International Business Brokers Association

Session : IBBA900
IBBA General Session Keynote: The Passion of Leadership
Conference : M&A Source Spring 2009 Joint Conference for Professional development
Speaker(s) :

Henry Givray, Chairman & CEO SmithBucklin Corporation

Leadership is the uniquely consistent and defining force behind great, enduring organizations. But what is leadership? We know when we see it. We can measure its impact. We can feel how it inspires or motivates us. But leadership is not a rigorous science. It is often a vague and elusive concept for which there are no simple formulas or set rules. Henry Givray believes that leadership cant be taught, it must be learned. This presentation is designed to help others identify opportunities to grow as leaders, while also building their commitment to continuous learning in this area. During the session, Givray offers a working framework which provides clarity and context around effective leadership as well as practical ideas and principles for everyday use.

Henry Givray is Chairman and CEO of SmithBucklin Corporation, the worlds largest association management and professional services company providing full-service management and related staff services to more than 320 trade and professional associations, government institutes and corporations. Under his leadership as CEO, SmithBucklin has grown more than 72 percent and has shattered every performance record from the previous 59 years in areas that include client retention, new client acquisition, employee satisfaction, financial performance and growth. His success in building a culture that inspires employees to provide extraordinary service and create value for client organizations is prominently featured in the 2006 book by Randy Pennington, Results Rule! Build a Culture that Blows the Competition Away. Givray authored two articles for BusinessWeek: Leadership Lessons from Mom and When CEOs Arent Leaders published in 2006 and 2007, respectively, and is one of twenty-five leaders featured in the 2007 book Apples are Square Thinking Differently About Leadership, by Susan Smith Kuczmarski and Thomas D. Kuczmarski, in which the authors reveal the results of their search for the ideal 21st century leader.

Session : IBBA902
Intro to Recasting
Conference : M&A Source Spring 2009 Joint Conference for Professional development
Speaker(s) :

Cress V. Diglio, CBI, M&AMI

Learn about the concept of recasting and why its important for the business intermediary. Review an owners income statement in search of true economic earnings for a business. Discuss Discretionary Earnings (DE) and disect 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 situations.

Session : IBBA903
Making Successful Presentations to Groups
Conference : M&A Source Spring 2009 Joint Conference for Professional development
Speaker(s) :

Wayne A. Coleman

Learn how to properly prepare for and professionally present a lecture in front of a crowd. Tips will include: how to overcome butterflies, best practices for microphone use, how to leave a positive first impression, ways to engage and involve your audience and how to keep your audiences attention. Discover how to persuade and inspire people through your words and learn how to conclude your presentation on a positive note. Many of these key points have been covered in IBBAs three-day Train-the- Trainer and Speaker Training Camp programs.

Session : IBBA904
The Most Probable Selling Price for a Small Business
Conference : M&A Source Spring 2009 Joint Conference for Professional development
Speaker(s) :

Warren Burkholder, CBI, CBA, ASA

Learn why Fair Market Value is not the correct standard to price a small business for sale. Discover how to price your listings to sell and how the subjective issues of business value can be applied to arrive at more realistic and obtainable prices for your listings. Attend this session if you are currently, or plan on, listing businesses which should sell for less than a $1 million.

CLICK THE pdf ICON FOR THE PRESENTATION DOWNLOAD

Session : IBBA905
The New Conversation Prism of Web 2.Oh! Social Networking for Business Brokers & Intermediaries
Conference : M&A Source Spring 2009 Joint Conference for Professional development
Speaker(s) :

Glen Cooper, CBI, CBA, BVAL

New ways to communicate and network are upon us! Whether its called social networking, social media, the new conversation prism or just Web 2.0, communication channels are multiplying geometrically. How will this new paradigm affect us? What social media should we use? What are the new rules of the road? Should we add a blog to our Web site? Should we micro blog? Should we join LinkedIn, Facebook or MySpace? How do we deal with all of this e-mail? Business brokers and intermediaries today are understandably confused. A veteran business broker who is struggling to keep up with all of this himself, will offer a list of whats going on and a summary of the latest developments in each of 22 different categories of what graphic artist Jesse Thomas calls The Conversation Prism, free for all to use and share.

CLICK THE pdf ICON FOR THE PRESENTATION DOWNLOAD

Session : IBBA906
From Wall Street to Main Street: How to Survive and Thrive in a Changing Business Climate
Conference : M&A Source Spring 2009 Joint Conference for Professional development
Speaker(s) :

Len Krick, CBI, M&AMI,MBA,CMEA

The upheaval in Wall Street has caused some profound changes in the business brokerage industry. Learn ways for every business broker to not only survive in the changing environment, but to take advantage of change and thrive in a down market. Downward sales trends have a direct effect on sales multiples and financing. Buyers are looking for safe places to invest their capital and there are lots of good deals out there for buyers with cash. When people lose their jobs, they have a short period of time to either find employment or invest in American Dream Part II, owning their own business. Participate in this interactive brainstorming session to help convince sellers that they need to refinance the sale when sources of buyer capital are tight.

CLICK THE pdf ICON FOR THE PRESENTATION DOWNLOAD

Session : IBBA907
Drip Marketing Programs You Can't Be in Business Without One!
Conference : M&A Source Spring 2009 Joint Conference for Professional development
Speaker(s) :

Michael Marks, CBI

Referrals hold the key to success in business brokerage. How do you keep in contact with all those referral sources you have met over the years and all those sellers who werent ready to sell? The answer is drip marketing. Understand this concept, why it is so important and the impact of todays technology. Learn about the types of drip marketing programs, what you can create in-house and what outside services are available. Discover the importance of capturing e-mail addresses and building usable databases. Find out everything you can do to start your own drip marketing program right away!

CLICK THE pdf ICON FOR THE PRESENTATION DOWNLOAD

Session : IBBA908
Your First Two Years- Keep Control and Earn Money
Conference : M&A Source Spring 2009 Joint Conference for Professional development
Speaker(s) :

Steve Wain, CBI, M&AMI

Youve decided to become a business broker or intermediary do you truly know how to make it a success? Most brokers and intermediaries begin their careers with high expectations and become educated in various aspects of the profession, only to not know how to make it work for them when they are in front of potential clients. Take the knowledge from other IBBA courses and workshops and make it work for you. Get personal attention during this interactive workshop and learn: how to budget your time; how to make a financial budget to build a successful foundation while you are getting your business established; how to use technology to your benefit; and how to prepare and write a great listing that gets noticed. Participate in breakout groups led by an experienced broker and CBI. Bring copies of your listings youve done so they can be spruced up! If you are just starting out or have been doing this for less than two years, this is for you. Learn tips on how to thrive, not just survive!

Session : IBBA909
How Internet Marketing Can Produce Million Dollar Plus Results
Conference : M&A Source Spring 2009 Joint Conference for Professional development
Speaker(s) :

Steve Zimmerman, CBI

The Restaurant Realty Company (RRC) will share how it has generated millions of dollars of sales commissions as a result of its comprehensive Internet marketing program. Learn how to actively utilize your companys Web site and benefit from an ongoing electronic newsletter campaign and targeted e-mail program. Discuss how RRCs active participation on the major businesses for sale Web sites and its intranets management system, as well as their concentrated effort to retain high placements on the major relevant search engines, helped their business grow. Explore the benefits of prominently featuring your Web site address on all marketing and advertising materials that is sent to current and potential clients.

CLICK THE pdf ICON FOR THE PRESENTATION DOWNLOAD

Session : IBBA910
Achieving Success and Balance: A Women's Forum Panel
Conference : M&A Source Spring 2009 Joint Conference for Professional development
Speaker(s) :

Marcie Woolworth, CBI (moderator)

Attend this panel presentation, led by members of the Womens Forum, entrepreneurs and business brokers, who are well versed on the strategies for becoming successful in business brokerage. Learn how to diversify your business by attracting more women to your enterprise and balance work and with your personal lives.