If you missed this meeting or attended and would like reprints of the handouts, click below:
George Perry Handouts from November 2, 2005 Meeting
George A. Perry, Attorney at Law
Brokers and Lawyers: Allies or Adversaries?
BROKERS
AND LAWYERS: ALLIES OR ADVERSARIES?
This discussion will consider the respective roles of brokers and lawyers in a business sale, inherent tensions and areas of common interest, how to promote a more positive working relationship, and how to encourage buyers and sellers to select suitable lawyers.
NEBBA is presenting this month's topic as a follow-up to Attorney Don Coblentz topic of last month "Successful Allocation of Purchase Price", guiding brokers in the details of assigning values early in the offering process. Now George Perry's topic will further identify ways that many attorneys can be partners, not adversaries.
Attorney Perry specializes in transactions involving the purchase and sale of small businesses and real estate. Twenty business brokerage offices use Atty. Perry’s escrow service, in which he represents them for the purpose of preparing the closing documents. The buyer and seller each pay one-half of the escrow fee. In other transactions, Atty. Perry represents the buyer or the seller of a business or the lender. Business brokers refer many of these clients. In twenty-three years of practice Atty. Perry has conducted approximately 2000 closings.
Worcester, MA
Attorney Don Coblentz - Allocating the Purchase Price of a Business
Don’t take the allocation of purchase price for granted! Don’t make the common mistake of thinking that you can set the allocation after the offer has been signed both ways. Dealing with it up front will eliminate the need to battle with a potent deal-killer Dragon after the fact. It will play a key role in successfully getting to the closing table. It is not always easy to precisely value business assets; you may need to bring in a professional appraiser for real estate, or some other assets.
IBBA - Where have we been - Where are we going?
Maurice “Moe” Desmarais has 26 years of association management experience as well as 33 years experience in management of for-profit and non-profit corporations. Moe is currently the President of the International Business Brokers Association (IBBA) and Executive Vice President of the Battery Council International (BCI). In addition, he manages new client transitions to SmithBucklin and facilitates client mergers of trade associations.
Moe has managed associations, agencies and businesses with budgets ranging from $400,000 to $10,000,000 and staff sizes of 2 to 32 employees. He has developed, written and published numerous articles, courses, curriculum, certification programs and teaching and training guides and manuals for national and regional trade associations and professional societies.
As an educator, Moe has instructed management courses and served as a faculty advisor at Bentley College, Waltham MA, and for associations and other industry related groups. He has also developed and instructed courses and seminars for the American Society and the New England Society of Association Executives and most recently served as a business management instructor at the Chicago-based Robert Morris College.
Moe holds a master degree in management from Cambridge College. He currently holds the professional designations of Certified Association Executive (CAE) and Chartered Property Casualty Underwriter (CPCU).
Personal Property
Appraisals
Machinery & Equipment (M&E)
* What is an M&E Appraisal? * How can an M&E Appraisal help you get more business? * What is USPAP? * How to determine what is the right amount of M&E * How the right mix of M&E can make money for you and your client * How to deal with “other” non standard M&E * What you need to know before you call me * What should you expect to pay for an M&E Appraisal? * Some fun case studies! *
How to transition to a fee based practice
or
Ted Burbank
Ted Burbank began his business brokerage career in 1979 and his office became completely fee based almost twenty years ago. His wife’s innocent question “Is it true that you only sell one of four listings?” sparked a year long quest to improve his effectiveness in selling businesses. Notice the objective was not to collect fees although the result was his firm became a fee based operation.
The presentation will reveal why business owners and their advisors really prefer the fee based approach over the typical “free based” one and why his office’s listing to sales ratio went from 25% to over 90%.
Auburn, MA
“Marketing V.I.S.A.”
Your Passport to a Successful Professional Service
Presented by
Jerry Wistrom of All Out Coaching
Your success depends on a lot of variables. One of the key variables is how well you can market your professional services. Successful business people take the time to learn about marketing, and continuously adjust their marketing as they discover what works and what doesn’t for their clients.
You’ll leave the presentation with a personalized strategy for your marketing. You will be inspired and motivated to move forward on these strategies to “Take Your Business to the Next Level”.
Auburn, MA
Industry Update by Tom West - Business Brokerage Press
Every year for the January issue we write about the current condition of the business brokerage profession and also where we see it going in the future. Over the years we have tried to do this in as many imaginative ways as we could come up with – as our long-time readers know. We have approached it from a lot of different angles – some were successful – others were not. We try not to make predictions or peer into the future – in business brokerage this is impossible. To attempt to rewrite the past year is equally impossible. It is different for every practitioner – many had very good years and others couldn’t wait for this one to start.
This year we thought we would approach the profession from a very real and personal perspective. I am titling it “Forty Years in Business Brokerage: Lessons Learned.” Perhaps my recounting what I have learned over my 40 years in business brokerage will be helpful to those just entering the field, and also, hopefully, to some who have been in it as long as I have. So here it is...
Marlboro, MA
Barbara Arena, VP-Business Development of Business Loan Express and Region I Chair of NAGGL Liaison Committee will discuss changes to the SBA loan program. Current continuing resolution expires November 20.
Click here to access copy of powerpoint presentation
Jack Beauregard -- Innervisions of Boston, MA
Understanding A Buyer’s Deal Breaking Negativity And What You Can Do About It!
Being aware of the effects that negativity has on a buyer enhances your deal closing! This presentation provides you with a competitive advantage by helping you understand the psychological dynamics when a buyer, for no apparent reason, begins to psychologically withdraw and starts to walk away from the deal. The program will help you close more deals by learning the thought process that undoes deals and techniques to help pull things back together between buyers and sellers and gets them to the point of agreement.
Presented
by: Paul A. Harsch III CBI,CRB,CRS,GRI
Harsch Associates & CBI
Paul Harsch is affiliated with Country Business for business sales transactions. His topic is Transaction Agency. In June of this year Massachusetts adopted new statues in regards to Agency in real property transactions. Those statute changes will be effective July 1, 2005. Paul has a particularly interesting view as to how this can provide business brokers with an alternative agency relationship to Sellers and Buyers. This will be an evening to put your bias aside and think about some new ideas. Paul has been selling real property and businesses for 25 years come and hear from an expert.
September 17, 2004
Restaurants - Selling/Valuation
by: Charles Perkins, CBI
Chelmsford, MA
and Circle Lending
Presented by: Dave Hartnet of Portmarnock, Inc. and Michael Dumbrowski of Circle Lending
David Hartnett, Portarnock Inc., Hampton, New Hampshire. Dave’s firm purchases seller note for businesses and real estate for cash. Learn how you may do more deals through many creative ways of resolving a cash difference between a buyer and seller and you also earn referral fees for current or past sellers who are holding notes.
Michael Dumbrowski, Circle Lending, Cambridge, Mass. Mike’s firm administers seller notes providing monthly collection, accounting and late payment notices. Your seller may be more inclined to take back a note if they could have it taken care of by a professional 3rd party. Learn how your seller financers might benefit.
Speakers: Steve Migridichian, CPG and President of CEA (Corporate Environmental Advisors)
and Mark Welsh, LSP, PE
Auburn, MA
Benefits of Multiple Listing Service for Business Brokerage
Speaker: Ken Stebbens
Auburn, MA
Presented by Attorneys Richard Van Nostrand & Jeffrey Swain of Mirick, O'Connell, DeMallie & Lougee, LLP of Worcester, MA
Auburn, MA
"40 Years in Business Brokerage - Lessons Learned
Click here to print meeting notice
#210 Analyzing and Recasting
Financial Statements (16 credit hours)
Auburn, MA
“Creating
an Identity for Your Broker-Practice”
(you
can't be better if you're not different)
Ed
McCormick of JEMM Corp. will be getting us to think about what makes us different in the
eyes of the Seller.
Note Different Location!
Burlington Marriott, Burlington, MA***