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Session
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Instructor
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Negotiation - A New Framework - Part 1
This course explores a new approach to negotiation based on building relationships and thereby getting more of what you want. The course debunks old approaches that relied on power and influence and teach participants how to focus on establishing trust, gaining the confidence of others, and achieving your goals subtly and incrementally. Participants will have a chance to put their new skills into action through a hands-on exercise.
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Larry Stevens
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"Ask the Attorneys" Panel
The popular panel discussion is back again - three experienced “deal friendly” le-gal counsel lead an interactive session covering a wide range of legal topics re-lating to California Business Brokers and their deals. Gain insights and perspec-tives, while also learning ways to avoid the ever-present potential challenges and land mines which often lie hidden in the transaction landscape. The attorneys will also discuss real-life “war stories” to illustrate both the “do’s” and “don’ts” for a Broker as you work toward a successful closing. As always, a major focus of the session will be the attorneys addressing your questions and concerns, so be sure to bring your tough questions for the chance to “ask” the attorneys!
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William Ziprick
Romin Thomson
Tom Georgianna
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Negotiations - A New Framework - Part 2
This course explores a new approach to negotiation based on building relationships and thereby getting more of what you want. The course debunks old approaches that relied on power and influence and teach participants how to focus on establishing trust, gaining the confidence of others, and achieving your goals subtly and incrementally. Participants will have a chance to put eir new skills into action through a hands-on exercise.
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Larry Stevens
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Minimizing Listing Times & Overcoming Seller Objectives
Because a business broker’s “time” is really their “inventory,” not their listings, successful business brokers consistently find ways to use their time more efficiently. In the first part of this webinar, we will discuss practical methods and forms you can use to minimize the time it takes to convert a listing meeting into a listing. A critical part of that conversion is your ability to overcome objections typically raised by listing prospects. Over a ten-year period, Len has identified 44 of the most common objections (aka “Impediments to Listing”) that we all encounter. These fall into the following 8 categories: personal, listing, fees, experience, financial, buyer, price, and terms. We will discuss specific responses to each objection, including fallback positions, which will result in increased listing conversion percentages, now, or in the future.
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Len Krick
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Due Diligence Basics
Due diligence is a vital though often misunderstood part of a business purchase transaction. Learn how to make due diligence as smooth and effective as possible for both buyers and sellers. This program will explore: How to help Sellers prepare for due diligence; How to manage the due diligence process; and Key issues and problem areas in diligence, along with potential solutions. There will be separate sections on legal and financial due diligence. The presentation is designed for small and mid-sized businesses.
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David Burgess
Tom Forrest
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Advanced Business Valuations in a Post-COVID World
Assisting small business owners in the current environment requires advanced knowledge of business valuations, financial analysis and creative deal structures. Attendees will learn about various valuation topics including strategic buyouts and expansions (including fair market value versus investment value), the treatment of major non-business related cash flow add-backs, and which key company metrics impact valuation multiples.
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Neal Patel
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Understanding Working Capital
Working capital is an important element associated with every business. A business may have assets ready to be deployed, capable people ready to deliver, and customers ready to be served but even a business with the greatest of potential will fail if funds do not exist to support its endeavors. A business may exist without making profits but it cannot survive without liquidity.
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Monty Walker
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