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Don't Forget to Renew Your Membership for 2013 and Take the Q4 Market Pulse Survey! There's still time to renew your 2013 membership! To renew your membership, you may visit www.ibba.org, mail in a check, or call (888) 686-4222. All checks should be mailed to: IBBA, 3525 Piedmont Rd NE, Building 5, Suite 300, Atlanta, GA 30305. Please also take five to seven minutes to complete the Market Pulse Survey and help the IBBA get recognized on a national scale. Your participation will not only enhance the quality of the results but will also allow you to access valuable insight into the current marketplace environment. The survey closes tomorrow, so please complete it by then! Thank you for your continued support! IBBA Headquarters
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Save the Date for the 2013 Spring Conference
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Be sure to mark your calendars for the 2013 IBBA and M&A Source Spring Conference being held in Anaheim, California June 10th through the 15th, at the Hilton Anaheim. Your IBBA board members are committed to providing you with new educational courses, along with the courses you'll need to gain your certification, engaging workshops, networking opportunities and much more. Please plan to join us in Anaheim to Get Knowledge, Gain Experience and Ride the Wave to Success!
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George Lanza, CBI, M&AMI, CSBA, MEA
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 IBBA members, colleagues, and friends:
Here we go into 2013 with renewed energy and, according to many industry reports, this year promises to be full of activity-the sellers that wanted to take advantage of the old taxation did, and the ones that decided to hold off have come to the realization that the changes are not so bad...yet.
The fact remains that the baby boomers are not getting any younger, and, according to Business Week Magazine, they own over 65% of all businesses in America.
It is time for all of us to get into the market, line up our resources, and work smart and hard focusing on the most desirable industries. We need to be checking trade magazines, researching the web to identify hot selling sectors in your market and understanding who is buying. The information is out there.
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Executive Director's Message
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 "I love Deadlines. I love the whooshing sound they make as they fly by."
This is a great quote by Douglas Adams, the famed author of The Hitchhikers Guide to the Galaxy. It reminds me that it is never too late to get ahead in your planning. Planning is important because it leads to action. And action leads to progress. And progress leads to achievement of goals.
These are good thoughts anytime, but particularly at the start of a new year. For me, a new year has always been a time of personal and professional renewal and optimism. For many of us who are members of our professional association, it is also the start of a new program year and a chance to work with new board members.
It's going to be a banner year for IBBA in the areas of education, networking, and benefits. Please consider these three simple resolutions that will improve your IBBA member experience and just may improve your year:
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M&A Source Chairman's Message
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Kevin Dempsey, CBI, CMC, CMEA
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 Why You Should Be A Member Of The M&A Source!
Have you ever noticed how sellers tend to want to talk to you during the first quarter after they finish their tax year, and they have a sense of where they ended up with their revenue and profit? The past two years of the first quarter have been outstanding for my firm. This year is shaping up to be another fast start.
This is when we increase our marketing. Giving out information has always been a successful way to engage with potential sellers. One way to do this is to send out industry information to targeted companies that position you as the expert in their industry.
As a benefit to M&A Source members, we have industry reports provided by our Tools of the Trade vendors who offer discounts on their services. Remember, sellers like to work with intermediaries that understand their business. As an M&A Source member, you may access valuable industry reports to help get an appointment with a prospect or prepare for a visit with a prospect. Click here to see our list of Tools of the Trade service providers.
Here's wishing you a prosperous New Year!
Kevin Dempsey, CBI, CMC, CMEA,
2013 M&A Source Chairman |
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Member Spotlight: Andrew Cagnetta
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Andrew Cagnetta, CBI, BCI
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 I have been a business broker for 18 years, and the decision was basically someone else's idea. I was a business buyer moving to Florida from New Jersey (the definition of a "damn Yankee"), and I wound up visiting Transworld. In a subsequent meeting at a networking function with the agent at Transworld, it was conceived that I should join as an agent.
After two years on the street doing deals, I decided to buy the brokerage (and make less money...haha). Since I purchased Transworld in 1997, we have been putting together a great team of business brokerage professionals and growing the company through acquisition and organic methods. Two years ago, we partnered with United Franchise Group and rebranded their existing business brokerage/franchise consulting company to Transworld Business Advisors and have continued to grow exponentially and leverage each company's strengths.
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Member Spotlight: Suzanne De Lucia
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Suzanne De Lucia, CBI, FIBBA
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 I grew up in an entrepreneurial family in which my father owned and operated about 20 businesses in varying industries. I got the classic "dinner table education" and learned the pragmatic side of business. However, I was encouraged to find a corporate career and got an engineering degree, but felt like a square peg in a round hole. When I started looking at businesses to buy, I realized that there was a huge opportunity in the business brokerage profession. I really enjoy working with people who are not afraid to take calculated risk, and I love seeing what can be accomplished using the variables of time, money, energy, ideas and people. The profession has really evolved since those days. I certainly could have shortcut the learning curve had I known about IBBA in my first few years in business.
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Conference Chair's Update
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Doug Robbins, FCBI, MCBC, M&AMI, CM&A, CSBA, CMEA
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 Spring IBBA Conference, Call for Volunteers
Although the issues commonly known as the fiscal cliff have been deferred for piecemeal resolution at various future dates, there now seems to be a "guarded optimism" among the business community that we will finally see positive growth in the economy over the next year. Consequently, the 2013 IBBA Spring Conference from June 10th through 15th in Anaheim, California will be focusing on this guarded optimism and how IBBA members can identify and capitalize on the opportunities that lie ahead.
I have accepted the role of Agenda Chair for this event and am looking for volunteers to form a conference committee to assist and guide the IBBA in developing curriculum.
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Technology Committee's Update
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 2013 - We've Turned A Corner
2012 was a very interesting year. We went through a tumultuous election, dealt with an ineffective congress, and lived through what looks like standard worldwide political turmoil. The IBBA and M&A Source also lived through its own turmoil, and unlike our legislators in Washington, took some brave and measured initiatives to help members achieve their future goals.
2013 represents the first full year with our new IBBA and M&A Source executive management team. Karl Kirsch, our new Executive director, and his competent staff at the IBBA and M&A Source's new headquarters office in Atlanta are dedicated to helping us improve our member value proposition, enhance our educational offerings, and help further the association's stature in the business marketplace.
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Membership Committee's Update
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Marcie Woolworth, CBI, FIBBA
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 The New Year is set before us like an unwritten volume - all its pages blank. May we write on each day's page things that at the end of the year we will look back and rejoice rather than regret!
First, let me thank you for your continued membership and support. I'd also like to thank those who have already paid their 2013 dues.
Benefits, resources, and discounts will soon be found on the new and revised website! Since we have essentially started from scratch, our hope is that these benefits, resources, and discounts will be very meaningful to each of our members. An Orientation and Member Benefits Manual, something like the "ABCs of the IBBA" is planned for this coming year.
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Credentialing Committee's Update
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Joe D. Lindsey, CBI, M&AMI
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 Being a Certified Business Intermediary (CBI) is one of the best things you can do for your business broker career. The CBI is highly regarded within the business broker community, and it is recognized worldwide. So, if you don't have one, let me encourage you to make the investment in yourself and your career as a professional business broker. If you already hold the CBI certification, then you know that you have to meet certain requirementsduring your three year recertification period. There are three categories from which you can earn your 48 credits:
* Educational Experiences * Association Activities * Business Transactions |
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Clyth MacLeod, Lifetime CBI
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 Welcome to 2013. 2012 finished strong-our business sales revenue was up 26% on the previous year. We believe this is more a reflection of the hard work of our experienced team of professionals than any great improvement in the market. We are still desperately short of listings of good businesses for sale, i.e. those with proven profits or genuine potential. We have a large database of qualified buyers.
Marketing Attracts Prospects, Brokers Sell Businesses
Ours is a simple business. List, appraise, market, and sell businesses. Simple, but not easy. Our multi-pronged marketing program aims to expose opportunities to the maximum number of prospective buyers.
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 Strategize for 2013 Once again relying on my mentor, Alan Weiss, here are some suggestions for 2013:
- Access bigger clients
- Develop a support system to bounce ideas off of and get feedback
- Ask yourself:
- How well are you able to raise the bar?
- What do you want to accomplish?
- How do I improve myself? Create new baggage and carry the right stuff into the future
- How do you differentiate yourself?
- What is your primary skill set, what do you do well, and how can you sell it?
- What are you doing to speak in front of clients? Writing articles? Blogging?
- What do you do to create personal momentum?
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3525 Piedmont Rd NE * Building 5, Suite 300 * Atlanta, GA 30305 * 888.686.4222
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