:30 a.m. - 9:30 a.m.
Eldon Edwards, CBI, Remax
Level: Main Street
Discuss the basics of making money in our business from the start. Learn from a panel of productive IBBA members as they share their secrets to successful business brokerage. Bring your most difficult questions to be answered by the experts and leave with useful ideas to implement in your own business brokerage practice.
High Probablity Selling
Saturday, November 22, 2008 – 8:30 a.m. - 9:30 a.m.
Pino Bacinello, CBI, Sunbelt Business Brokers Pacific, Inc.
Level: Main Street
This workshop will present a statistical comparison of traditional vs. high probability selling (HPS) techniques for assessment of understanding. 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 or customers, thereby producing positive results and positive 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.
Seller Financing
Saturday, November 22, 2008 – 8:30 a.m. - 9:30 a.m.
Ed Pendarvis, CBI, Sunbelt Business Brokers, Inc.
Level: Main Street AND M&A
In today’s financial environment, with banks and other SBA lenders pulling back on small business acquisition loans and/or ratcheting up requirements for approval and security, the best and most available financing for a business sale may be seller financing. Most of the time sellers do not want to finance the sale, but the seller still needs/wants to sell and the buyer still needs/wants to buy. Discover how to educate and sell everyone on the tremendous advantages of seller financing.
Effectively Integrating Company Cultures and Branding During M&A
Saturday, November 22, 2008 – 8:30 a.m. - 9:30 a.m.
Thomas Traynor, Executive VP/Chief Brand Officer, Breehl, Traynor & Zehe
Level: M&A
Nearly 50 percent of all mergers fail to sustain or bolster shareholder value because they don’t take into account that building the brand is not an event; it’s a process that must make brand management as much of a priority as operational and legal issues. Discover a process that will help companies going through merger or acquisition to overcome common problems such as inconsistently managed brands, management and staff sending mixed messages, competitors stealing customers, increased employee turnover, the loss of customer confidence and business, plummeting shareholder price and the loss of company image and value in the market. This process will provide the knowledge to manage brands more cost-efficiently, influence the perceived value of the M&A effort in the market and effectively integrate both companies, cultures and brands so that they speak with one voice to employees and the marketplace.
Canada – A Golden Opportunity
Saturday, November 22, 2008 – 9:45 a.m. - 10:45 a.m.
Greg Kells, CBI, Sunbelt Business Brokers
Level: Main Street AND M&A
Discuss the opportunities for American and International Buyers presented by the changing economy in Canada as well as opportunities for sales to Canadian Companies. As the largest trading partner of the USA, Canada represents a unique opportunity that is not being addressed by many American and International M&A professionals. He will address how the changing economy of both the USA and Canada is creating increased opportunities for cross border deals, legislative and tax issues affecting cross border deals, financing issues, licensing and legal issues, and the growing number of highly attractive acquisition targets in Canada. He will provide insight on cultural issues affecting negotiations and corporate culture integration, as well as the use of Canadian companies as a link to other International markets. On a very practical note he will address how to work with Canadian M&A professionals to increase your deal flow.
Managing the Closing Process…Another Key to Closing More Deals
Saturday, November 22, 2008 – 9:45 a.m. -10:45 a.m.
Len Krick, CBI, M&AMI, MBA, CMEA, United Business Brokers
Level: Main Street
Business brokerage is a “numbers game.” We start with mass marketing, convert leads into a listing meeting, then to a listing, then to an offer. Hopefully, our offer makes it past the buyer’s due diligence and eventually we close escrow on the transaction. It is in the client’s (and our) best interest to find ways to increase the chances of a business transaction closing and with a smooth transition, following an orderly turnover plan. The "closing process" occurs in all transactions but always requires a skillful broker. This workshop will review the importance of closing and having an orderly turnover, as well as the business broker’s role in the sometimes complex process.
Working Capital and Balance Sheet Analysis
Saturday, November 22, 2008 – 9:45 a.m. - 10:45 a.m.
C. Fred Hall, Compass Point Capital
Level: Main Street
What are banks looking at that the business broker isn’t? Every broker should be aware of the working capital requirements that a buyer faces; otherwise, you may end up spending weeks working with a buyer only to have the bank turn him/her down. Learn how to estimate a buyer’s working capital requirements in less than 60 seconds and how to use it as a source of creative financing for your buyer. Examine what the buyer’s balance sheet will look like after the business is purchased and why that is so important. Discuss the pitfalls of Quickbooks and how to avoid wasting your own and your buyer’s time with bad accounting data. Learn how to quickly spot the Quickbooks data trap that your seller’s P&Ls inadvertently misled you with, as well as ratio analysis techniques used by bankers to analyze a balance sheet. This workshop will help you understand your seller's business better so you can advise them what they should be doing, or not doing, to quickly improve their financial statements and make a business easier to sell.
Tax Savings for Business Owners & More Money for Brokers
Saturday, November 22, 2008 – 9:45 a.m. -10:45 a.m.
James Reid, President, Cost Segregation Advisor, LLC
Level: M&A
This workshop provides an introductory overview for business owners, brokers and sellers, based on the history and present state of cost segregation. Business owners will learn how to reduce their tax liability and increase cash flow by utilizing an IRS-sanctioned process of separating “real” (essential) and “personal” (non-essential) components of building cost. Additionally, owners will discover how reclassifying certain items can benefit their business. Brokers will explore ways to increase the bottom line by offering branded products and private labeling, becoming an independent sales associate or developing a lucrative referral fee program. Sellers will discuss ways to increase the average closing price by including real property with sale and offering the buyer valuable financial incentive.
Should I Hug, Bow, or Shake Hands To Do Business in Your Country
Saturday, November 22, 2008 - 11:00 a.m. - 12:00 p.m.
Level: Main Street AND M&A
Three International members will discuss the proper business etiquette and protocol, in each of their countries, for doing business. All attendees will be given a package of guidelines for the culture, customs and etiquette for doing business in all of the countries of IBBA’s current International members. This extremely enlightening and beneficial panel discussion will help anyone desiring to conduct business in countries other than the ones they are currently familiar with.
The New SBA SOP – What the New Rules Mean to You
Saturday, November 22, 2008 – 11:00 a.m. - 12:00 p.m.
Dave Phillips, Popular Small Business Capital
Level: Main Street
The SBA has issued a new SOP, the SBA "Rulebook", for the first time in over a decade. There are many changes that directly affect how a deal is done with SBA loans that all brokers need to know. Changes impact deal structure, valuations, collateral requirements, seller participation in the financing, and many other areas. Review the changes that have been made to the SOP, discuss how the different lenders are reacting to these changes and explain how to successfully work with SBA financing in this changing environment. Review rule changes, discuss strategies on how to effectively set expectations for both the sellers and the buyers to make your deal happen and learn how to best structure your deals up-front to insure they are approved and closed. If you work with SBA lenders in your practice, or want to be up-to-date on what the latest is in SBA lending, this is a workshop you cannot afford to miss.
Female Factor - Women in Business Around the World
Saturday, November 22, 2008 – 11:00 a.m. - 12:00 p.m.
Moderator: Marcie Wollworth, CBI, MRW & Associates, Inc.
Panelists: Glorianne Campbell, CBI, Clyth MacLeod Ltd.; Lucy Higgins, CBI, The Higgins Group, Inc.; Denise Clemence
Level: Main Street AND M&A
Hear about the many aspects of women in brokerage. What are the issues that a female broker faces? Are there any special considerations for women in financing? How does international business affect female brokers? Discuss developing a certified woman-owned business and if these businesses are afforded any special considerations. Learn how to recruit female brokers to your practice and how to become more involved with Women’s Forum female mentoring program.
How to Become A Recognized Expert in Your Market
Saturday, November 22, 2008 – 11:00 a.m. - 12:00 p.m.
Gregory Caruso, Harvest Associates
Level: M&A
This workshop will convey the presenter’s journey from an average broker to a recognized leader in business brokerage. Learn how to apply successful marketing tactics in stock brokerage, real estate, mortgage and other sales type industries. Discover how good writing, networking, PR and speaking engagements can make you an expert. Samples of materials, success stories and new ideas will be shared throughout this interactive workshop.
Under-40 Workshop: Top Ten Survival List for Success
Saturday, November 22, 2008 – 1:35 p.m. - 2:35 p.m.
Cress V. Diglio, CBI, M&AMI, Corporate Investment International, Inc.; Anthony F. Geronimo, CBI, Corporate Investment International, Inc.
Level: Main Street
It is difficult enough being a Business Intermediary without having obstacles to overcome. If you are under the age of 40 you must overcome obstacles pertaining to your age in order to succeed. Please join us as we unveil the Top 10 Survival List for Success. If you are under 40 you can't afford to miss this!
The Diverse Entrepreneur: How to Acquire and Keep Them as Clients, Investors or Partners
Saturday, November 22, 2008 – 1:35 p.m. - 2:35 p.m.
Phil Wilkins, Diverse Wealth Systems, Rising Star, Inc., PJK Holdings
Level: Main Street AND M&A
Changing demographic and business trends are impacting how business is done in America today. Many large Fortune 500 companies are looking for diverse suppliers and joint venture partners to reach their inclusion goals. Are you positioned to help? Do you know how to reach diverse markets? This workshop will show how to achieve the new ROI - The Return on Inclusion. Hear the business case for marketing to diverse markets and discuss strategies for finding prospects, investors and/or partners. Discover organizations that can lead you to qualified prospects. Learn about the marketing and outreach strategies that will position you as the expert when a prospect is purchasing or selling a business.
Getting Buyers to Buy Businesses: Caring for, NOT Convincing, Prospects
Saturday, November 22, 2008 – 1:35 p.m. - 2:35 p.m.
Glen J. Cooper, CBI, CBA, BVAL, Maine Business Brokers, Inc.
Level: Main Street AND M&A
Today's buyer prospects are often not getting what they need from business brokers. The technical information flow is better, but the assistance and counseling is not being delivered. What buyer prospects need is a personal relationship with the broker, or they aren't likely to buy a business. Personal assistance is how customized products/services are sold. Businesses are no exception. Brokers need a system for servicing buyers, recognizing the need for personal assistance without wasting time with buyer wannabes. Techniques for cross-selling each other’s listings will also be emphasized for those who are in offices where the buyers aren’t getting properly exposed to the listings of the whole firm or network. A veteran “seller broker” will talk about how even a great seller broker needs to remember how to work with buyers.
Business Sales: Don't Sell Them with a Handshake
Saturday, November 22, 2008 – 1:35 p.m. - 2:35 p.m.
Roman Basi, JD, Center For Financial, Legal & Tax Planning, Inc.
Level: M&A
Brokers need a system for servicing buyers, recognizing the need for personal assistance without wasting time with buyer wannabes. Discuss techniques for qualifying buyers and how to successfully set agendas for phone calls and meetings. Explore the benefits in working with buyer prospects who may otherwise have gone overlooked. Learn what every great seller broker needs to remember when working with buyers.
Integrating Financing into Your Business Brokerage Practice
Saturday, November 22, 2008 – 2:50 p.m. - 3:50 p.m.
Ronald Feldman, CBI, Siegel Capital
Level: Main Street
This workshop is intended to educate the brokerage community on this important component in getting saleable listings, validating the valuation with potential buyers and closing deals in an expeditious manner. Review strategies in pre-qualification, getting term sheets from lenders in a timely manner and working the closing checklist early in the sale process. An edge in the overall process will help brokers earn more money.
10 Roadblocks to Closing the Deal and How to Avoid Them
Saturday, November 22, 2008 – 2:50 p.m. - 3:50 p.m.
David Garner, Lawyers Escrow & Trust
Level: Main Street
You’ve got the listing. You’ve got a buyer. You’ve got an offer… What could possibly go wrong? Your success in closing more of your listings is not luck or chance, but an art. Attend this workshop to learn this fine art from a master in the brokerage industry.
Adding the Real Estate Value to the Equation
Saturday, November 22, 2008 – 2:50 p.m. - 3:50 p.m.
Julie Broadbent, CPA, CCIM, Kingsley Group/Business Brokers Unlimited
Level: Main Street
Often times, real estate is the afterthought in a business valuation. However, by applying a financial model to the real estate portion of the equation, the total value of the entity can often be enhanced. Explore several easy to use Excel spreadsheet models that will assist brokers in achieving the highest and best values for the combined assets.
Maximizing Buyer Leads with Great Online Listings
Saturday, November 22, 2008 – 2:50 p.m. - 3:50 p.m.
Mike Handlesman, BizBuySell
Level: Main Street
In today’s changing business marketplace, an online presence is essential for Main Street brokers to be able to compete with technology and changing communication methods. Explore the defining demographics of the online buyer, including their attitudes, motivation and timeframe expectations. Gain an understanding of the ever-changing listing environment and what to do to stay in tune with these changes. Learn how to make your listing stand out among the buying audience and how to address key issues such as confidentiality, screening high-potential buyers from a lead list and how to maximize the efficiency and effectiveness of each online listing.
Selling Professional Services with a Retainer
Saturday, November 22, 2008 – 4:00 p.m. - 5:00 p.m.
Doug Robbins, CBI, M&AMI, Robbinex, Inc.
Level: Main Street
Are you working and not getting paid? Do you find, after investing hundreds of hours with a client, that he or she can become unreasonable, making it almost impossible to close the deal? Have you run into the “I won’t pay anything up-front” client? Then this workshop is one you shouldn’t miss! Doug Robbins, an IBBA member since 1988, sold his first business in 1969 and is one of the longest practicing intermediaries in the world. Discover, through a complex but straightforward series of activities how to generate millions of dollars of fee revenue. Also learn how to obtain up-front fees, consulting revenue, retainers and success fees.
Fast Nos are Better than Slow Nos, Your Success is About Time Management and Leadership
Saturday, November 22, 2008 – 4:00 p.m. - 5:00 p.m.
Matthew Bradbury, Business Acquisition & Merger Association
Level: Main Street
Learn the power of a fast no! Take charge of the selling process and have more time to do good deals with good buyers. Hear about the presenter’s Offering Memorandum Process, and how it has helped his business close more deals in less time. Learn tricks of the trade for getting good listings and discover how a little more investment of time up-front leads to much better long-term financial and referral rewards down the road. Knowledge gained from this workshop will lead brokers to better ways to get good listings. Find out why its important to collect a retainer on every listing and how to receive “for sale by owner” listings.
Creating Business Buyer Income
Saturday, November 22, 2008 – 4:00 p.m. - 5:00 p.m.
Keith McLeod, CBI, Business Centre
Level: Main Street
Identify and examine the business buyer market, the need, and the process to implement a business buyer fee income practice. This workshop will provide the tools to launch a business buyer program. Share innovative techniques to secure more business buyer business, such as a customized business buyer kit. These successful options create additional success fees and monthly income. The business buyer hidden buyer market opportunities also expands business listing possibilities.
Tracking, Understanding & Improving Your Web Page
Saturday, November 22, 2008 – 4:00 p.m. - 5:00 p.m.
Scott Mashuda, CBI, River's Edge Alliance Group, LLC
Level: Main Street
Understand technology terms such as: page views, bounce rate, direct traffic, search engine, organic search, unique visitor and landing page. Once the “language” is established, learn how to work with two free Web-based tools: Google Analytics and AW Stats. These two free tools allow brokers to track visitor traffic, identify the sources of the traffic (Google, BizBuySell, BizQuest, Businessesforsale.com, etc), understand what search terms are being used to reach their Web site and more. Follow along as the presenter uses examples to demonstrate Google Analytics and AW Stats. Discuss how to use this information to make better online marketing decisions. Discover what Internet users like and don’t like about your Web site and hear ideas on how to easily enhance the quality of your Web site content.