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| Early Registration Ends on Monday! |
 Ready, Set, Grow! Now is the time to equip yourself with the tools to grow your business brokerage practice. Tomorrow's success starts today as you gain the knowledge and experience that you need to succeed.
If you haven't yet registered for the 2013 IBBA Fall Conference, to be held November 18 - 23 at the Hyatt Regency Savannah in Savannah, Georgia, don't miss your chance to sign up for new educational offerings and networking opportunities at the best possible price. Registration begins at $625 and will increase after September 30!
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George Lanza, CBI, M&AMI, CSBA, MEA
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Is It Time To Start Harvesting?
The news is filled with headlines talking about how the economy is turning around. The business owners we meet with have a renewed, albeit cautious, confidence. Many who sat on the sidelines waiting to make the decision to sell are now open to press forward. Are you ready to be part of the pay out?
If you have been working your database diligently-staying in touch with your prospects through drip marketing-now may be the time to step up your marketing plan and be deliberate about personally reaching out to your top-tier prospects. Owners who were not ready to let go a few years ago now seem to be more curious as to where they stand in the market. Most recently, we have found that manufacturing seems to be the industry seeing the most growth. Based on Pitchbook's recent article, "A Manufacturing Renaissance," the manufacturing industry has seen continuous growth for the past three years, creating jobs and confidence. We personally have reconnected with dozens of owners in all areas of manufacturing, and have found that these owners are anxious to sell. The question is: will you be the one to reap the benefit in your marketplace?
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M&A Source Chairman's Message
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Kevin Dempsey, CBI, CMC, CMEA
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M&A Source Conferences Provide Superb Education
Often I am approached by individuals wanting to enter the M&A practice. I am asked, "How does one get started?" I tell them that attending the M&A Source Conference provides a unique advantage in terms of preparing to enter this field. Even seasoned M&A practitioners with years of experience have taken advantage of the opportunity to expand their knowledge.
The following quote from the Q1 Market Pulse Report says it better than I can:
"With national networking, sharing of best practices, credential programs and first-rate continuing education, it's clear that association membership is a significant contributor to success in the M&A marketplace."
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Membership Committee's Update
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Marcie Woolworth, CBI, FIBBA
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Knowledge, Experience, Results!
When you say you are going to do something, do you follow through? Committing to something these days doesn't seem to have the same weight that it used to. The definition of commitment is "an agreement or pledge to do something in the future; the state or an instance of being obligated or emotionally impelled" - that is, being committed to a cause. Are you committed to your sellers and buyers? Are you committed to the IBBA or other organizations? Do you go that extra mile? Do you do the kind of work for your clients that will get you a referral in the future? Being a committed part of the IBBA brings you to a new level of involvement both professionally and personally.
As a Board Member of the IBBA, I want you to know how committed I am to our cause. The Membership Committee has been diligently striving to find bigger and better benefits and as they begin to roll out, you will be notified through these newsletters, so stay tuned!
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Education Committee's Update
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Cress V. Diglio, CBI, M&AMI
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Everyone knows the age-old adage "know your competition." To be a successful business intermediary, you must know your competitors and be able to differentiate yourself from them. Otherwise, the broker with the best bottom line wins. I have applied this idea to every business I have been involved with during my career. I've honed my skills and branded myself in such a way that I am able to charge a premium for my services. Ask yourself this question: how am I different from other business brokers in my area? If the answer is that all business brokers perform the same services, then the competition merely becomes one of broker fees. Clients will look for the better deal (and lower commission rate) if they feel that similar services will be provided by either you or your competitor.
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2013 Affiliates Rewards Program
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Barry Berkowitz, Ph.D., CBI, M&AMI
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 IBBA's 2013 Affiliates Race to the Grand Prize
The 2013 Affiliate Rewards Program is progressing nicely as we approach the 2013 IBBA Fall Conference in Savannah. In 2012, Affiliates earned more than 20 free IBBA course registrations and three free IBBA full conference registrations for their members. A member of the New England Business Brokers Association won the Grand Prize and received $1000 for his 2013 IBBA Spring Conference fees and travel expenses as a result.
The rankings as of September 20, 2013 are as follows:
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Sponsor Message: BizBuySell
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 Must Haves to Be Found Online: Claiming Online Directory Profiles
Expanding on material we presented at the 2013 IBBA Spring Conference, we have created an exclusive IBBA series to help uncover online trends, what they mean for you, and actionable items to ensure your company's name will rise up in the online search ranks. Over the last few months, we reviewed company websites and what to include for an effective web presence as well as SEO essentials and how to appear in search results online. This article's goal is to help you claim free online directory profiles as a source for lead generation and brand awareness.
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Deciding between the Limited Liability Company and the S Corporation
A few months ago, we examined the selection of which entity to choose based on the perspective of the proprietor through the lens of the Limited Liability Company. To recap my last article:
Limited Liability Companies are becoming more popular. This is because most business owners want a limit on liability and single layer taxation, and want to limit the formalities and still enjoy the protections. The LLC is definitely worth consideration.
While the LLC has some big advantages, the S Corporation is not out of the race yet. This month we examine the S Corporation.
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| International Member Spotlight |
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Pusit Ketmayoon, CBC, Ph.D.
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Every business broker has his own story of how he entered this business. I would like to share mine, and hope that this will encourage many newcomers. I started my career studying overseas. I then started to work for MNC within the region of Thailand. After 20 years working overseas, I decided that I wanted to become a business consultant later in my career. So I then took further education, including an MBA, a PhD, and many other business advisor certificates. As soon as I managed to get a number of customers, I started my own small consulting firm SEA Business Consulting. I slowly found that many of my customers either had many businesses and wanted to sell some of them, or their current businesses were in bad shape and they were looking to sell all of them. That was the formal starting point of SEA Business Broker.
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| International Member Spotlight |
The economy of Spain is recovering from the financial crisis. However, our small and medium enterprises (SMEs) have huge financial requirements that are not being covered by banks due to restructuring. Because of this, they need to find or sellprivate investors, which is a great reason to become a broker in Spain.
I am proud of what I have accomplished as a business broker-being able to help SMEs find investors or purchasers in their business and saving many jobs at the end of the day. In the years to come I hope to do more cross-border operations, searching for international buyers or investors for my clients.
The IBBA gives our firm a perfect and trustworthy reference for new clients. Spain is a jungle of false professionals and corporate pirates, and our membership is a great way to push us ahead of our competition. I would recommend to any other broker to join the IBBA, and to carry out the ethics and professionalism that the organization promotes. References are so important for our business, and you can gain them through excellence and efficiency.
Konrad Garcia
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Clyth MacLeod, Lifetime CBI
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Immigrants Enrich New Zealand
Immigrants are entrepreneurial and industrious. They enrich New Zealand culturally and financially and they buy businesses. 62% of our business sales have been immigrant buyers-some recent, but most have been here for a few years and have residency.
Those of us born and bred in New Zealand benefit from networks built up from school, sport, or other interests. Immigrants succeed through hard work, pleasant service and family support.
New Zealand is a young country that has grown through successive waves of immigrants - initially from the UK and Ireland, followed by Dutch, Pacific Islanders, Fijian Indians, South Africans, and Asians from various eastern countries. All have made a significant contribution and continue to do so. Today, our supermarkets, hospitals, service stations and hospitality industry are mainly staffed by immigrants.
A high proportion of the businesses that we're buying are in the food sector-cafes, restaurants, lunch bars, and bakeries. These are cash-and-carry businesses and may require only limited English language skills. But today immigrants are buying retail, wholesale, manufacturing and service businesses of all types.
To service this growing market, over half of our sales team are immigrants, speak a large number of languages and we advertise extensively in ethnic newspapers and internet sites.
Clyth MacLeod, Lifetime CBI
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Keith McLeod, Lifetime CBI
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Alan Weiss has been a mentor of mine for more than a decade. As a member of his group, Society for the Advancement of Consulting, I've been struck by his common sense and innovative ideas. Each Monday he provides a memo. Here are a couple of recent ones:
"In the not too distant future, there will be three U.S. newspapers: the Times, Wall Street Journal, and USAToday, and people will read their local edition thereof. Broadcast TV is losing to cable, which in turn will lose to computer access to varied programming. Education will move increasingly out of traditional schools and into cyberspace and the home. The extended family will continue to decline just when it's most needed for care of the elderly. You may disagree with my predictions, of course. But in terms of change in your career and life, it's better to be trying to set the trend rather than madly chasing after it. Who thought I'd be live-streaming to thousands instead of physically being in a room with a hundred? I'm always surprised by how stupid I was two weeks ago."
"I see my role in any newsletter as provoking, not trying to be liked or gain consensus or make a nest in the mainstream. In that vein, let me suggest that you deserve what you earn for your talents. If you feel depressed when you fail and guilty when you succeed, you're in a roller coaster that's stopped between hills. Beware of the self-loathing that occurs with some people when they feel-and will tell you-that you don't deserve something because others don't have it, too. Talent, discipline, and hard work will always create good fortune. Sometimes luck creates good fortune, but the harder you work, the luckier you'll get. Some people were born on third base, and others demand a free pass to third base. I'd rather hit a triple and deserve the roar of the crowd."
Keith McLeod, Lifetime CBI
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New IBBA Members for September
Chris Alexander
Jorge Couto
Tobin Dunigan
Tom Evans
Cynthia Hartin
Raymond Hsia
Maureen O'Malley
Raymond Palmer
Paul Pedersen
Russell Prox
Hewitt Roberts
Willem Smit
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Upcoming Events
Oct. 3 PBBA Offers 2 Courses (King of Prussia, PA)
Nov. 15-16B NEBBA Conference (North Andover, MA)
Nov. 18-23 IBBA Fall Conference (Savannah, GA)
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3525 Piedmont Rd NE * Building 5, Suite 300 * Atlanta, GA 30305 * 888.686.4222
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