GLOBAL
BUSINESS
BROKER
TRAINING

949-769-9099

Global Business Broker Training To Become A Professional Business Broker

BUSINESSES BROKER TRAINING

 
Suite 747
34145 PCH
Dana Point,
California 92629
 

 

 

E-Mail Us

E-Mail Us

©1998 - 2015
Global Business Brokers International

BUSINESS BROKERAGE AFFILIATE TRAINING
COURSE OUTLINE

The Global Business Brokerage Affiliate Training Program is a 5-day intensive, one-on-one training program, that is conducted in Southern California.

MODULE 1

The state of the Business Brokerage Industry
Business Brokerage Standards

The Business Broker’s Code Of Ethics
The small to mid-sized market
Business structures
Asset Sales vs. Shares Sales
The role of the Business Intermediary / Agency relationships
   1. Buyer’s Agent
   2. Seller’s Agent
   3. Dual Agent
Determining your fees – Considerations

MODULE 2

Understanding the Business Owner’s motivation to sell
Types of Listings
Attributes of a good Listing
Sources of Listings
   1. The Listing Brochure
   2. Referrals
   3. Spheres Of Influence
   4. FISBO’S
Direct Mail (including Direct E-MAIL)
   1. General
   2. SPECIFIC
   3. Drop Offs
   4. Mailing Lists
NETWORKING
COLD CALLS
   1.
In person
   2. By telephone
The Seller’s Action List
Gathering the Seller’s information
Financials
   1. Internally Prepared
   2. Accountant Prepared
   3. Notice To Reader
   4. Review Engagement
   5. Audited

MODULE 3

Recasting Financials (Part 1)

MODULE 4

Recasting Financials (Part 2)
Pricing the business
Courtesy Valuations
Goodwill
Tangible Assets
Intangible Assets
Inventory
Equipment Leases
Courtesy Valuation formats

   1. Basic
   2. Software based
Actual Goodwill vs. Phantom Assets
Dealing with the Seller’s accountant and other advisors
Dealing with the Premises Lease
Dealing with Leasehold Improvements
Dealing with the Franchisor (when applicable)
Dealing with employee issues
Understanding the Seller’s business
The importance of Seller Financing

MODULE 5

The Business Opportunity Listing Agreement
The Business Opportunity Listing Presentation
   1. The Seller’s Action List
   2. The NDA
   3. The Confidential Purchaser Profile
   4. The Marketing Plan
   5. Obtaining Listing information
   6. Determining the true motivations for selling
   7. Obtaining the Exclusive Right To Sell Listing
   8. Overcoming objections
Servicing the Listing
   1. Learn about the business
   2. Keep in constant communication with the Seller

MODULE 6

How A Business Is Sold Flow Chart
The Business Sales Process
Managing the Seller’s expectations
The Broker Does Not Sell The Business, The Seller Sells The Business
Staging the business for sale
Preparing the Listing for sale
Packaging the Listing
   1. Business Summary
   2. Financial Adjustment Sheet
   3. Detailed Financials
   4. Additional Seller / Business information
 
Advertising and promoting the Listing
   1. Global BBI Web Sites
   2. External Business Opportunity Listing Web Sites
   3. Other Business Brokers
   4. Buyer Prospect Database
   5. Spheres Of Influence
   6. Publications
Referral Fees
Finders Fees

MODULE 7

How A Buyer Buys A Business Flow Chart
Qualifying the Buyer Prospect
   1. Non Disclosure Agreement
   2. Confidential Purchaser Profile
   3. Telephone Interview
   4. In Person Interview
   5. Determining the Buyer’s true motivation
   6. Determining the Buyer’s true financial position
Buyer Prospect Inquiry Conversion Tracks
Educating the Buyer and managing expectations
Showing the Business and the introduction to Sellers
   1. Preliminary meeting (A Two Way Street)
   2. Subsequent meetings
Follow up with Buyer Prospects after showings
Overcoming Buyer Objections
Debriefing Sellers after showings

MODULE 8

The Business Opportunity Offer To Purchase Agreement
Drafting the Offer To Purchase Agreement
Presenting the Offer To Purchase Agreement
Counter Offers

Back Up Offers
Other Offer To Purchase documents
Co-Operating with other Business Brokers
Completion documents - Timing and process
Managing the Sales Process

MODULE 9

The Due Diligence Process
   1. Review of financial books and records
   2. Justifying the value of Assets included in the Business purchase
   3. Justifying the value of Inventory included in the Business purchase
   4. Premises Lease Agreements
   5. Equipment Lease Agreements
   6. Franchise Assignments (where applicable)
   7. Managing Employee Interviews
   8. Managing Supplier Interviews
   9. Managing Customer Interviews
   10. Others
Working with the Buyer during Due Diligence
The 4 Main Deal Killers
   1. Surprises
   2. Time
   3. Accountants
   4. Lawyers
Working with the Seller during Due Diligence
The 4 Main Deal Killers
   1. Surprises
   2. Time
   3. Accountants
   4. Lawyers
Removing Conditions Of Purchase
   1. Release them one at a time
   2. The order is usually important
Business Closing Checklist
Warranty And Disclaimer
Post Sale follow up (a great source of new Listings)

MODULE 10

Setting up computer files
Customizing Forms, E-Mails and Signatures

MODULE 11

CASE STUDIES
REPRESENTING FRANCHISE COMPANIES
DETERMINING YOUR FEES – IN DEPTH DISCUSSION

MODULE 12

Course Review
Certification Exam
Action Plan for the first 90 days
Ongoing Mentoring by the Global Business Brokers Institute

FORMS

All Forms are in both hard copy and in electronic format and will be customized
for the Affiliate Brokerage.

DIRECT MAIL LETTERS
DIRECT MAIL E-MAILS
NON DISCLOSURE AGREEMENT
CONFIDENTIAL PURCHASER PROFILE
SELLER'S ACTION LIST
LISTING PRESENTATION SCRIPT
TELEPHONE SCRIPT - BUYER INQUIRY
BUYER INQUIRY E-MAIL RESPONSES
TELEPHONE SCRIPT - SELLER INQUIRY
SELLER INQUIRY E-MAIL RESPONSES
35 REASONS TO USE A BUSINESS BROKER
P&L STATEMENT RECASTING FORM
BUSINESS OPPORTUNITY LISTING AGREEMENT
BUSINESS OPPORTUNITY LISTING AGREEMENT AMENDMENTS
LISTING CHECKLIST
OFFER TO PURCHASE AGREEMENT
OFFER TO PURCHASE AMENDMENTS
DUE DILIGENCE CHECK LIST
COUNTER OFFER
REMOVAL OF CONDITIONS OF PURCHASE (PARTIAL)
REMOVAL OF CONDITIONS OF PURCHASE (COMPLETE)
REMOVAL OF CONDITIONS OF PURCHASE (EXTENSION)
BUSINESS CLOSING CHECKLIST
COMMISSION INVOICE
AUTHORIZATION TO DISPERSE TRUST ACCOUNT FUNDS
WARRANTY AND DISCLAIMER
WITHDRAWAL OF OFFER TO PURCHASE
REFERRAL AGREEMENT AND FORM
CO-BROKER AGREEMENTS
BANK INFORMATION FORM
TRANSACTION RECORD FORM
WEB SITE INPUT FORMS

The Business Brokerage Affiliate Training Program includes 6 months of ongoing Mentoring by the Global Business Brokers Institute via phone and E-Mail.

Also included in the Affiliate Program is a custom designed Business Brokerage Web Site.

The Certified Business Broker Designation will be awarded as soon as the Candidate:

1. Successfully completes the Certified Business Broker Training Course

2. Successfully passes the Certified Business Broker Training Examination

3. Submits to the Global Business Brokers Institute evidence of Candidate’s participation in 5 completed Business Sales Transactions

The Affiliate will have the right to identify them self as an "AFFILIATE OF GLOBAL BUSINESS BROKERS INTERNATIONAL"

Contact Orville Wright directly, to find out the full details of this unique opportunity!

Orville Wright, Direct Line: 949-769-9099.

 

Business Broker Training   AFFLILIATE TRAINING COURSE OUTINE   TRAINING PREREQUISITS   AFFILIATES VS. FRANCHISE   Contact