Sessions

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.

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.

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.

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.

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.