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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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

03/09/2026

Articles

Don’t Overlook the Human Factor: It’s Often the Key to the Right Deal

In our world as business intermediaries, we spend a lot of time talking about valuation, deal structure, and managing expectations. And yes, those are all essential pieces of getting a deal across the finish line. But the more time I spend in this business, the more convinced I am that the most important part of […]

03/09/2026

Articles

Delegation of Management is Key to Selling a Business

Most often an Owner starts or acquires a company because the industry is something they’re skilled in and (hopefully) enjoy. As their team and Sales grow, too often they themselves work more and more in the business and do not delegate their management responsibilities as Founder. Waiting until they’re ready to sell before thinking about […]

03/09/2026

Articles

Building the Future of Our Profession, Together

Dear IBBA Members, It is a true privilege to serve as your 2026 Chair of the International Business Brokers Association. When I think about this role, I do not think about a title. I think about stewardship. I think about protecting and advancing a profession that changes lives every single day. Like you, I am […]

03/09/2026