International Business Brokers Association

Session : IBBA1030
7 Trends that Will Help Fix Everything!
Conference : Fall 2010 IBBA Conference for Professional Development
Speaker(s) :

Glen J. Cooper, CBI, CBA, BVAL,

Veteran Business Broker Glen Cooper exercises his futurist talents by telling us his version of the future of business brokerage. He will discuss 7 world business trends that he believes will help us achieve work/life balance, fix our business models by turning them upside down, master our technology by reverse engineering what we want, and overcome our reluctance to get started by building and renewing relationships.Glen will also discuss the fundamentals that he believes have been overlooked by most business brokers and intermediaries. When the discussion begins, expect some controversy.

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Session : IBBA1032
Building Trust: Principles for Success
Conference : Fall 2010 IBBA Conference for Professional Development
Speaker(s) :

Douglas M. Thornton

Trust. We have it with our family and our closest friends. But do we have trust with our co-workers and clients? This session will focus participants on the 7 Principles they need to build trust with their employees and customers. These Principles are based on the latest research and are used by successful Global Fortune 500 companies, governments and successful non-profit organizations throughout North America. The workshop describes each Principle, gives participants the rationale behind them and explains how they can be implemented to build a successful, trustful business.

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Session : IBBA1033
How to Structure a Deal So You Can Close the Sale! Including Case Analysis
Conference : Fall 2010 IBBA Conference for Professional Development
Speaker(s) :

Dr. Bart A. Basi, CPA/Attorney

Selling a business is not like buying or selling anything else! The popular phase the devil is in the details, could not be truer than in arranging for the purchase of a business. The majority of clients are amazed by the level of detail involved. Learn how to structure and close more deals from a top deal maker in the country.

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Session : IBBA1034
Managing Your Listings - Ready to Sell
Conference : Fall 2010 IBBA Conference for Professional Development
Speaker(s) :

Debra Andrews, CBI

Have you ever had surprises kill a deal? If yes, simple analysis tools and procedures to keep listings up to date can help. Learn how to find errors, identify hidden owner benefits and keep up to date all to minimize those surprises and close more deals. (You might also learn a few things not covered in #210).

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Session : IBBA1035
How to Pitch Your Little Deals to the Big Guys
Conference : Fall 2010 IBBA Conference for Professional Development
Speaker(s) :

Moderator: Patricia McDonald, CBI, M&AMI

Panelists: Mainstreet Capital Corporation, Prospect Partners, and WestShore Capital Partners

Have you ever gotten a nice size listing and yet the best buyer could be a Private Equity Group, but how to get them to look at it? What are some of the things you should include on a 1 or 2 page summary to catch their attention so they will call you or take your call when you contact them? What should you get from your seller to put in your Pitch Book and how should it be organized so a PEG can review and decide if it is a fit for their portfolio? This panel of PEG's will go in details on how to prepare an Ex. Summery, and/or Pitch Book that they will look at when it lands on their desk.

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Session : IBBA1036
How to Stay Alive in the 21st Century Cyber Jungle
Conference : Fall 2010 IBBA Conference for Professional Development
Speaker(s) :

Alan Brind, CBI, SBA, CMEA

What you need to know and do to embrace all the social networking tools and technologies. Why a website is now pass and why you should have a strategy which encompasses all the new communications tools to promote your brokerage business, prospect for business clients, and sell businesses. Learn how to jump into the 21st Century and stay ahead of everyone. Learn how to survive the onslaught of running a brokerage business in Cyberspace and stay in business, how to leave your brokerage competition in the dust, and learn the new rules of marketing and PR for a business brokerage.

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Session : IBBA1037
He Who Has the Best Database Wins! How to Work Sales Systems to Your Advantage
Conference : Fall 2010 IBBA Conference for Professional Development
Speaker(s) :

Mona Hilton

He Who Has the best Database Wins! How to Work Sales Systems to Your Advantage Everyone knows that the sales game is a numbers game. In any economic time, brokers must increase the number of contacts they make, communicate effectively to prospective sellers and buyers and maximize the deals they get in order to reach the financial goals they set. Learn to put together the buyer/seller puzzle, how to manage/organize your B & C contacts while servicing your As, how to bullet proof your followup and turn them into TaskoMatics (set them and forget them). Being a business broker is like being an athlete - the more you practice, refine, tweak and follow the advice of coaches who know your sport, the more successful (and more money) you will make.

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Session : IBBA1038
Cash for Business Intermediaries, Getting the Most From Your CBI
Conference : Fall 2010 IBBA Conference for Professional Development
Speaker(s) :

Jim Afinowich, CBI, M&AMI

The CBI designation requires a commitment of time and money. This workshop will look at the time commitment and costs to obtain and maintain a CBI designation. We will review the requirements of acquiring and maintaining a CBI designation and review all the options for acquiring certification and recertification credits. This session will not only review what those benefits are, but will also demonstrate how you can maximize your return on investment. Sample promotional materials, such as press release and marketing brochures will be provided.

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Session : IBBA1039
Whats Working in Your Business Brokerage and Why?
Conference : Fall 2010 IBBA Conference for Professional Development
Speaker(s) :

Andrew Rogerson, CBI

The goal of this workshop would be to allow those that want to contribute no more than 60 seconds to share what's working in their business and more importantly why. The workshop would be hands on and high energy to provide about 30+ new ideas to consider trying or tweaking for their business.

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Session : IBBA1040
Sellers Creative Accounting - Can this Change the Discretionary Earnings?
Conference : Fall 2010 IBBA Conference for Professional Development
Speaker(s) :

Carrie Allen, CBI

This workshop is a brief overview of double entry accounting basics and seller's bookkeeping errors that result from a lack of understanding of accounting basics. The accounts most commonly affected on both the balance sheet and the profit and loss statements will be identified. The workshop will include a class participation recasting exercise that will illustrate some of the more common errors encountered on a profit and loss statement, and provide a process to recognize and adjust for these errors in order to arrive at a more accurate earnings level.

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