IBBA 2016 Fall Conference

Tempe, Arizona
Friday, November 11, 2016
Keynote Speaker

Marty Clarke
"Leading the Transaction: Take Charge Communication Strategies"

Friday, November 11th 


Click to learn more about Marty Clarke. 

Upbeat, funny, and extremely energetic, this keynote is very short on theory and very long on practical application. Your professional credibility hangs in the balance!  Practical tips and techniques for making material improvements in communication and leadership ability are in store for the entire audience.  How you communicate is directly correlated to how yogou lead; especially how well you lead a transaction.  Expect a dramatic increase in your overall communications and leadership confidence.  Communication land mines are everywhere!  Here are a few to get you thinking:

  • The Phone Number at Mach Speed
  • The Endless Voice Mail Message
  • The Emotional E-Mail
  • The Instant Launch
  • The Term Paper E-Mail
 


Workshop Offerings

The 2016 Fall Conference will offer workshops on Saturday November 13th and Sunday November 14th, for a record breaking total of 26 workshops!  Workshop offerings are placed into one of two categories. The two categories include "Fast Track To Success" offering workshops geared towards new brokers, and "The Next Level" offering workshops geared towards experienced brokers. Workshops will take place Saturday November 12 and Sunday November 13 and will be taught by veteran intermediaries and IBBA members.

Saturday, November 12th 

8:30 am – 10:00 am

Title: How to Keep Taxes from Killing Your Deals
Presenters: Beth Veloz & Warren Thomas
Abstract: Workshop participants will be able to get more transactions closed by knowing what tax strategies they can use to reduce a seller’s tax exposure, and by doing so, increase the net proceeds going to the seller without asking the buyer to increase total purchase price.
Intermediaries will also learn basic income/exit planning strategies to continue to distinguish their practices by creating added value and satisfaction for clients in the process of selling a business or real estate in preparation for retirement.
Track: “The Next Level”

Title: Selling Small Businesses That Can Be Sold to Larger Strategic and Synergistic Buyers
Presenters: Lou Vescio and Nate Ernest-Jones
Abstract: As main street brokers, we typically target businesses that appeal to financial buyers, or buyers they buy a business as a job.  In this workshop, we will discuss how to identify the types of main street business that will appeal to larger strategic and synergistic buyers, meaning buyers in the same of lateral business that may derive more benefit from the business than the seller.  Topics will include how to target candidate businesses, how the recasting techniques may differ, knowing how to price properly, creating an industry specific database, how to market to find quality sellers, building your buyer database, marketing to buyers, writing the CBR with the strategic buyer in mind, understanding the special language that may be needed in the purchase agreement, finding the right lenders, making due diligence easy, and much, much more.
Track: “The Next Level”

Title: Effective Marketing for Quality Listings Through "No Cost" to "Low Cost" Seminars  
Presenter: Dean McDonald
Abstract: This workshop is designed to give participants an understanding of how to market themselves as experts through seminars, that help you get past the gatekeeper and in front of sellers, to value and sell businesses. You will be offered suggestions on ways to build a strong network of attorneys, CPAs, and Financial Planners for future referrals. You will also be discussing ways to build a backlog for business valuations and future potential listings. Rounding out the workshop, participants will be shown sample presentations, and how to present them, that have worked for the speaker, and speaker's firm.
Track: “The Next Level”

Title: The Anatomy of a Successful Small-Cap M& A Deal 
Presenter: Len Krick
Abstract: This workshop will review the basic M&A process from start to finish by taking an in-depth look at a real-life case study of a successful small-cap transaction, all the ups and downs included. Intermediaries will come away with a deeper understanding of a successful deal step by step, including all of the control systems, forms, and materials required and generated during the process. These resources and materials, which include the target marketing database, marketing letters, teaser and confidentiality agreements, the CBI and valuation, meeting agendas, letters of intent, definitive agreements, and the broker’s commission, will be distributed to attendees. Flow diagrams and Gantt charts highlighting the deal process flow and transaction team responsibilities are also shared.
Track: "Fast Track to Success"  

Title:
SBA Acquisition Loan Basics - The 5 Things Every Broker Needs to Know
Presenter: Steve Mariani
Abstract:This is a must attend workshop for every main street broker considering SBA financing for their transactions. We will address today’s hottest structuring concerns. Topics include Earn outs and the work around, the important items to “leave out” of your offering memorandum along with important rules to be aware of before submitting any size loan request to any lender. Steve shares his 20 years of experience working with the largest national acquisition lenders along with many current SBA changes that can save you countless hours and much frustration. You’ll learn the behind the scenes secrets to consistently secure SBA financing along with the pitfalls to avoid at all cost.  These top 5 things are sure to make you more productive and effective while increasing the overall profitability of your office. 
Track: "Fast Track to Success"

10:15 am – 11:45 am

Title: Guerrilla Marketing for Business Brokers  
Presenter: Greg Kells
Abstract: The goal of this workshop is to enable Business Brokers to increase leads in a cost effective manner and maximize their "Bang for the Buck" Time is the Business Brokers limited commodity. Being able to use it wisely and using our limited marketing budgets wisely is a necessary component of success. Automating marketing to put us in-front of interested prospects with the least effort and least cost increases our likelihood of success.
Track: "The Next Level"

Title: RRC's Unique Business Model Has Resulted in Over 1000 Closed Deals   
Presenter: Steve Zimmerman
Abstract: This workshop will discuss some methods to expedite the screening process of buyers and sellers as well as to develop a quality data base of buyers and sellers. This workshop will also take an in-depth look at RRC’s Team Staffing method, which has contributed to its agents and brokers success in getting more deals done. Additionally, this workshop will review RCC’s marketing programs which include aggressive internet marketing, e-newsletters and targeted email blasts.
Track: "The Next Level"

Title: How You Can Improve Your Business Sale Results by Applying Brain Science to Your Business Sale Transactions 
Presenters: Matt Bradbury and Ginger Dean
Abstract: What forces shape how buyers and sellers make decisions?  In this session, you’ll learn the ins and outs of working around your buyers and sellers normal decision patterns.  You’ll better understand the psychology behind their decision making process and how you can influence the outcome.  Learn the “tells” your clients give you during the process and use these to provide more value to your client. 
You’ll get tangible examples of how we incorporate brain science in our M&A practice.
Track: "The Next Level"

Title: Connecting with Business Buyers: A Detailed Look at Who They Are and How to Motivate Them in Today's Business for Sale Market
Presenter: Bob House
Abstract: The workshop is designed to give brokers a deeper understanding of business buyers, who they are, how they behave online, and what drives them to purchase. View statistical data showing business buyers’ online behavior, including how they search for a business, what listings attract them, and how your broker profile appeals to them (or not). Also discover what the latest Insight data shows about the landscape and health of today’s business for sale market.
Track: "Fast Track to Success"

1:30 pm – 3:00 pm

Title: The Power of Public Relations   
Presenter: Doug Robbins
Abstract: Join Doug Robbins FCBI; M&AMI   as he uses true stories from his 42 years in the M&A Profession, to illustrate how to position yourself as a professional and to effectively use the media to enhance your position in your business community.
Using the ‘third person’ to tell your story raises your profile, saves lots of advertising dollars, and positions you as an expert. It will be easier to obtain assignments, collect fees and commissions, obtain speaking engagements and further enhance your business profile.
Track: "Fast Track To Success"


Title: The Benefits and Pitfalls of Being a Specialty Broker
Presenter: Teija Heikkila
Abstract: This workshop will give you insights into what it takes to be a Specialty Broker (ie. a broker focusing on a specific industry) and how it differs from being a general broker.  
We will cover topics such as:
1.  What qualifications should you have to be a successful Specialty Broker
2.  Market radius and penetration
3.  How your brokerage processes differ from general practice
4.  The benefits of being a Specialty Broker
5.  The pitfalls and challenges of being a Specialty Broker
6.  How interactions with sellers, buyers, lenders and professional advisors differ in a specialty vs. general practice
The overall presentation will give participants the opportunity to examine a specialized practice and determine if it fits their professional career.
Track: "The Next Level"

Title: Drip Marketing Programs. You Can't Be in Business Without One.
Presenter: Michael Marks
Abstract: Referrals hold the key to success in business brokerage. But how do you keep in contact with all those referral sources you have met over the years and all those sellers who weren’t ready to sell?” The answer is DRIP MARKETING. Understand this concept, why it is so important and the impact of today’s 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 email addresses and building usable databases. Find out everything you can do to start your own drip marketing program right away.
Track: "Fast Track to Success"


Title: 7 Facts/Tips Every Business Broker Should Know to Sell More to Foreign Investors
Presenter: Renata Calderaro
Abstract: This workshop will valuable tips that help business brokers understand the needs of foreign investors, so that they may be better positioned to find the right business opportunity for their foreign national clients and close deals faster.
Track: "The Next Level"

3:15 pm – 4:45 pm

Title: Selling Professional Services  
Presenter: Doug Robbins
Abstract: Join Doug Robbins FCBI; M&AMI   as he uses true stories from his 42 years in the M&A Profession  to illustrate how to position yourself as a professional and to effectively sell those professional services.
Setting the proper expectations for a prospective client and then positioning yourself to meet those expectations is part of developing a trusting relationship. Over the years, we have learned that trusting relationships reduce the need to sell and result in accepting requests for your services. 
Track: "Fast Track To Success"


Title: Using Retirement Funds as A Source of Equity in a Business Purchase
Presenter: Suzy Granger
Abstract: DRDA CPAs & Business Consultants is a 35 year old CPA firm focused on Small Businesses and their owners.  Our workshop will focus on the use of retirement funds as a source of equity in a business purchase.  Valid since the ERISA law of 1974 the use of retirement funds as a source of funding became more common in early 2000. Learn the ins and outs of this powerful tool,  how the use of it can help you close more deals, and also the importance of on-going compliance with these plans.  
Track: "The Next Level"

Title: Recapitalization vs. a Sale - Getting Liquidity for the Client and Potentially a Second Bite of the Apple 
Presenters: Patrick Healy and Chris Roden
Abstract: NEED
Track: "The Next Level"

Title: What's in Your Market Multiples?
Presenter: Warren Burkholder
Abstract: This seminar would be give attendees a better understanding about what critically important assumptions are imbedded into the published multiples from Pratt’s, Bizcomps, PeerComps, IBA , or your favorite private source.  For example, if the expected growth rate of the Subject is clearly greater or less than the average growth rate of the Guideline Companies how does this affect how the multiple should be used.  Factors discussed would include growth rates, working capital, fixed assets, compensation, and market demographics.  90 minutes of dynamite challenges with some hopefully useful thoughts about solutions.  A white paper on the subject as a take away.
Track: "The Next Level"

Title: Leveraging Technology to Do More Deals
Presenter: Clint Fiore
Abstract: With thousands of SaaS (Software as a Service) companies out there all claiming to have the "solution" for your business, how do you make sense of it all? Clint is a former tech executive turned Business Broker dedicated to using the latest tech tools to make his firm efficient at handling high volumes of Brokerage Deals and a well-organized Buyer database to close more deals, without letting anything fall through the cracks. In this class he will share his best secrets on selecting the best tools that can do exactly what you need (and nothing you don't) in the simplest, and most cost effective way. This class takes thousands of hours of research on how tech tools can make a Business Broker's life easier, and presents it in a bullet-point-simple, actionable way. You will leave immediately ready to improve your business processes and know exactly where to start whether a novice that needs everything or an experienced high-tech pro that just needs some tweaks and updates.
Track: "The Next Level"

 

Sunday, November 13th

8:30 am – 10:00 am

Title: Selling Small Businesses That Can Be Sold to Larger Strategic and Synergistic Buyers
Presenters: Lou Vescio and Nate Ernest-Jones
Abstract: As main street brokers, we typically target businesses that appeal to financial buyers, or buyers they buy a business as a job.  In this workshop, we will discuss how to identify the types of main street business that will appeal to larger strategic and synergistic buyers, meaning buyers in the same of lateral business that may derive more benefit from the business than the seller.  Topics will include how to target candidate businesses, how the recasting techniques may differ, knowing how to price properly, creating an industry specific database, how to market to find quality sellers, building your buyer database, marketing to buyers, writing the CBR with the strategic buyer in mind, understanding the special language that may be needed in the purchase agreement, finding the right lenders, making due diligence easy, and much, much more.
Track: “The Next Level”

Title: Structuring the Sale of a Client's Business to Increase the Cash Flow
Presenter: Dr. Bart Basi
Abstract: Each business is unique and complex in its nature; an installers business is different from an architect’s business, which is different from a distributorship. The deal structure needed to create a transfer of a business is complex. Proper deal structuring will increase the cash flow to the seller. Dr. Basi will take the audience from the initial contact to determining the cash after taxes in an understandable format.
Track: "Fast Track to Success"

Title: Guerrilla Marketing for Business Brokers
Presenter: Greg Kells
Abstract: The goal of this workshop is to enable Business Brokers to increase leads in a cost effective manner and maximize their "Bang for the Buck" Time is the Business Brokers limited commodity. Being able to use it wisely and using our limited marketing budgets wisely is a necessary component of success. Automating marketing to put us in-front of interested prospects with the least effort and least cost increases our likelihood of success.
Track: "The Next Level"

Title: Finding and Using Done Deal Databases 
Presenter: Ron Johnson
Abstract: Learn how to locate, access, and selectively apply the various outputs from the numerous Done Deal databases available to Business Brokers, both for initial quick values, and for use in written reports such as Opinion of Value reports. See the costs of subscriptions to the various data bases, their contents, and then samples of Input Reports, Output Reports, and how to use as part of Opinion of Value reports.
Track: "Fast Track to Success" 

10:15 am – 11:45 am

Title: Closing More Deals with Digital Marketing
Presenter: Darren Keylor
Abstract: In today’s ever-changing world we must adapt and use the most innovative techniques in order to keep up with our competitors. When selling a product/service, you have less than one second to catch the prospective customer's attention. If not, it's money lost, time lost, and nothing to show for your efforts. We are currently witnessing a revolution, across nearly every industry. A transition from traditional marketing to digital marketing. The world’s largest companies are now pouring the majority of their marketing dollars and efforts into a multitude of digital marketing initiatives. There are two simple reasons why: more eyeballs & measurability! Meaning, more people are online than ever before and that number is only growing.  In addition, the accurate measurability of digital advertising simply cannot be achieved in any other form of advertising.
Aside from the sheer volume of the audience, digital marketing is faster, more efficient, more cost-effective, and it is traceable! Unlike newspaper or television advertisements, digital marketing allows you to see trends, seasonality, location, user descriptions, and then adapt (quickly) to fit the situation. Digital marketing offers the transparency to see what your marketing budget is doing and can be directly traced to your incoming leads and prospects.
Track: "The Next Level"

Title: Don't Let The IRS Take Your Business! Proper Succession Planning for Your Client's Business
Presenter: Roman Basi
Abstract: Have you ever had a client say “SOMEDAY I’M GOING TO SELL MY BUSINESS!”, only to look back a year later and repeat the same sentence? Then you’re not alone. The two greatest threats that challenge your client’s business today are not competition and the economy; they are: 1) lack of succession planning and 2) the problem of estate taxes. Are you and your business prepared with a properly written succession plan? If you don’t have a written plan this seminar is for you. Don't let your client’s company or estate become assets of the government!
Track: "The Next Level"

Title: Working With and Understanding Private Equity
Presenter: Kyle Madden
Abstract: This discussion will provide attendees with a practical introduction to Private Equity focused on working with smaller companies ($5-50mm of Revenue) in the lower middle-market. The attendee will gain practical knowledge of Private Equity, how to identify business owner situations that are ripe for Private Equity, and how to work successfully with a Private Equity Group. Topics covered: the basics of a Private Equity Group’s infrastructure and how Private Equity Groups select investments, how business brokers can identify the various deal “situations” commonly attractive to Private Equity, and how Private Equity Groups value those businesses. Additional provided material will cover actual case studies of facilitated transactions along with the underlying goals & objectives of entrepreneurs when considering Private Equity as an exit/succession option.
Track: "The Next Level"

Title: What's in your Market Multiples?
Presenter: Warren Burkholder
Abstract: This seminar would be give attendees a better understanding about what critically important assumptions are embedded into the published multiples from Pratt’s, Bizcomps, PeerComps, IBA , or your favorite private source.  For example, if the expected growth rate of the Subject is clearly greater or less than the average growth rate of the Guideline Companies how does this affect how the multiple should be used.  Factors discussed would include growth rates, working capital, fixed assets, compensation, and market demographics.  90 minutes of dynamite challenges with some hopefully useful thoughts about solutions.  A white paper on the subject as a take away.
Track: "The Next Level"

The 2016 Fall Conference will offer workshops on Saturday November 13th and Sunday November 14th, for a record breaking total of 26 workshops!  Workshop offerings are placed into one of two categories. The two categories include "Fast Track To Success" offering workshops geared towards new brokers, and "The Next Level" offering workshops geared towards experienced brokers. Workshops will take place Saturday November 12 and Sunday November 13 and will be taught by veteran intermediaries and IBBA members.
The 2016 Fall Conference will offer workshops on Saturday November 13th and Sunday November 14th, for a record breaking total of 26 workshops!  Workshop offerings are placed into one of two categories. The two categories include "Fast Track To Success" offering workshops geared towards new brokers, and "The Next Level" offering workshops geared towards experienced brokers. Workshops will take place Saturday November 12 and Sunday November 13 and will be taught by veteran intermediaries and IBBA members.
 

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