International Business Brokers Association

Session : IBBA1101
Work with PEG's and Increase Your Income Tips to Working with Private Equity Groups
Conference : IBBA Spring 2011 Conference for Professional Development
Speaker(s) :

Jim Afinowich, CBI, M&AMI

Learn tips to transition your practice from Main Street to Lower Middle Market so they can get the benefits of working with PEGS. Examine compensation plans, running a process, finding new PEG clients, adding value, hitting the key PEG checklist, how the checklist impacts PEG valuations, and pitfalls to avoid in working with PEGs. It is possible for your business to start out as a main-street intermediary and two years ago transition from Main Street to Lower middle market deals that are marketed to PEGs and Strategic buyers. Discuss tips for expanding or adding lower middle market/PEG deals to their offerings while also learning about avoiding speed-bumps.

Session : IBBA1102
How to Pitch your little Deals to the Big Guys
Conference : IBBA Spring 2011 Conference for Professional Development
Speaker(s) :

Moderator: Pat McDonald, CBI, M&AMI

Panelists: Main Street Capital, Westshore Capital & Prospect Partners

Have you ever gotten a nice size listing and yet the best buyer could be a Private Equity Group (PEG)? How do you get them to look at it? What are some of the things you should include in a one or two 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? Learn the details on how to prepare an executive summary and pitch book that they will look at when it lands on their desk from a panel of PEGs.

Session : IBBA1103
What To Do When Your Social Networking ISN'T WORKING
Conference : IBBA Spring 2011 Conference for Professional Development
Speaker(s) :

Glen Cooper, CBI, CBA, BVAL

For many of us, social networking only seems to make a giant time-sucking sound, not money. Yet, everyone insists we do it. Learn the seven steps to make social networking work for you as a Main Street business broker or M&A Intermediary. Discover what works, how to envision and develop your own custom approach, how to create your own systems, where to get help, how to predict where all this is going, and how to act on those predictions. No matter what size market you serve, social media is now required as part of a smart marketing mix.

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Session : IBBA1104
How to Transition from Mainstreet to M&A - Part 1
Conference : IBBA Spring 2011 Conference for Professional Development
Speaker(s) :

Rob Firestone, CBI, M&AMI

Have you ever wondered how to move your practice upstream, and how to be prepared to successfully represent lower middle market companies? Become better informed about the requirements to successfully transition from a Main Street business brokerage into intermediary representation of lower middle market companies. Discuss how to successfully operate both business models simultaneously and learn about the processes, terminology, deal structure, financing, participants, documentation, and support and research services that vary from an M&A Source and Main Street practice.

Session : IBBA1105
Disaster Preparedness
Conference : IBBA Spring 2011 Conference for Professional Development
Speaker(s) :

Andy Cagnetta, CBI, CFBI

Flooding, sinkholes, earthquakes, hail, tornadoes, fire, hurricanes and tropical storms; do you know how to handle the three phases of a disaster? Do you have a simple plan in place? Learn how your business can survive after the effects of mother nature.

Session : IBBA1106
Capitalizing on the Growing numbers of Women Entrepreneurs
Conference : IBBA Spring 2011 Conference for Professional Development
Speaker(s) :

Marion Van Keken-Rietkerk, CBI

Women business owners are frequently cited as the fastest growing segment in business. Research shows that the number of women owned businesses are growing at a rate of three times that of businesses owned by men in the USA from 1997 to 2004. Business oriented women are leaving corporations with tremendous expertise and significant net worth and they are finding freedom in entrepreneurship they cant find anywhere else. Discuss how to get the attention of women entrepreneurs, gain their trust and market specifically to them so that they will work with you.

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Session : IBBA1107
How to Transition from Mainstreet to M&A - Part 2
Conference : IBBA Spring 2011 Conference for Professional Development
Speaker(s) :

Rob Firestone, CBI, M&AMI

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Session : IBBA1108
Seller Finance-Back to the Future for Main Street Business Sales
Conference : IBBA Spring 2011 Conference for Professional Development
Speaker(s) :

Carl E. Grimes, CBI

The current lending climate is strongly negative for Main Street business acquisition deals. Learn the proper, effective use of owner finance techniques to close deals, benefiting the seller, buyer and broker.

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Session : IBBA1109
Pre-Diligence - Analysis Tips that Can Increase Your Sale Price and Closing Rates
Conference : IBBA Spring 2011 Conference for Professional Development
Speaker(s) :

Steve Wain, CBI, M&AMI

Ever wonder why some businesses sell for more than others, even though they look the same? Or why some brokers and intermediaries make more money then you, and even earn money in a down economy? Learn how successful IBBA and M&A Source brokers and intermediaries use Pre-Diligence by analyzing their clients financial metrics to help them uncover the good and bad, and can aid in the increase of the selling price, or ward off unsalable businesses. Discuss tips on working with financial statements and tax returns.

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Session : IBBA1110
Every (Practical) Thing the Broker Needs to Know About Taxes with Recent Updates
Conference : IBBA Spring 2011 Conference for Professional Development
Speaker(s) :

Dr.Bart A. Basi, CPA/Attorney

The Internal Revenue Code is complex. So complex, that many professionals spend their entire careers practicing solely in the area of tax. Understanding the tax code is critical to utilizing credits that exist and accelerating deductions in order to plan the best tax strategy possible. Examine what business entity your client should choose, the basics of tax in operations, and disposition issues will empower the business person to make use of the most complicated set of laws in this country tax law.

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