Articles

Articles

What Makes the IBBA Different

Reflections on the 2026 Annual Conference and the Culture That Sets Our Profession Apart One of the privileges of serving as Chair is getting to see our conference from a different perspective. You see the energy in the room before the first session begins. You hear the feedback in the hallways. You meet first-time attendees […]

watch_later 06/11/2026

Articles

The State-Line Trap: Why the Federal M&A Broker Exemption Is Not the Finish Line

You have worked the deal for nine months. The seller is in Colorado, the buyer is a private equity group out of Chicago, and the deal is a stock purchase with a slice of rollover equity. Diligence is done, your success fee is papered, and your firm sits squarely inside the 2023 federal M&A broker […]

watch_later 06/11/2026

Articles

When the Broker Becomes the Seller: Lessons from Building and Exiting a Business Brokerage Brand

For more than 30 years, I spent my career helping entrepreneurs buy and sell businesses. I sat across the table from thousands of owners discussing valuation, growth, succession planning, and exits. Over time, after enough transactions and enough experience, you start believing you have seen every situation imaginable. Then I found myself on the other […]

watch_later 06/11/2026

Articles

Navigating the Minefield: Critical Pitfalls in Restaurant Franchise M&A

Restaurant franchise transactions represent a distinct segment of the lower middle market. While they benefit from established brands, standardized systems, and consistent consumer demand, they introduce structural complexities not typically present in independent business sales. Franchisor oversight, lease dependencies, and nuanced financial reporting create multiple points of friction that can disrupt otherwise viable transactions. For […]

watch_later 06/11/2026

Articles

Selling Businesses With Bad Financials

It is unfortunate but true that approximately 65% of small businesses do not have good financials that properly reflect gross income, operating expenses, and net profit.  This creates many negative issues when it comes time to sell the business.  The question is whether or not the business is salable. So when a business owner makes […]

watch_later 06/11/2026

Articles

Legislative Update: June 2026

The Business Intermediary Education Fund (BIEF), in collaboration with the International Business Brokers Association (IBBA), M&A Source, Shane Hansen, and numerous industry supporters, is pleased to announce that three additional states have adopted specific mergers and acquisitions (M&A) relief measures. The newly adopted states include: Wisconsin — Administrative Code, M&A Broker Exemption effective March 1, 2026 Alabama […]

watch_later 06/11/2026

Articles

Former IBBA Chairman Fred Zirkle’s New Book Reveals How To Create a Purposeful Life

Former IBBA chairman Fred Zirkle’s new book has been winning five-star reviews on Amazon. In the book, “Creating a Purposeful Life: Awakening to Freedom Through Values, Emotional Mastery, and Spiritual Clarity” Fred challenges the conventional definition of success. His message is clear: achievement alone is not enough. “After building and selling businesses valued in the […]

watch_later 06/11/2026

Articles

How to Handle a Deal Killer: HVAC

In retail business transactions, few issues derail deals faster than the condition and responsibility of the HVAC system. What was once a routine maintenance item has increasingly become a major financial and legal sticking point between buyers, sellers, and landlords. In today’s leasing environment, many commercial landlords now push full HVAC responsibility onto tenants, including […]

watch_later 03/09/2026

Articles

The Blind Spot in Every Main Street Deal

Why the Deals We Lose Were Often Lost Years Before We Got Involved Here’s a scenario most Main Street brokers have lived: qualified buyer, motivated seller, a price everyone can live with. And the deal dies because of the lease. A clause on page fourteen gives the landlord power to kill the assignment, renegotiate to […]

watch_later 03/09/2026