2020 Annual Conference

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2020 Annual Conference | Welcome

Welcome

2020 CABB Virtual 4-Day Conference
September 17-18 and 24-25, 2020
via ZOOM

Join your fellow business brokers, intermediaries, and industry professionals at CABB's 2020 Virtual Conference scheduled for September 17-18 and 24-25.

To make the conference easier on your schedule, we are offering you four days of content delivered in two different weeks. The format will include two 90-minute sessions per day beginning at 10:00 AM and 1:00 PM.

Whether you are a seasoned veteran, brand new to the industry, or somewhere in between, there is something for everyone.

Registration Fees:

Regular MEMBER Registration	NON-MEMBER Registration
Online Registration ENDS Wednesday, September 16.	Become a first-time CABB Member and get your conference fee waived.
$69	$89

NON-MEMBERS: Click here to submit your membership application.
*Membership applications are subject to review and approval by the CABB Membership Chair. Please submit a membership application, wait for the approval and discount code to waive the conference fee.

*All sessions will be recorded and made available to registrants. As such, there will be no refunds for cancellations.

Check out the schedule:

Thursday, September 17, 2020
Time	Session	Instructor
10:00 am – 11:30 am	The US & California Economy The introduction to the conference will be an economic overview by Dr. Robert Eyler, Professor of Economics and Director of the Center for Regional Economic Analysis at Sonoma State University. Dr. Eyler will provide insight into the US and California economies with an eye on the Covid-19 effects to specific industries.	Rob Eyler
1:00 pm – 2:30 pm	Marketing Bootcamp - Generating Listings Industry veteran, Len Krick will be opening up his playbook and identifying all the ways business brokers can build their book of business and how to keep the pipeline full.	Len Krick
Friday, September 18, 2020
10:00 am – 11:30 am	State Guarantee Loan Program Were you aware that the SBA loan program is not the only option to allow Buyers to finance a business acquisition? During this workshop, our members will learn about how the State Small Business Loan Guarantee Program works its similarities and differences to SBA loans, and instances that Buyers and Brokers might explore its use.	Nur Nadir
1:00 pm – 2:30 pm	Ask the Attorneys Panel Back by popular demand, the ask the attorney panel will feature three experienced corporate attorneys, Tom Georgianna, Romin Thomson, and William Ziprick. They will discuss various issues they see arising in transactions and take questions from the audience about real-life challenges our brokers are dealing with.	Bill Ziprick, Romin Thomson, Tom Georgianna
2:50 pm – 3:30 pm	New! Networking Breakout Session Get to know your Business Brokers, debrief on what you heard about, share your experience, knowledge, and best practices. Groups are open to choose their own discussion topics. There will be two (2) twenty-minutes sessions and attendees will be broken out into groups of 3 to 4 individuals.
Thursday, September 24,2020
10:00 am – 11:30 am	Supercharging Your Results & Business Success Do you ever feel like your practice is falling short of what you know you are capable of achieving? Why does one broker thrive while another struggle? In this session, you will learn about the dimensions of knowledge, skills, and values, barriers to success and prosperity, the 4 traits of highly successful salespeople, and the law of limited belief.	Bob Arzt
1:00 pm – 2:30 pm	Brokering Commercial Leases Are you looking for new revenue streams to add to your practice or do you get stuck in the middle of lease negotiations when brokering a business transaction? Learn the ins and outs of brokering commercial leases in California, including best practices, necessary forms in order to be compliant, and clauses that are important to be aware of.	David Scarpinato
Friday, September 25, 2020
10:00 am – 11:30 am	Top 10 Legal Mistakes Made By Business Brokers The name says it all. An important part of a business brokers’ role is to facilitate and negotiate agreements between buyers and sellers. As a corporate and litigation attorney, Scott Williams has a valuable perspective on identifying where legal issues arise with business brokers and how brokers can protect their commissions and avoid litigation.	Scott Williams
1:00 pm – 2:30 pm	Application of Tax and Industry Changes As has become customary with the CABB conference, Monty Walker, the business transaction CPA will take us home. Monty will discuss the recent tax and industry changes along with the practical applications in our business transactions. Case studies will be used as applicable. This is one session you’ll never want to miss.	Monty Walker

Schedule

2020 Annual Conference | Schedule

Schedule

Thursday, September 17, 2020

10:00 am - 11:30 am (PDT)

The US & California Economy

An economic overview by Dr. Robert Eyler, Professor of Economics and Director of the Center for Regional Economic Analysis at Sonoma State University. Dr. Eyler will provide insight into the US and California economies with an eye on the Covid-19 effects to specific industries.

Presented by Robert Eyler
Dr. Robert Eyler is Dean of the School of Extended and International Education at Sonoma State University. Dr. Eyler is Professor of Economics and Director of the Center for Regional Economic Analysis at Sonoma State University, where he has been teaching since 1995. He earned a Ph.D. from the University of California, Davis in 1998. He earned a B.A. in Economics at CSU, Chico in 1992. Dr. Eyler also serves on the board of directors of Redwood Credit Union, a $7 billion nonprofit financial cooperative. Robert also serves on the board of directors of SommSelect, a wine curation company.

Dr. Eyler is the author of two books and several academic articles concerning economic sanctions, the economics of the wine industry, and monetary economics. He is often called up by the media for his expert input into the economic climate, acted as an expert witness in interstate trade litigation, and as a forensic economist. Dr. Eyler has also acted as the CEO of Marin Economic Forum from 2009 to 2015. He has been a visiting scholar at both the University of Bologna and Stanford University. He is married and has one daughter, Luciana, and is a native of Sonoma County, California. His family have been sheep and cattle ranchers in Marin and Sonoma counties since 1910.

1:00 pm - 2:30 pm (PDT)

Marketing Bootcamp - Generating Listings

Get a good night’s sleep before this intense webinar, because we are going to “Boot Camp” with Len Krick. Building and maintaining a pipeline of 12-15 quality listings, priced correctly, is crucial to long-term success of all business brokers. In this webinar, we will cover the basics of effective marketing collateral material and meeting with a Seller Prospect. We will also discuss “Reactive Marketing Methods”, including direct mail, networking, advertising, and social networking. Then we will look at “Proactive Marketing Methods,” including cold calling, cold canvassing, drop notes, listing appointment setters, and email blasts. Examples of successful prospecting campaigns and materials will be used throughout the webinar. A copy of this webinar will be available to CABB 2020 Virtual Conference participants.

Presented by Len Krick
Prior to his retirement from actively representing clients in the sale of their businesses, Len Krick was the President and Corporate Broker of Sunbelt Business Brokers of Las Vegas from 2000 through 2015. Over those years, he completed nearly 1,000 transactions ranging from $50,000 to $32.6 million. While Len is still affiliated with the Las Vegas office, he is now the educational consultant for Sunbelt Business Brokers corporate office. In that capacity, to-date, he has: (a) developed and presented 34 monthly, 90-minute, educational webinars, (b) coaches all new franchisees in an 8-week training program, and (c) developed and instructs two of the nine modules in Sunbelt’s Certified Main Street Business Broker (“CMSBB”) professional designation series.

Mr. Krick has over forty years’ business experience with both privately held and publicly traded companies, which includes: consulting, negotiating, turnarounds, bond, and initial public offerings, operations, development, and business brokerage. Mr. Krick has exceptional expertise in operational analysis, business planning, and packaging businesses for sale. Len co-founded, took public on NASDAQ, and served as President for two very successful companies: Europa Cruises Corporation in 1989, and Casino Magic Corp. in 1992.

Friday, September 18, 2020

10:00 am - 11:30 am (PDT)

State Guarantee Loan Program

Were you aware that the SBA loan program is not the only option to allow Buyers to finance a business acquisition? During this workshop, our members will learn about how the State Small Business Loan Guarantee Program works its similarities and differences to SBA loans, and instances that Buyers and Brokers might explore its use.

Presented by Nur Nadir

Nur Nadir serves as a Vice President with American Business Bank (OTCQX Symbol: AMBZ), a $3.2 Billion commercial bank with headquarters in Los Angeles. Nur is a Banker that serves as a Financial Partner to Principals, Business Owners and Founders. Prior to joining American Business Bank, Nur was a Banker with Silicon Valley Bank, Wells Fargo and Citizens Business Bank.

His focus includes providing asset and stock acquisition financing to allow companies and individuals to acquire existing practices and businesses. Other areas of focus include partner buy out financing, working capital (lines of credit), expansion and startup financing.

Nur has spoken and lectured on a number of panel discussions regarding commercial debt and finance topics. In addition, Nur served as a business plan judge for several years at the annual UCLA Knapp Venture Competition.

Nur is a graduate of The George L. Argyros School of Business and Economics at Chapman University. Mr. Nadir earned a Bachelor of Science Business degree with a double emphasis in Finance and International Business. While attending Chapman, Nur completed a 90 day management consulting project for Singapore Airlines while residing in Singapore. Nur has traveled to 20+ countries.

1:00 pm - 2:30 pm (PDT)

Ask The Attorney Panel

Three experienced “deal friendly” legal counsel lead an interactive session covering a wide range of legal topics relating to California Business Brokers and their deals. Gain insights and perspectives, while also learning ways to avoid the ever-present potential land mines and challenges which often lie hidden in the transaction landscape. The attorneys will also discuss “war stories” to illustrate “do’s” and “don’ts” for a Broker as you work toward a successful closing. 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 “stump” the attorneys!

Thomas D. Georgianna, Esq.
Managing Litigating Attorney at Boyd Law
(Orange County)

Romin P. Thomson, Esq.
Shareholder at Sweeney, Mason, LLP
(Bay Area)

William F. Ziprick, Esq.
Business Law Firm of William F. Ziprick
(Inland Empire)

Attorney Thomas D. Georgianna is the Managing Attorney of the Civil Litigation and Chapter 11 Bankruptcy Division of Boyd Law. He practices in the area of general business litigation and commercial arbitration. Attorney Georgianna is a graduate of the Brooklyn Law School (J.D. 2001)

Attorney Romin P. Thomson, Shareholder at Sweeney, Mason, LLP, has been representing businesses in the Silicon Valley since obtaining his law degree from the Santa Clara University School of Law in 1997. He regularly assists clients with capital transaction, mergers and acquisitions, securities law issues, intellectual property issues, and general corporate matters.

Attorney William F. Ziprick’s practice focuses on representing clients in business sales and purchases, contract negotiations, real estate transactions and counseling both for-profit and non-profit business entities. Attorney Ziprick is a graduate of the UCLA School of Law (1980).

2:50 pm—3:30 pm (PDT)

Networking Breakout Session

Get to know your Business Brokers, debrief on what you heard about, share your experience, knowledge, and best practices. Groups are open to choose their own discussion topics.

There will be two (2) twenty-minutes sessions and attendees will be broken out into groups of 3 to 4 individuals.

Groups will be randomly assigned and re-assigned after the first twenty minutes.

*Please be ready to un-mute yourselves to participate in the discussions.

Thursday, September 24, 2020

10:00 am - 11:30 am (PDT)

Supercharging Your Results And Business Success

Do you believe that you are falling short of the goals you know you are capable of achieving? Is your business growing as quickly as you desire?

What separates one business person from another? Why does one succeed and another struggle? Business success requires more than just knowledge. It also involves attitudes, values, and beliefs.

By attending this session, you will learn about:

The five dimensions of knowledge, skills and values and how conflicts between these dimensions can torpedo your productivity, growth, achievement drive, self-respect and personal life satisfaction.
The 10 barriers of success and prosperity.
The 4 traits of highly successful salespeople.
The Law of Limited Belief.

You will also have the opportunity to take a mini self-assessment of the 4 traits of highly successful people, as well as sharing ideas and insights with other participants.

Would you like to achieve all that you are capable of achieving? If so, attend this session to "Super Charge Your Goals and Business Success."

Presented by Bob Arzt
Bob is President of Polaris One He coaches sales professionals, business owners and entrepreneurs who want to achieve more in their business and personal lives. His company partners with individuals and companies to increase sales, customer loyalty, strategic planning and organizational growth. Bob brings 35+ years of experience in these areas.

1:00 pm - 2:30 pm (PDT)

Making Money And Compliance Brokering Commercial Leases

Are you looking for new revenue streams to add to your practice or do you get stuck in the middle of lease negotiations when brokering a business transaction? Learn the ins and outs of brokering commercial leases in California, including best practices, necessary forms in order to be compliant, and clauses that are important to be aware of.

Monty Walker

Presented by David Scarpinato
David is a Principal at Lee & Associates Commercial Real Estate. He has over 24 years of experience, first as a commercial lender and then as a real estate broker. He achieved numerous accolades during his banking career, which lead him to believe that he could be a greater asset to his clients by advising them on their real estate transactions. In 2009, he was honored to receive the companywide Rookie of the Year Award during his first full year as a real estate broker and has been a perennial top producer ever since. David joined Lee & Associates in 2017, advising his clients on office and industrial sales and leasing transactions. He holds a BS in Finance from the University of Arizona. In his free time, he likes photography, cooking and traveling.

Friday, September 25, 2020

10:00 am - 11:30 am (PDT)

Top 10 Legal Mistakes Made By Business Brokers

Business brokerage is a dangerous business. While the risk of physical harm may be low, the risk of being dragged into a lawsuit is ever increasing. Are you making any mistakes that might increase that risk?

In this informative session, attorney Scott Williams of The Small Business Law Firm, P.C. will share with you the Top 10 Legal Mistakes (and how to avoid them). We will look at broker forms, addendums, insurance, corporate entities, and operating practices.

Presented by Scott Williams, Esq.
Scott is the founder and principal attorney of The Small Business Law Firm, P.C., which focuses on startups, acquisitions, and mergers for small businesses. The Small Business Law Firm, P.C. is an affiliate CABB member, and Scott serves on our Forms Committee. His firm focuses on M&A work, entity formations, partnership disputes, and representation of brokers.

Scott began as a young entrepreneur himself, having started his own business at the age of 16. He later sold that business upon entering active duty as an officer in the United States Air Force. Scott served as a Minuteman III Missile Combat Crew Commander and achieved the rank of Captain.

Scott is also a licensed commercial pilot with multi-engine and instrument ratings and has over 2,000 flight hours. He is the Vice President of the Cirrus Pilots and Owners Association.

1:00 pm - 2:30 pm (PDT)

Application of Tax and Industry Changes

Monty Walker will discuss the recent tax and industry changes along with the practical applications in our business transactions. Case studies will be used as applicable.

Monty Walker

Presented by Monty Walker
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.

Our Sponsors

2020 Annual Conference | Our Sponsors

Our Sponsors

Thank You to Our 2020 Virtual Conference Sponsors!

Platinum Sponsor

Workshop Sponsors

Digital Sponsors

Virtual Booths

2020 Annual Conference | Virtual Booths

Virtual Booths

CABB is excited to bring our annual 2020 Fall Conference to you virtually this year. We are also thankful to have the support and participation of our sponsors that help make this year's virtual conference possible.

We are fortunate to have the technology and innovations to meet virtually during this unprecedented time and we encourage you to take a few minutes of your time to visit and explore each and every virtual booths below.

View Virtual Booth

American Business Bank

American Business Bank (ABB) is a true business bank with total assets of $3.3B and headquartered in downtown Los Angeles. ABB offers a wide range of financial services to the business marketplace. Clients include wholesalers, manufacturers, service businesses, professionals, and non-profits. In addition to the LA headquarters, American Business Bank has six Loan Production Offices in strategic locations including: North Orange County in Anaheim, Orange County in Irvine, South Bay in Torrance, San Fernando Valley in Woodland Hills, Riverside County in Corona, and Inland Empire in Ontario. Member FDIC. Equal Housing Lender.

View Virtual Booth

Bay Area Escrow Services

Bay Area Escrow Services is an independent escrow company, licensed by the State of California, Department of Business Oversight. They handle and specialize in both residential and commercial escrow by providing personalized and efficient services.

View Virtual Booth

BizBuySell

BizBuySell is an online business for sale marketplace with an inventory of over 50,000 businesses for sale and more than 2.5 million monthly visits. The BizBuySell marketplace consists of not only established businesses for sale, but also asset sales, franchise opportunities & business real estate.

View Virtual Booth

Boyd Law

Boyd Law, providing services in a global scope of practice areas, excels at achieving the goals of our clients throughout California. Serving San Diego, Orange County, Los Angeles, Sacramento and San Francisco Boyd Law is the firm individuals and businesses alike count on to resolve their legal issues.

View Virtual Booth

Fremont Bank

As the only independent, locally-owned, full-service bank serving the Bay Area for over 55 years, Fremont Bank is proud to be named the #1 SBA 7a lender in the SF Bay Area Region for the fiscal year 2020. To date, we have helped thousands of small business clients secure essential funding—even when other banks could not deliver. If there is one thing the pandemic can’t affect, it’s our commitment to uplifting the communities we serve. We are open for Small Business Lending and invite you to visit us online or at one of our 21 Bay Area locations.

View Virtual Booth

Green Escrow

Green Escrow Services, Inc. is a full-service escrow company. In addition to real estate sales and refinances, they handle business bulk sales, liquor license transfers, mobile homes, and "holding escrows".

View Virtual Booth

Plumas Bank

Plumas Bank is a community bank with a dedicated staff specializing in SBA 7a and SBA 504 loans throughout California (NV, AZ, OR, & WA). We are a common-sense SBA lender and pride ourselves on providing quick but thorough loan prequalifications and equally fast underwriting and closings. Our entire team is in-house, allowing us to streamline every step of the process.

View Virtual Booth

Sweeney Mason

Sweeney Mason is a full service law firm providing substantially all of the legal services required by small and mid-sized companies and serving the estate planning and probate needs of individuals and families. Sweeney Mason represents clients in seven primary areas of the law, including Civil Litigation, Construction, Corporate and Business, Intellectual Property, Labor and Employment, Estate Planning, Trusts and Probate, and Real Estate law. Sweeney Mason provides its clients with cost effective, result oriented legal representation of the highest caliber.

View Virtual Booth

Union Bank

Union Bank is an American full-service bank with 398 branches in California, Washington and Oregon which is wholly owned by MUFG Bank. Union Bank is an SBA preferred lender, offering specialized guidance through the application process and expedited closing for eligible loans. As an SBA preferred lender, they are ranked #3 Most Active SBA 7(a) Lender in the state of California for 2019 and are ranked #1 for 2020.

View Virtual Booth

The Law Offices of William F. Ziprick

The Law Offices of William F. Ziprick is a boutique law firm which focuses on business transactions, with a particular emphasis on providing legal counsel for the purchase and sale of businesses throughout California. It has been their privilege to work closely with outstanding CABB business brokers on numerous successful deals throughout the past years.