Mainstreet

SEPTEMBER 2014
The 2014 IBBA Fall Conference Early Bird Registration Ends Next Week!

The 2014 IBBA Fall Conference and Main Street Marketplace  will take place November 17-22, 2014 in Austin TX. 

The conference will feature new courses 
in addition to workshop and networking events. It also features the Main Street Marketplace, where you can meet with the resource partners that can help grow your business.

With educational workshops, networking events, a trade show, and a variety of courses, attending a conference is the best way to get the most out of your IBBA membership.
www.ibba.org/events/conference/f14
 


The 2014 Sunbelt Annual Meeting will be held in Austin, Texas at the Hyatt Regency, from November 18 - 20, in conjunction with the IBBA Fall Conference affording Sunbelt meeting attendees the opportunity to attend Thursday IBBA programing as well as the Main Street Marketplace.  Current Sunbelt brokers interested in registering for the meeting should go to Sunbelt Registration. For questions about the Sunbelt Annual Meeting, please contact Allyn Davies, Meeting Coordinator, Merrymeeting, Inc., 0ffice: 877-392-6278 ext. 625, [email protected].
Are you Valuing or Pricing your Service?
Keith McLeod, CBI

Shift your prospect and customer conversations from price to value. We don't spend enough time on the value we provide our clients. This is a continuing problem.
  • Here is a crucial tip: it is not about you, it is the Value in your Client's Mind.
  • Here are suggestions to create that value: IBBA membership, CBI designation, client focus, extensive contacts, IBBA committee involvement, or a recent transaction where a client benefited working with you. Is it the number of buyers you created, or solving an allocation and tax issue?
  • Include 3 differences from your competition. Clients want to be identified with a winner.
  • This will move your practice from a standard practice to a Distinct Practice.
  • Remember we are helping people. It is a sin not to play this instrument. 

"Cap X" For Business Brokers
Ron Johnson, M&AMI, CBI, CBB, Fellow of the IBBA

From my perspective, each of us sell businesses all the time (I hope). We frequently discuss with our sellers and buyers the "Cap X" (annual capital expenditures). This refers to the monies our buyers need to invest in their business annually to keep the business running and growing. Each of us, as business brokers/intermediaries, have our own business, with about 50% of us working in multi-intermediary offices, and about 50% being sole practitioners. But in almost every case, each of us "are our business" since most of us are almost wholly commission based. Our success is created by ourselves, and directly affects our income. Just because our profession has a very small barrier to entry is no reason to think that each of us, as independent businesses, do not have an annual "Cap X." However, in our profession's case, most of our "Cap X" is in intangible assets, not tangible assets. Nevertheless, those expenditures are necessary to keep our businesses growing. 


Market Pulse Q3 Survey: Help Your Business!

Next week you will have the opportunity to participate in the third quarter's Market Pulse Survey (opening October 1) in order to gain valuable information included in the results that will help you get deals.
  • Real-time information that will help you get a deal closed!
  • Professional Marketing Tools
  • Grand Prize Drawing
The survey will take approximately seven to nine minutes to complete and will officially close October 15 at 11:59 pm PDT. The survey should be completed on an individual basis. Please forward to other brokers and intermediaries in your firm to get your office's complete data. 

For more information about the Market Pulse Quarterly Survey and Report, click here.


Upcoming Events

Sep. 30 GABB Course #117 & #424 (Atlanta, GA)
Oct. 28-29 Affiliate Field Course-CABI (Greenwood Village, CO)
Oct. 28-29 Affiliate Field Course-PBBA (King of Prussia, PA)
Nov. 07 CBI Exam Review (Austin, TX)
Nov. 14 CBI Exam Review (Austin, TX)
Nov. 17-22 IBBA Fall Conference (Austin, TX)


IBBA Affiliates Rewards Program - Race to the Grand Prize!
Barry Berkowitz, PH.D., CBI, M&AMI 

The competition is on!  Each Affiliate

earns points when  one of their members signs up for the IBBA conference, registers for an IBBA course or joins the IBBA as a new member.  Points are awarded to the Affiliates as follows: (see chart in link)

These points will be redeemable by the Affiliates for future complimentary courses and/or conference registrations.  There will also be a Grand Prize awarded to one of the members of the Affiliate with the highest normalized score (total number of points earned divided by the number of affiliate members) accumulated during 2014.  The Grand Prize will be free hotel, registration and course fees at one of the 2015 IBBA conference.  Just to review some of the history, NEBBA was the grand prize winner for 2012. Last year CVBBA had the honors with NEBBA in second-place and CABB taking third.


 


New CBI Spotlight and "How I Did It" Features Coming to the IBBA Newsletter!

Do you hold the prestigious Certified Business Intermediary (CBI) designation offered by the IBBA? Are you interested in sharing your experience in obtaining - and maintaining - your CBI and its influence on your business? If so, please click here and complete the CBI Spotlight Submission form. 


In addition, the IBBA is seeking success stories from members who found a way through a challenging deal. If you would like to submit your "How I Did It" success story, please email your story (250 words or less) to IBBA's Director of Operations, Kay Ciesla - [email protected]


If your submission is selected for the CBI Spotlight or "How I Did It" features, you will be contacted by IBBA Headquarters before your information is published and distributed in a future edition of the IBBA Newsletter.
 


From the Editor's Desk
Jessica Baines

When it's Raining Cats and Dogs

Well, it's not literally raining animals from the heavens. But I've developed a good knack for selling pet-oriented businesses. Among other interesting types of trades.

What do you love about this industry??

 

New Members in 
August and September
Anthony Belletete
Ryan Bailes
D. Paul Graham
Daryl Hicks
Jim Horn
Rochelle O'Brien
Henry Remschel
Ben Robinson
William Shattuck
Ryan Snow
Annie (LeBlanc) Wang
Gayla Campbell
Denis Burke
Nathan Newman
Ronald Wiebe
Stacy Cadieux

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