International Business Brokers Association

Session : IBBA1001
Selling Automotive Garages as a Recession-proof Business
Conference : M&A Source Spring 2010 Joint Conference for Professional development
Speaker(s) :

Joseph Harrel, CBI

The average age of the automobile on the road in North America is growing. Owners with vehicles no longer under manufacturer warranty rarely continue to service their vehicles at dealerships. There are many components of a vehicle that need periodic replacement to continue operating, regardless of age and mileage. There is a large pool of well-qualified buyers available due to the closures of automotive dealers by manufacturers. The number of available service bays in many markets is shrinking. There are some very simple metrics that enable an automotive shop to be profitable assuming proper management and customer service. These same metrics can prevent good operators from being successful in the wrong environment. This session will outline what these metrics are and how they can significantly add or subtract value to existing businesses.

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Session : IBBA1002
Best Ways to Handle Buyer Prospect E-mail Inquiries
Conference : M&A Source Spring 2010 Joint Conference for Professional development
Speaker(s) :

Jeff Jones, ASA, CBA, CBI

This session will review the major Web sites designed for posting businesses for sale. Methods for responding to first-time buyer e-mail inquiries and how to get information to qualify buyers will also be covered as well as following up with buyer inquiries that require prospects to come into the office to get additional information. Attendees will have the opportunity to share their current methods and collectively brainstorm new ideas.

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Session : IBBA1003
Five Deal-makers, Five Deal-killers How Credit Analysts Actually Look at Your Deals
Conference : M&A Source Spring 2010 Joint Conference for Professional development
Speaker(s) :

Dave Phillips; Matt Austin; Donald Rudnik

In this panel session, an experienced SBA lender, asset-based lender and private equity group will identify the deal-makers and the deal-killers from each of their unique perspectives. When analysts look at a deal, what are the first things they look for? It's the deal-killers, also known as "weaknesses." The second thing they look for are the deal-makers, or strengths, that might mitigate one or more of the deal-killers. When you look at as many deals as the analysts do, you start to see the common threads that come up time and time again. This session will uncover the top fivestrengths and weaknesses from an analysts perspective and how the strengths can be used to offset the weaknesses. Learn how to see the deal like the analysts see it so you can structure your deal right the first time.

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Session : IBBA1004
CRM Solution Due Diligence: ACT! Versus Salesforce
Conference : M&A Source Spring 2010 Joint Conference for Professional development
Speaker(s) :

Todd Torquato, CBI

This session will delve into one brokers experience of researching and planning for the implementation of a customer relationship management (CRM) system in his firm. Save time and discover the answer to "Which of these systems is right for me and/or my firm?. Learn the differences between ACT! and Salesforce including their capabilities for data migration, the unique benefits of each system, their common features and pricing structures. Discover how to determine the best platform and version for your firm and how to customize it once you have made your decision.

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Session : IBBA1005
Mastering LinkedIn & Finding Time to Do It!
Conference : M&A Source Spring 2010 Joint Conference for Professional development
Speaker(s) :

Glen J. Cooper, CBI, CBA, BVAL

LinkedIn is the dominant social networking site most suited to business brokers. Brokers need to develop a LinkedIn profile and participate in discussion groups to be seen as viable by many professionals that generate leads. Yet the reasons for doing this, and the ways to do it, are still evolving. Without being done properly, it is a guaranteed time-waster. This workshop will utilize the LinkedIn Web site to show how to effectively use social networking to generate and convert leads to profitable clients, build long-term relationships and credibility and leave a positive reference trail. Time management tips for social media will also be shared. Discover how to use social media to find more time, experience less stress, increase profits and create a better life.

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Session : IBBA1006
Don't Lose A Buyer - Develop a Buy Side Franchise Practice
Conference : M&A Source Spring 2010 Joint Conference for Professional development
Speaker(s) :

Tom McLenahan, CBI

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Session : IBBA1007
Adding Consulting Revenue Streams to Your Brokerage Practice
Conference : M&A Source Spring 2010 Joint Conference for Professional development
Speaker(s) :

Frank Sahlein, CBI

Consulting revenue streams are possible! This workshop will discuss the most in-demand types of consulting services and offer an innovative and comprehensive glimpse into how to develop consulting clients. Learn how the main types of consulting on-demand, retainer-based business coaching, business-rating systems, business expansion planning and business valuations differ. Ways to market consulting services including e-mails, promotional campaigns, telemarketing, informational Webinars on timely topics, surveys and articles for publication will also be covered. Find out how to develop industry trend newsletters, event presentations, best practices libraries and business coaching programs that potential clients will want to utilize.

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Session : IBBA1008
High Probability Selling
Conference : M&A Source Spring 2010 Joint Conference for Professional development
Speaker(s) :

Pino Bacinello, CBI, M&AMI, CMEA, CSBA

This workshop will present a statistical comparison of traditional versus high probability selling (HPS) techniques for assessment. 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, thereby producing positive results and 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.

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Session : IBBA1009
Coaching, Exit Planning and Lead Generation
Conference : M&A Source Spring 2010 Joint Conference for Professional development
Speaker(s) :

Glen J. Cooper, CBI, CBA, BVAL

Exit planning is the new buzzword, as more professionals are offering this service. There is a big demand right now, and probably a bigger demand in the near future, but after the buzzword fades, what is next? This session will discuss how business brokers and intermediaries can help business owners rediscover the core values that fueled their business dreams to begin with, and balance those with straight-forward assessments of the core performance metrics necessary to continue in the business and/or sell it. Learn how to do this as a coach, not an exit-planning funeral director. There is a skill set recipe for the type of business coach that owners needthe ability to listen and create a spreadsheet, know how the real world works and understand how that plays out in financial numbers and most business brokers already have such skills. There is an opportunity to make this a new part of a business-selling practice one that generates immediate cash flow, long-term relationships with business owners and increased skills at coaching that can be learned and used for a lifetime.

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Session : IBBA1010
Business Valuation in a Recovering Economy
Conference : M&A Source Spring 2010 Joint Conference for Professional development
Speaker(s) :

Louis Pereria, MBA, CBI, CBA, ASA

This workshop will discuss the differences between fair market value and most probable selling price (MPSP) and under which circumstances each is appropriate. The three generally accepted approaches to business valuation will be reviewed and discussed, including the appropriate methods that should be considered and applied in developing MPSP. Specific emphasis will be placed on how each method needs to be adjusted during economic downturn and recovery.

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