Southern California - September 25-29, 2018
@ Hilton Irvine/Orange County Airport


As boomers retire at rapidly increasing rates and our economy continues to grow, deal-making is at an all-time high. But are you on the right path to achieve the success you want?

It's crucial to engage with the conversations shaping today's transactions in California. Join your fellow business brokers, intermediaries and industry professionals at the CABB Fall 2018 Conference, Sept 25-29, 2018 to learn, engage and chart your new path to success.

This CABB event delivers relevant education, key topic discussions and networking opportunities for you to collaborate face-to-face with others deeply invested in the industry.

Check out our agenda, sessions, educational offerings, or register now!

Click the links below for more information:

The schedule listed below is subject to change. Please check back often for the latest information on the 2018 CABB Annual Conference.

For more information on the sessions and topics listed below CLICK HERE.

Tuesday, September 25, 2018
Time Session Instructor Location
8:00 AM - 5:00 PM CABB 101 - Introduction to Business Brokerage - Day 1 George Hicks Crystal Ballroom-Salon A1
8:00 AM - 5:00 PM CABB 201 - Advanced Recasting & Business Valuation - Day 1 Lance Schmidt Crystal Ballroom-Salon A2
Wednesday, September 26, 2018
Time Session Instructor Location
8:00 AM - 5:00 PM CABB 101 - Introduction to Business Brokerage - Day 2 George Hicks Crystal Ballroom-Salon A1
8:00 AM - 5:00 PM CABB 201 - Advanced Recasting & Business Valuation - Day 2 Lance Schmidt Crystal Ballroom-Salon A2
8:00 AM - 5:00 PM CABB 501 - CBB Renewal Matt Coletta Catalina Ballroom
Thursday, September 27, 2018
Time Session Instructor Location
8:00 AM - 12:00 PM M&A Source Course #388: Marketing in Today’s World Instructor: Scott Mashuda Catalina Ballroom
12:00 PM - 5:30 PM Registration Desk Open   Irvine Foyer
12:00 PM - 7:00 PM Sponsor & Exhibitor Tables Open   Monarch 3 and 4
1:00 PM - 1:15 PM Welcome to the 2018 CABB Conference Amy Cole & Nanda Nandkishore, Conference Chairs Irvine Ballroom
1:15 PM - 3:00 PM Igniting Your Business for Success Leslie Groene Irvine Ballroom
3:00 PM - 3:15 PM Break - Visit Our Exhibitor Tables   Monarch 3 and 4
3:15 PM - 4:00 PM Panel Discussion - Business Acquisition Financing Moderator: Nanda Nandkishore
Panelists: Winston Bandong, Sr. (Golf Coast Small Business Lending), Steve Colburn (Umpqua Bank), Jared Johnson (BankUnited), Scott Johnson (US Bank), & Robert Porter (Plumas Bank)
Irvine Ballroom
4:00 PM - 5:00 PM Wheeling & Dealing - What's Important from a Legal Perspective Thomas D. Georgianna Irvine Ballroom
5:00 PM - 5:30 PM Sponsor Highlights Nanda Nandkishore, Affiliate & Sponsor Chair Irvine Ballroom
5:30 PM - 7:00 PM Cocktail Reception   Monarch 3 and 4
Friday, September 28, 2018
Time Session Instructor Location
7:30 AM - 8:00 AM Breakfast - Sponsor & Exhibitor Booths Open   Monarch 3 and 4
8:00 AM - 8:45 AM CABB State of the Union & Looking Ahead Gary Hines, CABB President, & Board Members Irvine Ballroom
8:45 AM - 9:15 AM Awards & Acknowledgements, Vendor Spotlight   Irvine Ballroom
9:15 AM - 10:00 AM CABB Forms Update - Your Keys to Successful Closings Ed Fixen, Forms Committee Irvine Ballroom
10:00 AM - 10:15 AM Mastermind Breakout Sessions Overview   Irvine Ballroom
10:15 AM - 11:00 AM Mastermind Breakout Sessions #1   Monarch 1, Monarch 2, Catalina
11:00 AM - 11:15 AM Break - Visit Our Exhibitor Tables   Monarch 3 and 4
11:15 AM - 12:00 PM Mastermind Breakout Sessions #2   Monarch 1, Monarch 2, Catalina
12:00 PM - 1:30 PM LUNCH Presentation - How Structuring and Tax Strategies Help Close Deals Monty Walker Irvine Ballroom
1:30 PM - 1:45 PM Break - Visit Our Exhibitor Tables   Monarch 3 and 4
1:45 PM - 2:30 PM Mastermind Breakout Sessions #3   Monarch 1, Monarch 2, Catalina
2:30 PM - 3:00 PM Wrap-up & Raffle   Irvine Ballroom
Saturday, September 29, 2018
Time Session Instructor Location
8:00 AM - 12:00 PM M&A Source Course #426: Determining Required Working Capital Monty Walker Catalina Ballroom

Leslie Groene

Igniting Your Business for Success
Presented by: Leslie Groene
Thursday, September 27, 2018 | 1:15 pm to 3:00 pm

Our market is hot right now - are you equipped with the right vision and best toolset? This dynamic, interactive session will focus on goal setting and creating the most optimized plan to lead us towards successful results. We will analyze strengths which help us achieve our goals and explore weaknesses that keep us from achieving the success that we desire. There will be a focus on obtaining key referrals to fill our pipeline and drive the opportunities all the way to closing. Also, an important key to success is time management and prioritization so that we are spending our valuable ‘selling’ time in the most productive way! Bring your best intentions and don't miss this kickoff which will set the tone for your most productive conference yet!

Speaker Biography

Leslie Groene is one of the coaching superstars in the world of corporate sales as well as a business consultant, author and motivational speaker. She helps her clients focus on revenue generation and profit growth. She authored the business strategy book “Picture Yourself & the Life You Want” and is a nationally-renowned motivational speaker. She became a sales associate with Zellerbach Paper in Los Angeles after graduating from college. After five productive years, she joined Penn Litho in a similar capacity. Next, she joined George Rice & Sons and became one of the company’s leading producers. In 1995, Groene made the transition to sales management at Direct Color and in two short years, sales increased 50 percent.

In 1997, Ms. Groene established Groene Consulting and has consulting engagements with leading Fortune 500 companies such as RR Donnelley Company, KPMG, Cenveo, Deloitte Consulting, Ricoh-USA, Guest Supply(a SYSCO company), Bank of America, Coldwell Banker, Discovery Science Center, Fastsigns, Inc., and other major companies across the country in many different industries such as manufacturing, professional services, distribution and real estate. Her programs focus on organic revenue growth coupled with strategies for attracting new customers. While providing the tools to enhance your sales teams’ skills, she works with management, often as an outsourced sales manager, to assist them with pipeline reporting mechanisms and helps to identify and develop your team’s full behavioral potential for maximum productivity.

Being named 35th on the Leadership Excellence List in 2013, she brings her dynamic personality and passion for sales and will provide you with the tools necessary to propel your company to the next level.

Panel Discussion - Business Acquisition Financing
Moderator: Nanda Nandkishore
Panelists: Winston Bandong, Sr. (Gulf Coast Small Business Lending), Steve Colburn (Umpqua Bank), Jared Johnson (BankUnited), Scott Johnson (US Bank), & Robert Porter (Plumas Bank)

Thursday, September 27, 2018 | 3:15 pm - 4:00 pm

In today’s transaction world, there are many options available to buyers to bridge the gap for financing: seller carry-backs, SBA loans, Rollover as Business Start-up (ROBs), bank collateral loans & secured credit.  This panel will focus on the current lending markets, myths of small business loans, trends and changes all to help expand your buyer pool. Key SBA changes for 2018 include lower down payments and less seller financing requirements for business acquisitions along with the removal of the "intangible" or "goodwill" rule. Our panel of experts will highlight their bank strengths, provide the most creative financing solutions available and articulate how using these methods can greatly increase your closing rates.

Thomas D. Georgianna

Wheeling & Dealing - What's Important to Me From a Legal Perspective
Presented by: Thomas D. Georgianna
Thursday, September 27, 2018 | 4:00 pm to 5:00 pm

Most business brokers have experienced at one point or another there are many legal issues, or “traps for the unwary,” in the life of a transaction.  A classic example is the case of “buyer’s remorse” in which the buyer files a legal action to try to get out of a deal, and sues the broker in the process.  This, like many issues, is one you should be prepared for.  Knowing where the traps are and what to do about them is a critical skill vital to your long term success.  In this presentation, we will discuss some of the most commonly encountered legal issues, how to avoid them, and if necessary how to get out them.

Speaker Biography

Thomas David Georgianna, III is the Managing Attorney of the Civil Litigation Division and Chapter 11 Bankruptcy Divisions of Boyd Law’s Los Angeles and Orange County Offices. Mr. Georgianna graduated from Point Loma Nazarene University and received his Juris Doctorate from Brooklyn Law School in 2001 during which time he served as a student law clerk for the Hon. Judge Frederic Block at the United States District Court for the Eastern District of New York. Currently, Mr. Georgianna’s practice area includes issues presented in complete lifecycle of a business, including incorporation/organization, mergers and acquisitions, secured transactions, commercial litigation, partnership disputes, derivative actions, reorganization, bankruptcy, dissolution, and appeals.

CABB Forms Update - Your Keys to Successful Closings
Presented by: Ed Fixen
Friday, September 28, 2018 | 9:15 am to 10:00 am

The Forms Committee has been hard at work this year creating and updating our forms. Have you downloaded the latest ones? There are new ones which we will be unveiled as well as key changes you need to know about.

Feel free to submit questions ahead of time if you would like specific items discussed (cabb@cabb.org).

Friday, September 28, 2018

  • 10:15 am - 11:00 am
  • 11:15 am - 12:00 pm
  • 1:45 pm - 2:30 pm

Back by popular demand - be sure to actively engage in our Mastermind Sessions! Rather than gaining key new information during the breaks in between formal workshops and classes from your peers, Mastermind Sessions allow for dedicated time allocated to intense conversations centered around the issues that matter most to business brokers. Topics of discussion range from successful strategies to gain new listings, working with landlords, to tips on preparing the buyers and sellers for the sales process.

Monty Walker

How Structuring and Tax Strategies Help Close Deals
Presented by: Monty Walker
Friday, September 28, 2018 | 12:00 pm to 1:30 pm

As the size and/or complexity of a transaction increases, the need for creative and innovative structuring alternatives also increases. Structuring often requires balancing the buyer's interest with those of co-investors, sellers, managers, and lenders. In a transaction, the Seller and Buyer really have similar tax objectives. The Seller desires to maximize after-sale tax proceeds while the Buyer desires to maximize operational cash flow. Tax deductions impact both these areas which are influenced by the tax components of the structure used in the transaction. When negotiating a transaction the Seller and Buyer should not attempt to WIN the tax game but instead should work toward achieving some level of tax parity. Structuring design is what will help the Seller and Buyer achieve tax parity. This presentation will cover simple to complex structuring strategies using real-life transaction data. Also included as a part of this presentation will be an update on the status of any relevant tax issues for the Year 2018.

Speaker Biography

Monty Walker is a Certified Public Accountant with a diversity of experience in the private closely-held business arena. Monty Supports Entrepreneurial Clients throughout the country. His practice focus is in the Business Transfer Industry providing support to Small Business Owners in the areas of Business Transactions, Business Structuring & Design, Business Tax Planning and Business Exit Planning. He works with Business Sellers, Business Buyers and their various advisors, such as business intermediaries, accountants, and attorneys, to manage the unique financial, tax, planning and procedural matters associated with buying and selling a business. Due to his background in the area of business transfers and business transitions he is often referred to by his clients and colleagues as a – "Business Transition CPA". Additionally, Monty has also owned and operated several of his own businesses. Thus, his experience comes from being directly in the trenches.


CABB 101 - Introduction to California Business Brokerage
Tuesday, September 25 and Wednesday, September 26 | 8:00 am - 5:00 pm

This 2-day, 15-hour course covers all aspects of business brokerage in California. The history, business brokerage standards, code of ethics, and professional designation and licensing are all covered. The course also teaches you the basics of "SDE," which is recasting seller's discretionary earnings, comps databases, and techniques for closing the sale. All new members are required to take CABB 101 within 9 months of joining.

Click here to learn more and register online today!

CABB 201 - Advanced Recasting and Business Valuation
Tuesday, September 25 and Wednesday, September 26 | 8:00 am - 5:00 pm

With this course, you can... obtain your CBB and do business valuations from recasting the profits to determine the real “Seller’s Discretionary Earnings” (SDE); recasting a Balance Sheet; conducting a risk Analysis; determining a Broker's Opinion of Value for both Assets and Stock through a Multiple of Discretionary Earnings Methodology; Excess Earnings Methodology which looks at cap rate and rate of return on capital/assets; Selling Price Analysis from a Cash Flow Perspective Methodology and analyzing Comps.

Click here to learn more and register online today!

CABB 501 - CBB Renewal
Wednesday, September 26 | 10:00 am - 4:00 pm

This course is a unique opportunity to participate in an open forum discussion with Veteran Business Brokers who do business in California. It reinforces the idea that CBB's are the true professionals in our field and that we can always learn from each other. Since all attendees are experienced CBB's we encourage all of you to come to the class prepared to participate so we can all benefit from the group’s experience. Veteran Business Brokers who have taken this class have commented on how valuable it was to interact with other professionals in our industry and to get updated on current, relevant issues in our profession.

Click here to learn more and register online today!

M&A Source Course #388 - Marketing in Today’s World
Thursday, September 27 | 8:00 am - 12:00 pm

Marketing your practice has never been more essential than it is today. This course will help you learn how marketing has changed in the last three years. We’ll show you what is working and what is not working to recruit new and better clients. See actual marketing attempts and what the results were. We’ll discuss three main marketing initiatives Direct Mail, E-mail Marketing, and Seminars. We will also show how blogging, YouTube, and LinkedIn help your marketing, as well as how you need to prepare social media to be the most effective.

Click here to learn more and register online today!

M&A Source Course #426 - Determining Required Working Capital
Saturday, September 29 | 8:00 am - 12:00 pm

Working capital is an important element associated with every business. Without adequate working capital, new acquisitions, start-ups and existing businesses alike become financially challenged and often close. Working capital is a business value driver especially as the size of a business increases. This course provides an in-depth overview of working capital and the related information applicable to determining required working capital. Participants will learn about various factors which impact working capital, methods used to analyze working capital, metrics used to calculate working capital and how working capital impacts a business transaction. As a result of attending this course, participants will benefit from receiving the necessary information and skill enhancement to better manage this challenging variable which impacts every business transaction. No prerequisite courses are required to attend this course but a fundamental knowledge of financial statements is beneficial.

Click here to learn more and register online today!

Thank You to our 2018 Conference Sponsors & Exhibitors!


Platinum Conference Sponsor


Keynote Sponsor


Cocktail Reception Sponsor


Onsite Guide Sponsor


Workshop Sponsors