BUSINESS BROKER TRAINING

MODULE 1

• THE STATE OF THE BUSINESS BROKERAGE INDUSTRY
• THE SMALL TO MID-SIZED MARKET
• COMPANY STRUCTURES
• ASSET SALES vs. SHARES SALES
• AGENCY RELATIONSHIPS
• THE ROLE OF THE BUSINESS INTERMEDIARY
• DETERMINING YOUR FEES – CONSIDERATIONS
 

MODULE 2

• THE LISTING PROCESS
• TYPES OF LISTINGS
• ATTRIBUTES OF A GOOD LISTING
• SOURCES OF LISTINGS
• THE SELLER’S ACTION LIST
• GATHERING THE SELLER’S INFORMATION
• FINANCIALS
 

MODULE 3

• RECASTING  FINANCIALS (PART 1)
 

MODULE 4

• RECASTING  FINANCIALS (PART 2)
• PRICING THE BUSINESS
• COURTESY VALUATIONS
• ACTUAL GOODWILL vs. PHANTOM ASSETS
• INDUSTRY “RULES OF THUMB” vs. “COMPS”
• DEALING WITH 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 LISTING PRESENTATION
• SERVICING THE LISTING
 

MODULE 6

• HOW A BUSINESS IS SOLD FLOW CHART
• THE BUSINESS SALES PROCESS
• PREPARING THE LISTING FOR SALE
• MANAGING THE SELLER’S EXPECTATIONS
• STAGING THE BUSINESS FOR SALE
• PACKAGING THE LISTING
• ADVERTISING AND PROMOTING THE LISTING
 

MODULE 7

• HOW A BUYER BUYS A BUSINESS  FLOW CHART
• QUALIFYING THE BUYER PROSPECT
• EDUCATING THE BUYER AND MANAGING EXPECTATIONS
• SHOWING THE BUSINESS AND INTRODUCTION TO SELLERS
• FOLLOW UP WITH BUYER PROSPECTS AFTER SHOWINGS
• OVERCOMING BUYER OBJECTIONS
• DEBRIEFING SELLERS AFTER SHOWINGS
 

MODULE 8

• THE BUSINESS OPPORTUNITY OFFER TO PURCHASE AGREEMENT
• PRESENTING THE OFFER TO PURCHASE
• COUNTER OFFERS AND OTHER SALES DOCUMENTS
• BACK UP OFFERS
• CO-OPERATING WITH OTHER BUSINESS BROKERS
• ESCROW – BULK SALE - TIMING AND PROCESS
• MANAGING THE SALES PROCESS
 

MODULE 9

• THE DUE DILIGENCE PROCESS
• WORKING WITH THE BUYER DURING DUE DILIGENCE
• THE 4 MAIN DEAL KILLERS FOR BUYERS
• WORKING WITH THE SELLER DURING DUE DILIGENCE
• THE 4 MAIN DEAL KILLERS FOR SELLERS
• REMOVING CONDITIONS OF PURCHASE
• WARRANTY AND DISCLAIMER
• POST SALE FOLLOW UP
 

MODULE 10

• SETTING UP COMPUTER FILES
• CUSTOMIZING FORMS, E-MAILS AND SIGNATURES
• DEVELOPING BUYER DATABASE & FOLLOW UP PROGRAMS
 

MODULE 11

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

MODULE 12

• ACTION PLAN FOR FIRST 60 DAYS
• DETERMINE “BUSINESS ENVIRONMENTS”
• DETERMINE IDEAL GEOGRAPHIC AREA OF INFLUENCE
• FINAL REVIEW OF ALL FORMS AND PROCEDURES
• ONGOING MENTORING BY GLOBAL BBI
 

FORMS

ALL FORMS ARE IN BOTH HARD COPY AND IN ELECTRONIC FORMAT

• NON DISCLOSURE AGREEMENT
• CONFIDENTIAL PURCHASER PROFILE
• SELLER’S ACTION LIST
• LISTING PRESENTATION SCRIPT
• BUSINESS OPPORTUNITY LISTING AGREEMENT
• BUSINESS OPPORTUNITY LISTING AGREEMENT AMENDMENTS
• LISTING CHECKLIST
• OFFER TO PURCHASE
• OFFER TO PURCHASE AMENDMENTS
• DUE DILIGENCE CHECK LISTS
• COUNTER OFFER
• REMOVAL OF CONDITIONS OF PURCHASE
• AUTHORIZATION TO DISPERSE TRUST ACCOUNT FUNDS
• WARRANTY AND DISCLAIMER
• WITHDRAWAL OF OFFER TO PURCHASE
• DIRECT MAIL LETTERS
• DIRECT MAIL E-MAILS
• REFERRAL AGREEMENTS
• CO-BROKER AGREEMENTS
• WEB SITE INPUT FORM

THE TRAINING WILL INCLUDE 12 MONTHS OF ONGOING MENTORING BY THE TRAINER VIA PHONE, FAX AND E-MAIL.

THE TRAINING WILL INCLUDE 12 OF TRAINEE'S BUSINESS OPPORTUNITY LISTINGS BEING POSTED UP ON ALL OF THE APPROPRIATE BUSINESS OPPORTUNITY WEB SITES THAT ARE OPERATED BY THE TRAINER. THESE BUSINESS OPPORTUNITY LISTINGS WILL ALSO BE POSTED ON EXTERNAL BUSINESS OPPORTUNITY WEB SITES, DESIGNED TO ATTRACT QUALIFIED BUYER PROSPECTS FROM ALL OVER THE WORLD.