International Business Brokers Association

Session : IBBA1120
Online Buyer Behavior The Doctor Series: "Social Media Medicine for Business Brokers"
Conference : IBBA Fall 2011 Conference for Professional Development
Speaker(s) :

Julie Gordon White

Trista Perot, CBI, BCB

Glen Cooper, CBI, CBA, BVAL

Social media is changing the way we do business today. With nearly 100% of our leads coming though online channels, its imperative to have an interactive online presence. In this workshop, youll gain a basic understanding of the importance of social media and why you need to step up your game. LinkedIn; how to design your Linkedin page to bring you clients and advertise yourself to reach the largest target market. Facebook; should you use it for business or social, and if business how to properly, Blogging; is iten vogue or is it too time-consuming when you should be selling and meeting with clients. Twitter, aka microblogging; Is is the perfect platform to stick your toe in the water and get started. By the time were through, youll have the tools you need to be a twitter master. Youll know how to fish for business, how to reach those tech-savvy entrepreneurs, gain more love from search engines and have another quiver in your pouch to let your sellers know youre going the extra mile.

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Session : IBBA1121
Online Buyer Behavior Insights to Help You Market Businesses Better
Conference : IBBA Fall 2011 Conference for Professional Development
Speaker(s) :

Curtis Kroeker, BizBuySell

BizBuySell is the Internets largest business-for-sale marketplace with 5X the traffic of competing sites. As buyers search for businesses, our site analytics enable us to understand their behavior. We have translated these analytics into insights that can help you better market your businesses online both in general and on BizBuySell specifically. Come hear more about how buyers search for businesses online and learn what you can do to maximize buyer interest to drive results!

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Session : IBBA1122
Recasting Review: Finding the Hidden Value in Private Companies
Conference : IBBA Fall 2011 Conference for Professional Development
Speaker(s) :

Louis Pereira, MBA, CBI, CBA, ASA

This is a hands-on workshop that provides a review and enhancement of basic recasting skills. The program includes an overview and explanation of both income statements and balance sheets as found in tax returns and internal financial statements. Techniques for identifying and documenting owner add-basks will be discussed in detail. The workshop concludes with a discussion of how you can better present adjustments to gain buyer acceptance.

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Session : IBBA1123
Town Hall Meeting
Conference : IBBA Fall 2011 Conference for Professional Development
Speaker(s) :

IBBA Board of Directors

What is happening within the IBBA to help Brokers through these tough times? What are our plans to grow and educate the membership? How might our conferences change in the future? These and many more questions have been raised and asked of our leaders. This Town Hall Meeting with the IBBA Board of Directors will give you the chance to ask those, and many more questions, in person.

Session : IBBA1124
How to Transition from Mainstreet to M&A - Part 1
Conference : IBBA Fall 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.

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Session : IBBA1125
Anatomy of a Successful Small-Cap M&A Deal
Conference : IBBA Fall 2011 Conference for Professional Development
Speaker(s) :

Len Krick, MBA, CBI, M&AMI

We will walk through an actual successful small-cap deal, step by step. It will include all the resources used and materials generated, including target marketing database, marketing letters, teaser and confidentiality agreement, the CBR and valuation, meeting agendas, letter of intent, definitive agreements, and the brokers commission. Included in the PowerPoint slides will be flow diagrams and Gantt Charts for the deal process flow and transaction team responsibilities.

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Session : IBBA1126
Pricing Businesses Today: A Market Approach (DMDM) Update
Conference : IBBA Fall 2011 Conference for Professional Development
Speaker(s) :

Louis Pereira, MBA, CBI, CBA, ASA

This is a hands-on workshop covering use of the Direct Market Data Method to price small and mid-sized businesses. The program includes an overview and update of the market approach to pricing businesses. Data sources are discussed - what are the best sources of market comps, and how they differ. Correct application of the Direct Market Data Method is illustrated. Common errors that can cost you listings and deals are covered in detail. The workshop concludes with a discussion of how you can use market data to set seller and buyer expectations in todays economy.

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Session : IBBA1127
The Doctor Series: Bring Your Sick' deals to The Deal Doctors
Conference : IBBA Fall 2011 Conference for Professional Development
Speaker(s) :

Jim Afinowich, CBI, M&AMI

Monty Walker CPA, CBI, BCB

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

Germaine Curtin, JD, Attorney at Law

There are many deal breakers you face when trying to finalize a business transaction. Explore common obstacles shared by industry professionals and examine ways to solve tough legal, financial, ethical, tax, and structural impediments. Discuss your problems and challenges and let the workshop panel and attendees help you overcome personal struggles. Each member who submits their own experience will be given a chance to explain what strategies they used and the results. Our panel and audience will then provide feedback, suggestions and solutions.

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Session : IBBA1130
How to Transition from Mainstreet to M&A - Part 2
Conference : IBBA Fall 2011 Conference for Professional Development
Speaker(s) :

Rob Firestone, CBI, M&AMI

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Session : IBBA1131
Convergence: Financing, Value and Structure
Conference : IBBA Fall 2011 Conference for Professional Development
Speaker(s) :

Mike Adhikari, CBI, M&AMI, MSM

How to create a win-win situation for all parities in a transaction. For a deal to close, financing, value and structure (FVS) need to converge to the satisfaction of buyers, sellers and lenders. Examine interaction of FVS drivers for small deals and M&A deals (mainly M&A), various types of debt financing sources (SBA, Bank, Seller, Mezzanine, etc.) and different types of equity sources or buyers (individuals, PEs, Management, and Corporate). Discuss 10 different types of PE buyers.

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