The Entrepreneur Retirement Plan of America - A Unique Platform: Monty Walker, CBI, CPA, BCB
Audience: IBBA & M&A We will be introducing a unique platform that allows individuals to access their retirement funds tax deferred and penalty free to capitalize a business. This structure is well known amongst members of IBBA however the platform is not. This is the only platform whereby we serve as the fiduciary, trustee and third party administrator. We therefore shoulder all responsibility and liability for all matters that relate to the plan.....not the business owner who can now channel all his efforts to building his business and not worry about compliance matters associated with the IRS and DOL. Our plan is audited annually by an independent accounting firm. Our solution is 100% turnkey which includes a portfolio of professionally managed mutual funds. With our platform the entrepreneur's responsibility is reduced to making timely deposits of employee contributions and general items such as providing enrollment paperwork to eligible participants. With our service, support and compliance structure, we provide the most compliant and comprehensive solution available when compared to any other provider....BAR NONE!
Blood Pressure, Cholesterol, and Business Value: The Three Most Important Numbers to a Business Person: Dr. Bart Basi, CPA, Attorney-at-law
Audience: IBBA & M&A Valuing a house is simple. Appraisers look at the size and condition of the houses around the subject house. In business, since each is so unique determining a value is a much more complex process. There is no formula" or "multiple" that can be used to determine this ever important value. Conforming to IRS and state standards for valuation is critical. Dr. Basi will describe how valuations are done."
Every (Practical) Thing the Business Owner Needs to Know About Taxes: Dr. Bart Basi, CPA, Attorney-at-law
Audience: IBBA & M&A Guide your potential clients to learn to utilize existing credits and accelerate deductions in order to obtain the best tax strategy. Learn about different entities and their specifics.
Transaction Valuation (Part 2 - Demo): Mike Adhikari, CBI, M&AMI, MSM
Audience: Main Street Mike Adhikari of Business ValueXpress and Illinois Corporate Investments, Inc. will discuss Transaction Valuation. Transaction Valuation focuses on deal-making, whereas Traditional Business Valuation focuses on compliance. Mike will discuss valuation methods and key principles of valuation. He will discuss importance of bank financing, seller financing and debt-service. And, he will share a software tool to bring buyers and seller together on price and terms.
Professional Advantage: Upgrade your Business Development Skills: Kim Booker
Audience: IBBA & M&A A good 30 second commercial will: include a pain you solve for clients exclude the candy you offer clients have emotion words.What networking is and is NOT.What are your nets" from networking? How to implement the LEAD technique.Rules for limiting "unpaid consulting."
Linked In for Leads: Trista Perot, CBI
Audience: IBBA & M&A Using LinkedIn to grow your business - are you getting leads from LinkedIn? You should be! How rank higher in search. How to find prospects. How to utilize Groups for bottom-line results. How to use search features to find targeted customers. How to get warm introductions from prospects you don't know yet? How to set up your business page. How to use the top LinkedIn apps!
Industry Specialization: The Key to Thriving in the New Business Brokerage Market: Spencer Tenney, CBI
Audience: IBBA Many business brokers have seen revenues flatten or decline over the past 3-5 years. Some of our industry's greatest deal making talent continues to be under utilized year after year because of a changing business brokerage market. In response to this problem, many brokers are converting to an industry specialized brokerage model or joining an existing industry specialist. This presentation will examine the case for industry specialization, how it creates competitive advantages throughout the sale process, and how it allows brokers to establish and maintain greater control of the sale process during any economic climate.
What is Business Transition Planning and Why Should I Care?: Kathleen Richardson-Mauro, CFP, CBI, CM&AA
Audience: IBBA & M&A Everyone today talks about social networking sites and how to twitter, facebook and link. But Belly to Belly relationship building with people who are ready, willing and able to provide quality referrals is hands down a tried and proven method of building your practice. But since time is a precious commodity it is extremely important to spend your time wisely. Avoiding time wasters and networking with the right people will help you leverage your time investment to get real returns. I will give real life examples of done deals that never would have happened without solid relationships with key advisors. Use these techniques to also add value to your clients by having solutions for their various business needs. Learn how givers gain and being a source of advice and information can improve your status. Also becoming the go to person for all manner of business solutions. Respect and acknowledgement of your Expertise are additional benefits to be earned. If you aren't effectively using personal networking as part of your business plan........you should.
Creating Value in Middle Market Companies: Vincent Garozzo
Audience: IBBA & M&A The overall goal of the session is to educate participants on common business terms and reasonable negotiating positions applicable to current merger and acquisition transactions. By educating participants on reasonable negotiating positions, the intent is that clients' expectations can be better managed and therefore transactions can be closed in an efficient and expedited basis. In addition, this session is intended to be an interactive discussion of the substantive issues which enhance value to buyers and/or sellers of middle market companies by walking participants through the acquisition and/or divestiture process. In particular, each participant will be exposed to: (a) a comprehensive review of the typical documents used in a middle market acquisition transaction; (b) a better understanding of the various types of deal structures, together with buyer and/or seller preferences toward same; (c) factors which tend to increase/decrease enterprise value; (d) how to create equity in the negotiating process to facilitate financing; and (e) how risk of future unknowns are typically allocated. We will conclude by analyzing standard market terms for survival periods, carve-outs, indemnity caps, buckets and security for same.
Adding Consulting Revenue Streams To Your Brokerage Practice!: Frank Sahlein, CBI
Audience: IBBA & M&A In our wonderful industry, one of the possible drawbacks is the "feast or famine" nature of a commission-based success fee structure. Many brokers desire to add regular income streams to their practice, but are held back by lack of confidence, lack of consulting know-how or possibly both! The good news is that consulting revenues are possible for almost any broker if they are willing to apply themselves to a few proven principles and an organized system. We will explore some of the innovative consulting services that have, and are being used effectively today. Consulting Revenue Streams are Possible! You can be an Industry Specialist (can be in addition to Main Street), a service business specialist, or a combination of both. Consulting revenues are actually counter-cyclical in nature. When the economy is getting worse, owners are looking for practical solutions and improvements for their business issues. These revenue streams are just WAITING for you to pick them up! It is not difficult to become a Service Business Specialist, the basic business principles are the same across the board! What are the Client's choices today? They can continue on as in the past, waiting for times to "get better". They may have to sell the "Deadly D" which include Divorce, Death, Partner Dissolution, Dissatisfaction with Financial Results, Disillusion (burn out), or a combination of factors. They client may want to IMPROVE and sell - this is our real job as a consultant AND intermediary / broker anyway!
Techniques In How To Work With Buyer Prospects: Jeffrey Jones, ASA, CBA, CBI
Audience: IBBA & M&A Sit in on this workshop and you are guaranteed to learn and renew your experiences with the entire process. Starting where to find buyer prospects through different channels, continuing through steps in qualifying the buyer prospects, tips in dealing with a difficult buyer and the closing process. Also learn the proper follow up methods to keep prospects interested, thinking, and recommending you in the future.
Life is change growth is optional. How true! If there is one thing we can count on in life, it's change; down-sizings, mergers, technological advances. How can we keep up? This session shows how to become a SURF-RIDER, learning to ride the waves of change, instead of being overwhelmed and threatened. Discover how to embrace opportunities of change and yell, "Surfs up!"