The IBBA University offers a variety of courses that cover topics for the beginner broker as well as topics dealing with the more sophisticated transactions of the M&A Intermediary. The courses can be completed in the following ways:
- Several IBBA University courses are online. Review the online course catalog and register here.
- IBBA University courses are offered twice a year in conjunction with the IBBA Conference for Professional Development. Click here to learn more about upcoming conferences.
- Local affiliate organizations may offer IBBA University courses throughout the year. Click here to view the full education calendar.
Below is a listing of all IBBA courses. These courses have been created specifically for the IBBA by subject matter experts and leading industry professionals. Topics range from brokerage and accounting basics to advanced negotiation and contractual reviews.
Click on the following courses below in order to view a description.
Learn about the role, value and ethics of the business broker in the process of finding sellers, preparing listings, finding qualified buyers, negotiations and closing sales. Become knowledgeable in the skill levels associated with the various business broker associations, certifications and specialties. This course is required for CBI designation. No prerequisites.
This course provides brokers/intermediaries with an understanding of basic accounting terms and fundamentals. Learn how to read financial statements and tax returns, determine ratios and apply the information to a business sale during this “boot camp” for those without formal accounting training. This course is highly recommended before taking Course #210 and Course #220. No prerequisites.
Protect yourself and your commissions. Learn how to practice more profitably and with more informed regard for the law, by covering some of the most important legal issues related to contracts, listing agreements, letters of intent and offers to purchase and closing documentation. Discuss licensing issues and explain, through examples, the proper procedures for listing, marketing and closing. Review sample forms that can be used in most business sales transactions.
There are no prerequisites for this course.
Want to know how to prevent landlords from killing your deals? In this course, you will learn about dealing with landlords, the typical lease terms and how they can impact the value of the business, ways that landlords can kill deals, typical fees paid by the tenant over and about the base rent, the difference between a Lease Assignment and a Sub-lease, who typically pays for property maintenance issues, how lease restrictions impact the business, and how to help your business seller negotiate reasonable lease terms for the new business owner.
With the advice offered in this course, you will be more prepared to deal with landlords and management companies, avoid pitfalls and close more deals. This course is a must for new business brokers and will provide new insights for experienced brokers as well. It is recommended that you have some knowledge of the business brokerage process, including Course #101: Introduction to Business Brokerage.
Do you find understanding financial statements and tax returns a challenge? Learn what all those numbers on the tax returns and financial statements mean and how they interact. Understand what all the “bean counters” seem to know and a lot of us find challenging. This course is a must for new business brokers. There are no prerequisites for this course but it is suggested that participants take Course #130 first, and it is highly recommended that this course be taken before Course #210.
Gain the knowledge and materials to obtain more listings, satisfy seller concerns and get more sales contracts signed. Discuss the four parts to overcoming objections: understanding the objection, anticipating the objection, selling yourself and practicing. This course is geared to new brokers and those who want to improve their ability to overcome objections. Recommended that participants have taken Course #101 or equivalent.
Learn how to enhance your business brokerage practice by developing an effective sales process for new and existing franchised businesses. This course will familiarize you with the franchise industry, differences between selling a new or existing franchised business and a non-franchised business, franchise broker compensation, how to develop a franchise offering inventory and franchise buyer leads and best practices for integrating franchise sales and business brokerage.
This course requires you to complete course #101 and/or have experience with the business intermediary process.
Learn the five-step process that any business broker, new or experienced, can use to build an inventory of listings within a 60-120 day period. Proven techniques include direct mail and e-mail, telemarketing, personal visits, networking for referrals and general advertising. Explore these tactics that will help you locate and attract interested buyer prospects to your listings. Write and/or critique scripts, brochures, business cards and ad copy during this course, so that you can develop your own personalized marketing plan. This core skills program is designed for brokers with less than two years in the business brokerage industry and amplifies material covered in Courses #150 and #155. It is also a good course to take before the seminar courses (550 series) and Course #205 (Power Networking). Course #101 (Introduction to Business Brokerage) or #301 (Introduction to the M&A Process) is a prerequisite.
Do you often get frustrated when reviewing a tax return because you just do not know where to find the information you need? Understanding how information is transferred from financial statements and presented in tax returns is critical to effectively achieving an accurate recast. This course will assist participants in understanding how to decipher and properly locate information in tax returns that is needed for recasting. Learn how to identify the tax returns for the four entities commonly encountered by an intermediary, identify the primary schedules in tax returns, explain where to begin recasting using a tax return, locate key recast items within tax returns, and compare the reporting differences of financial statements and tax returns.
There are no prerequisites for this course.
Do you feel you have a basic understanding of business brokerage, but don't know how to apply it? Do you want to ensure that your first few years will provide you with the professional and financial returns that you hear about from experienced brokers? This course will help you understand the practical side of running your business, as well as refine some personal skills to ensure a higher success rate in your early years.
Participants will learn how to keep track of details, set up an operational system for their use, understand how to create a good listing for marketing to prospective buyers, and participate in peer reviews using small groups to help develop their personal skill levels in dealing with business owners, corporate groups, and individual buyers. In this course, you'll take what you've learned in other IBBA courses and put it to practical use such that you have a greater chance of achieving success. This course is geared towards those with less than two years' experience, as well as those brokers who are trying to better their skills in order to obtain more listings, and develop skills to work with business owners and buyers. There are no prerequisites for this course, but it is recommended that participants have taken course #101 or #301 and have taken some of the core CBI courses, and have a good understanding of the business brokerage process.
This course provides tips on finding hidden information in tax returns and takes a look at the differences in stock versus assets sale and which one is most beneficial. Learn how the allocation of sales prices can benefit the client and how to avoid tax issues that could be a “land mine” to your transaction. Leave with tips to increase the number of referrals from accountants. No prerequisites.
See course #102.
Course #150 is an in-depth study on how to obtain and market a salable inventory of businesses. Learn the various proven methods to prospect for listings, determine seller motivation, create an effective listing process, avoiding the many impediments to selling a business, and properly package the business for sale. It is highly recommended that partocopants have taken #101, #301 and understand the Main Street Business Brokerage process.
Learn how to find and manage the buyer and achieve success in Main Street business brokerage. Become skilled in creating and giving a buyer presentation, as well as helping the buyer through the multi-step buying process. It is highly recommended that participants have taken courses #101 and #150 before enrolling in this course.
Achieve success in Main Street business brokerage by focusing on the last four phases of the business brokerage process: navigating the sale, removing contingencies, closing and following up on the sale. Learn how to work efficiently with offers and landlords. It is highly recommended that participants have taken Courses #101, #150 and #155.
Anytime people work or live together, friction results and the same is true among highly skilled working professionals on a deal team. Brokers can lose control of deals when attorneys change previously agreed upon deal terms or accountants get picky. Brokers need to work carefully with all members of the deal team – accountants, attorneys, tax professionals – to get the details and documents they need while keeping all parties under control.
In this course you will learn to:
- Recognize common problems and perceptions among attorneys, accountants, tax professionals and business brokers.
- Explain what attorneys, accountants, and brokers do, the ethics they must abide by and how to have everyone work together
- Reduce friction among the professionals on the deal team and facilitate the closing of more transactions.
It is recommended that participants have taken Course #101: Introduction to Business Brokerage or Course #301: Introduction to Mergers and Acquisitions, or have a good understanding of the business brokerage process.
Many successful business intermediaries find more than half of their listings are obtained from networking and referrals by developing centers of influence. You will learn where and how to network; how to introduce yourself and build relationships; how to connect with other professionals; and how to become the go-to individual in your industry. Learn how technology has changed business networking and learn how to take advantage of these powerful tools to build your practice. This course is recommended for both Main Street and M&A practitioners. There are no prerequisites.
Learn how to take a defined and methodical approach at the due diligence process for transactions, whether large or small, simple or complex. Ascertain whether or not to take a listing and how to increase your chances of successfully closing each transaction. Discuss how to determine if a business is likely to have trouble during due diligence, identify possible impediments to closing, educate the seller and buyer about the process, control and manage the due diligence process and set up appropriate document review and control processes and systems. This course is applicable to Main Street and Middle Market. Course #101 is a prerequisite. It is recommended that participants have experience with recasting, financial statements and dealing with legal documents.
In this course you will learn how to manage and control the complex closing process, enabling you to increase the number of closed deals and commissions. You will learn how to educate the seller and buyer about the closing and orderly turnover processes. You will learn how to identify impediments and critical items to closing, including contingencies that survive due diligence and third-party approvals, and to understand the purpose for the many closing documents. You will receive and complete an in-depth review of sample documents used when opening and closing escrow, as well as develop and navigate a typical two-week closing plan. You will then learn how to assist the buyer and seller in the design and implementation of a plan to ensure a smooth and orderly turnover of the business.
Prerequisites for this course include one of the introductory courses (#101, #301 or #380) or a good understanding of the Main Street process. It is recommended, but not necessary, that you take #206 before enrolling in this course.
Ever faced an income statement that shows little or no profits, yet the company is profitable? This two-day course focuses on recasting financial statements to maximize company earnings while minimizing liability. Learn how to find and support increased earnings in a client’s business. Registrants for this course must have passed Course #130 or the Course #210 Pretest.
Note: Course credit will not be processed until registrant has passed Course #130 or the Course #210 pretest. Please contact the IBBA headquarters for eligibility. To take the Course #210 pretest, click here.
This advanced course will quickly review key recasting principles and then provide you opportunities to improve your skills recasting real Main Street financial statements. This course will focus on issues commonly faced by intermediaries that impact the Income Statement and the Balance Sheet. This course will be helpful for those business brokers who want more experience and insight into the recasting process.
This course requires you to complete course #210 or be experienced in recasting basic financial statements.
This course will focus on issues commonly faced by intermediaries that have impact from the Balance Sheet. This course would be a helpful course to take before the CBI exam or for those who just want to get more experience and insight into Balance Sheet issues on Main Street. If the Income Statement sets the expectations of price, the Balance Sheet sets the terms of the deal. Understanding the Balance Sheet will help you determine the probability of a deal closing, the financing options or lack thereof, transaction structure, the closing Balance Sheet, and ultimately the after-tax proceeds to the seller. You will take away an understanding of the Balance Sheet and how to navigate the deal points that that will lead to more successful closings.
This course requires you to complete #210 or be experienced in recasting basic financial statements.
Restaurants are specialized businesses comprising a large segment of many business brokers’ inventories. Learn how to effectively list, market and sell restaurants, as well as how to value a restaurant using traditional appraisal approaches. Discuss how to recast financial statements using industry averages, write effective ads and understand average unit sales. No prerequisites.
The type of entity from which a business is operated directly impacts every aspect of a business including asset protection, businesses expansion options, asset transfer options, ownership transfer options and taxation. The primary entity types, sole-proprietorship, C-corporation, S-corporation, limited liability companies (LLC) and partnerships will be reviewed in detail in this course. Learn how each entity is formed, operated and dissolved. Gain an understanding of the advantages, disadvantages and best use of each entity type. Review the tax elements of each entity type and how these elements impact taxation in a business transfer. There are no prerequisites for this course, but it is suggested that attendees have experience with the business intermediary process.
Effective Systems and Processes (ESP) for Consistent Professional Results (CPR)
Surviving in today's competitive and challenging professional environment requires business brokers to be organized, effective and consistent in their practices and results. Such attributes distinguish excellence from mediocrity and impulsiveness and drives brokers to steadily achieve positive results.
In this information-packed four hour course, attendees learn the powerful benefits of developing and using effective and yet simple systems and processes to build a more professional practice while achieving greater results time after time. Learn what systems are, why they are important in the business brokerage profession, how to develop them to suit your specific needs, and how to implement them into your daily practices. Attendees will leave with a basic startup kit of templates, tools and concepts to implement immediately.
It is said that "knowledge is power," but unless that knowledge is organized and followed by methodical action, it is nothing more than unorganized data. Get the power!
This course is the first in a three-part series of valuation courses; this one day course provides a overview of the business-valuation process for small or midsized businesses (sales price less than $1 million), with a practical focus on the use of the Direct Market Data Method (DMDM) to price a small business for sale. Participants will build on their skills and knowledge as they learn to use state-of-the-art databases to help calculate the Most Probable Selling Price (MPSP) of businesses valued at up to $1 million. Course #210, Analyzing and Recasting Financial Statements is a prerequisite. There is also a textbook which is recommended.
This course continues the development of important business pricing skills started in Course #220, focusing on those businesses typically sold for under $1 million. We will discuss the Income and Asset Approaches in detail and learn how to reconcile differences between the various Methods including the Direct Market Data Method. Find out how and when to use the Capitalization of Benefits Income Method, Excess Earnings Method, the Multiple of Discretionary Earnings Method and others. Learn how to argue for or against the substance of a third party valuation report. Course #220 is a prerequisite or you must have extensive experience with business valuation. The textbook for Course #220 is also valuable and recommended for this course.
Business intermediaries may come across sophisticated investors who are interested in their return on investment, rather than just buying a job. In these situations, understanding the Discounted Cash Flow (DCF) Method of business valuation is useful – for talking to the investors and/or their advisors. By working through two case studies, this practical, hands-on course will introduce students to the application of Discounted Cash Flow, as well as develop the ability to perform the primary steps in a simple DCF calculation.
Participants will receive an Excel file that can be used to build cash flow models. It is recommended that participants bring laptops to the course.
This course is geared towards experienced Main Street and mid-market intermediaries. It is recommended that you have taken Course #220 and Course #221 and/or have a good understanding of the three main approaches to business valuation.
Build and run a professional practice with information derived from world-class advisors, Michael Gerber and David Maister, as well as valuable insights from CBI course creators. Discover the steps and skills needed to transform any professional practice. Gain new insights on how to balance career demands with personal life. Start a new practice the right way or develop an existing firm, with the information from this cutting-edge course. This course is suitable for new or experienced brokers or intermediaries. Prospective attendees are encouraged to review the following Web sites: www.e-myth.com and www.DavidMaister.com. Textbooks referenced for the course are Gerber’s E-Myth Revisited and Maister’s Managing Professional Service Firms. No prerequisites.
For many of us, social networking only seems to make a giant time-sucking sound, not money. Yet everyone insists we do it. Why? And how? This course will cover seven steps to determine if social networking can be made to work for you as part of your overall marketing plan. You will discover what might work, how to envision your own custom approach, how to create your own systems, where to get help, how to predict where all this is going, and how to act on those predictions. In this rapidly evolving area, the input and knowledge of course attendees will be used to stay current. This course is recommended for both beginners and advanced social media users. It is recommended for owners or managers who are charged with convincing and teaching others to make better use of social networking. It is recommended that you have taken IBBA 101 Introduction to Business Brokerage or IBBA 301 Introduction to M&A, or have some understanding of the business brokerage process.
Would you like to represent a buyer who is has the cash to purchase a business for $1 million or more? Understanding the US business visa programs opens up opportunities for business intermediaries with highly motivated foreign buyers. In this course, you will learn the specific requirements of the EB-5 Employment Creation Visa, the L-1 Intra-company Transferee, and the E-2 Treaty Investor Visa from an experienced immigration attorney. You will learn how to work with immigration attorneys to best guide your foreign national client in selecting and purchasing the proper type of business that qualifies for visa status, and if they plan to reside in the US to operate that business, the potential barriers to their immigration. With this knowledge, you can help bring the immigration wall down for your client and increase your revenue: a win-win!
This course requires you to complete course #101 and/or have experience with the business intermediary process.
When a business is sold a key concern for the majority of, if not all Sellers, is the amount of Net Proceeds received at the completion of the transaction. This course provides an overview of the process and the related information required to determine Net Transaction Proceeds. Participants will learn how tax basis, different entity types, various asset types, and transaction costs are identified and applied to the determination of Net Transaction Proceeds. Transaction structuring case studies are included in this course to provide participants with real life application of the covered material.
Prerequisites for this course include #101, #301 or #380. It is also recommended that you have taken several financial courses, such as #107, 117 or 217, or have comparative knowledge and experience.
With higher SBA limits, the SBA financing route may assist M&A intermediaries and not just main street brokers. Learn how SBA can be used as a tool to correctly position the buyer and seller. Review SBA financing and lender requirements and see firsthand how lenders and loan brokers use creative approaches to help close transactions. Find out how to truly pre-qualify transactions as part of marketing activities and how to arrange loans from $25,000 to $5 million (higher if real estate is involved) in the shortest possible time, using all the resources available. This course has been updated to reflect the changes of the SOP that became effective October 1, 2010, and the passage of the Small Business Bill in late September, 2010. After completion of this course, participants will be able to use SBA financing as a tool to list more businesses and close more deals. This course is recommended for Main Street Brokers and M&A Intermediaries. It is recommended that participants have taken Course #101 or #301 and have some understanding of business brokerage and the loan process.
Ever wonder why some businesses sell for more than others, even though they look the same? Or why some brokers and intermediaries make more money then you, and even earn money in a down economy? Learn how successful IBBA and M&A Source brokers and intermediaries use “Pre-Diligence” by analyzing their client’s financial metrics to help them uncover the good and bad, and can aid in the increase of the selling price, or ward off unsalable businesses. Discuss tips on working with financial statements and tax returns.
Working with unsophisticated and emotional parties in a transaction is both challenging and frustrating. Discover how to become an effective third-party negotiator throughout the process of listing, marketing and closing a small business transaction. Learn how to apply negotiation principles, techniques and tactics to achieve the best results possible. Participate in exercises and role-playing that improve negotiation skills when working with sellers, buyers and their advisors. This course is recommended for new and experienced business brokers. No prerequisites.
Learn what is involved in the mergers and acquisitions (M&A) process, the intermediary’s role and value within the process and the ethical decision-making that must be applied throughout. Introduction to the M&A process is geared toward individuals who are considering developing a professional practice as an M&A advisor. Such individuals may be experienced general business brokers who want to understand the differences in activity and skills required in the middle-market. It is also recommended for professionals and executives who have been involved in transactions but who have not acted specifically as a deal-maker, such as lawyers, accountants, lenders, etc. No prerequisites.
Discover the fundamentals and techniques used in dealing with key transaction documents. Discuss tax structuring concepts and how to effectively work and negotiate with attorneys. Leave with an understanding of key components and strategies relating to confidentiality agreements, engagement letters, letters of intent and comprehensive agreements. No prerequisites.
Find out how buyers structure deals from a financing standpoint. Discuss the various types of financing (employed debt, equity and subordinated debt) and the relationship between buyer types, financing options, value and price. Learn how M&A business acquisitions are financed and how to educate sellers about financing structures, thus managing their price expectations and increasing your odds of closing more deals. Please bring a financial calculator to class. No prerequisites.
Learn how to successfully contact and retain sellers of mid-market companies, how to motivate owners to sell and how to guide them through the selling decision. Discuss the importance of educating business owners about the middle market and selling their companies, targeting middle market owners and using that education as a selling tool to obtain clients on retainer. No prerequisites.
Learn how to develop an effective buy-side practice by using a proven business model. Get tips on how to explain the value and need for buy-side advisory services to your clients and discuss marketing strategies that have been successful for others. This course is recommended for those who have taken Course #301 and have at least one year of intermediary experience. No prerequisites.
Gain overall strategies to enhance the methods and incorporate key sources to assist in investigating, researching and analyzing any transaction, industry, company or client. It is not intended to provide specific sources but to create the structure (i.e. lists) as a guide to the most likely source (best category) for answers to questions regarding the deal process. No prerequisites.
This course introduces new tools and processes to efficiently find a buyer who can close a deal. Learn how to establish a “demographic footprint” of the buyer, create a prioritized list of buyers, qualify the target list and create a targeted plan to sell the business. Find out how to talk to buyers and work with them during the initial tour of the business. It is recommended that participants are a CBI or M&AMI or have equivalent background, and have taken Course #301. Other recommended courses include: #304, #307, #335, #341 and #380.
Avoid costly and time-consuming lawsuits with clients, customers and/or other brokerage firms. Discuss firsthand experiences involving lawsuits, governing regulatory punishment and trade association sanctions involving business brokerage standards of care. Topics include: regulatory bodies that control and/or regulate the activities of business brokers; canons of professional ethics and conduct; IBBA Code of Ethics and Standards; trade associations that provide guidance; rules and regulations of business brokers and the 10 commandments for safe brokerage.
This course is designed for non-licensed individuals interested in learning more about securities licensing – its relevance and application to their Main Street business brokerage or M & A practice. You will learn how to determine if you are eligible to become securities licensed, the advantages and disadvantages of being licensed, and some of the myths about being securities licensed. This interactive course allows the professional intermediary to become knowledgeable in what it takes to become licensed, the cost, the Broker-Dealer’s role, an overview of key current regulations (such as the USA PATRIOT Act) and their implications for Main Street and M&A transactions. Upon completion of this course you will understand why securities licensing is being referred to as “the gold standard, and a requirement for our industry.”
It is highly recommended that participants have taken #101, #301 or #380 or have a good understanding of the intermediary process.
Seminars are a low cost marketing tool used to reach potential clients, particularly the flood of baby boomers nearing retirement. Learn how best to identify these prospects, navigate traditional obstacles, find quality listings, while adding additional income streams from valuations and buyers looking to diversify and grow their companies. This course will outline proven steps to prepare for and host a successful seminar. Attendees will also be provided with sample forms and materials. It is recommended that participants have either a CBI, M&AMI, several years of intermediary experience or equivalent professional background.
Baby boomers will be retiring over the next 10+ year, so naturally they are a substantial target market for business intermediaries wanting to acquire listings. This course will equip intermediaries with top notch presentation techniques for customized seminars for Main Street and Middle Market sellers. Professional presentation tips will be provided in addition to a customizable seminar slide presentation. This is a participatory class with group exercises and mock presentations. It is recommended that participants have either a CBI, M&AMI, several years of intermediary experience or equivalent professional background. You should complete course #554 prior to enrolling in this course.
The International Business Brokers Association is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its website.