Business Brokers Network
America’s Largest Network of Business Brokers
Since 1981
BBN’s Affiliate Letter
February 9, 2011
Table of Contents
Important! Action Alert to All BBN Affiliates: Affiliation Status Information
Exit Strategies – “New” Information for BBN Affiliates
Business Exit Strategies – Phase Three: A Special Presentation by Richard Voss, PhD
Comprehensive Presentation of BBN’s “New” Business Plan Program
BBN’s Five-Star Website – Featured Businesses for Sale
“New” BBN’s Five-Star Featured Highly Motivated and Qualified Buyers - An Exclusive Website
Update Report - Two “New” Major Business Brokerage Programs Introduced in 2010
Editorial Comments
About IBISWorld Industry Research Reports
“New” in 2010: Target Marketing Catalog Program for Business Buyers and Business
Sellers
BBN’s “New” Second Edition Target Marketing Catalog Available Now
Thinking Ahead? BBN’s “New” Third Edition Target Marketing Catalog Available March 2011
What BBN Affiliates Gain: When Using BBN’S “New” Exclusive Target Marketing
Program?
Suggestion – Enjoy the Journey! (Better Understanding Co-Brokering)
Short Agenda for February 16th & 17th BBN’s Affiliate Training Conference
New” or Revised BBN Forms Posted Recently on Business Brokerage Management System
(BBMS)
The Lighter Side:
o Laughs!
o Some Thoughts to Remember
2701 Custer Parkway ● Suite 819 ● Richardson, Texas 75080
Phone: 972-680-8414 ● Fax: 972-680-8615 ● E-mail: bbn@bbnbrokers.com
www.bbnbrokers.com
Action Alert to All BBN Affiliates
Important Information
The statement below regarding Active Affiliation Status also appeared in our September 22, 2010 Affiliate letter.
If you are not in full compliance regarding Active Affiliation Status, we urge you to contact BBN’s Dallas office
headquarters to explain your reason for non-compliance and discuss a possible alternative plan. We want to
work with you, but it is your responsibility to comply with your Service Agreement.
Active Affiliate Status Information – Your BBN Affiliation Membership May Be In Danger!
To maintain Active Affiliation Status, Affiliates must be actively involved as a Business Broker and
participate with BBN as outlined in detail as stated in your BBN Service Agreement.
Please make certain that you are complying with all terms of your BBN Service Agreement, including
prompt payment of Service Fees to BBN. BBN Form 501, Sold Business Fact Sheet, is to be completed
and submitted to BBN with your payment of applicable BBN Service Agreement fees for each closed
transaction. BBN Service Agreement fees are due and payable concurrent with closing of the transaction.
Since September, 2009, the effective date of ownership transfer of Business Brokers Network to the new
ownership group, we have determined that some BBN Affiliates are not in compliance with their BBN
Service Agreement.
The new ownership group acquired Business Brokers Network as an asset purchase and assumed only a
limited number of liabilities. The new ownership group is not bound by any oral or other agreements. It is
the responsibility of each BBN Affiliate to follow the terms and conditions of their BBN Service Agreement.
BBN‟s Dallas Headquarters personnel currently are in the process of reviewing all BBN Affiliate files
regarding affiliation compliance. An Affiliate may cause their affiliation with BBN to be terminated by
failure to comply with their BBN Service Agreement.
Suggested Next Step:
Immediate Action Affiliates Not In Compliance With Their BBN Service Agreement Need to Take Now:
A BBN Affiliate that is not in compliance with their BBN Service Agreement may be granted a short time
period to take the necessary steps to regain compliance status, if they send their request in writing to
Business Brokers Network (BBN) office in Dallas between the date of this letter and March 10, 2011.
We encourage all BBN Affiliates to review their BBN Service Agreement to be certain they are in
compliance.
Failure to comply with your BBN Service Agreement will result in termination of your Affiliation
Membership.
2701 Custer Parkway ● Suite 819 ● Richardson, Texas 75080
Phone: 972-680-8414 ● Fax: 972-680-8615 ● E-mail: bbn@bbnbrokers.com
www.bbnbrokers.com
– Exit Strategies –
“New” Information for BBN Affiliates
Information Presented by Richard Voss is Especially Useful for Experienced BBN Affiliate Business Brokers
BBN’s February 2011 Affiliate Training Conference Focus is:
Mastering Exit Strategy Processes:
1. Business Planning
2. Financial Planning
3. The Human Element
Introduction of BBN’s “New” Business Plan Program
1. Know your product so you can sell your product!
2. Why different business plans for different purposes?
3. How do you distinguish between different business plans for different
purposes?
4. How do BBN Affiliate Business Brokers best present different business
plans and “close the sale”?
Mastering Business Exit Strategy Processes – A Special Presentation
By Richard Voss, PhD
Exit Strategy Training Presented Exclusively for BBN Affiliate Business Brokers in Three Phases:
August 2010 BBN Affiliate Training Conference – Phase One - Completed
October 2010 BBN Affiliate Training Conference – Phase Two - Completed
February 2011 BBN Affiliate Training Conference – Phase Three Ptresentation
Richard Voss, PhD, will complete his Three Phase presentation on Mastering Exit Strategy Processes at
BBN’s February 2011 Affiliate Training Conference.
As a courtesy to Affiliates that missed either the August or October Affiliate Training Conference,
Richard will briefly review material covered in Phase One and Phase Two as part of February’s
Phase Three presentation.
Richard Voss brings to us an extensive background in the field of Exit Strategies for Business
Owners. His vast experience includes working with business owners and business principals
contemplating:
The transfer of business ownership,
Relocation of their business,
Personnel changes and related human considerations,
Counseling business owners and principals about how to best address decisions
regarding the sale of their business, and
The need to prepare their business and make it ready to “Go to Market.”
You are going to “like what you learn” at the February BBN Affiliate Training Conference!!!
2701 Custer Parkway ● Suite 819 ● Richardson, Texas 75080
Phone: 972-680-8414 ● Fax: 972-680-8615 ● E-mail: bbn@bbnbrokers.com
www.bbnbrokers.com
Business Exit Strategy and Succession Planning Training Conferences
Explanation: Affiliate Certificates of Attendance
Each attendee at the August and October 2010 BBN Affiliate Training Conference has already received
the following “NEW” specially designed Affiliate Certificate of Attendance:
1. August - Business Exit Strategy and Succession Planning (BESSP) – “Bronze Level”
2. October - Business Exit Strategy and Succession Planning (BESSP) – “Silver Level”
*****
Each attendee at the February 2011 Affiliate Training Conference will receive the following “NEW”
specially designed Affiliate Certificate of Attendance titled:
Business Exit Strategy and Succession Planning (BESSP) – “Gold Level”
*****
Affiliates attending all three of BBN’s Exit Strategy and Succession Planning presentations presented by
Richard Voss, will receive an additional “NEW” attendance certificate titled:
Master of Exit Strategies and Succession Planning (MESSP)
*****
BBN’s “New” Business Plan Program
It’s Here!!! It’s ready to Go!!! and A “Big” Opportunity for You $$$$
Comprehensive Presentation:
BBN’s Dallas Headquarters Staff has developed a “New” Business Plan Program for Affiliates to
present to selected client business owners, sellers and buyers.
This is a major Affiliate Training Conference Presentation focusing upon Value Drivers. By definition
Value Drivers are characteristics of a business that either reduce the risk associated with owning the
business or enhance the prospect that the business will grow significantly in the future.
Functions that create value for businesses include:
Proprietary Technology
Market Position
Brand Name
Diverse Product Lines
Patented Products
Key Drivers that create value common to most businesses include:
Management Team
Business Systems
Customer Base
Facilities and Equipment
Business Strategy
Financial Controls
2701 Custer Parkway ● Suite 819 ● Richardson, Texas 75080
Phone: 972-680-8414 ● Fax: 972-680-8615 ● E-mail: bbn@bbnbrokers.com
www.bbnbrokers.com
We will “roll-out” this program at our February, 2011 Affiliate Training Conference including details
about how the program operates and how Affiliates can best market and sell really high quality
Business Plans; Business Plans designed to accomplish A Purpose!
BBN expects this “New” Business Plan Program to be an important “New” Revenue Source for our
Affiliates. Our presentation includes the following and more:
Pricing Techniques
Marketing Materials
Sample Business Plan
Industry Specific Data
Effective Client Presentations
Different Business Plans Purposes
Business Plan Preparation Techniques
Thought for Today:
“Keep on doing what you’ve always done; you’ll keep on getting what you’ve always gotten” –
Attributed to Ellington Darden, PhD - Author and Weight Control Guru
More Breaking News!
BBN’s Five-Star Featured Businesses for Sale – An Exclusive Website (Update)
BBN‟s Exclusive Five-Star Website continues to be a major attraction for qualified
buyers and for business owners considering selling their business. It attracts the attention
of real decision makers and qualified buyers.
Increased Exposure to Qualified Business Buyers
Seven (7) New Featured Entries – More New Entries “On the Way”
Note: BBN’S Exclusive Internet Websites are Available Only to BBN Affiliates for Qualified Business Listings.
Status of Introductory Cost Free Entry Program: Featured Five-Star Businesses for
Sale Website.
1. As of the Date on this Affiliate Letter, BBN has Approved the Entry and Display
of Business Number Fifty-Two (52) on the Five-Star Website.
2. Only Twenty-three (23) Remaining Businesses Will Qualify for “Free Entry and
Display” on the Five-Star Website.
3. If You Have Quality Listings In-Process, Plan to Take Advantage of this Great
Marketing Tool while this Cost Savings Opportunity Last!
After Entry Number Seventy-Five (75) is entered on this Website, the Entry Cost to
All Affiliates for Five-Star Entry and Display is five Hundred ($500) Dollars per
entry. Entry Fees may be paid by either of the following methods:
1. $500 Due and Payable at the time request for Five-Star Entry (BBN Form 300)
is submitted
for Review, or
2. $1,000 Agreed Payment Due Concurrent with Closing Sale of the Business.
Remember: Learning is a lifelong process!
You are going to “like what you learn” at the February BBN Affiliate Training Conference!!!
*****
2701 Custer Parkway ● Suite 819 ● Richardson, Texas 75080
Phone: 972-680-8414 ● Fax: 972-680-8615 ● E-mail: bbn@bbnbrokers.com
www.bbnbrokers.com
BBN’s “New” Website for- Highly Motivated and Qualified Buyers
The Deal
A “New” Exclusive Buyer Search Website
BBN’s Successful for Our Five-Star Featured Businesses for Sale – An Exclusive Website for Business
Seller Clients Encouraged Us to Establish a Similar Internet Website for “Highly Motivated and
Qualified Buyers.”
We Will Refer to Entries on this “New” Exclusive Buyer Search Website as the “BBN Form 264 Buyer
Search Program.”
The Objective
BBN Projects that this “New” Five-Star Buyer Search Website, Which is “Exclusively” Available to
BBN Affiliates, Will Contribute Significantly to “NEW” Affiliate Buyer Searches and Attract
Motivated and Highly Qualified Business Buyers.
The Process
Affiliates Must Follow BBN’s Form 264 Buyer Search Program Guidelines. This Buyer Search
Program Requires Specific Documentation, an RWS Business Valuation (or another business valuation
of equal quality and approval after review by BBN) plus the Collection of a Non Refundable Retainer
to Qualify Their Client’s Buyer Search for Entry on this “New” Buyer Search Website.
The Cost
Affiliate Cost for Each Buyer Search Entry is $500, Due and Payable to BBN, Concurrent with
Affiliate’s Request for Entry on the “Buyer Search Website.” Entry Fees may be paid by either of the
following methods:
1. $500 Due and Payable at the time request for Five-Star Entry is submitted for
Review, or
2. $1,000 Agreed Payment Due Concurrent with Closing on a Business Acquired by
the Client Buyer.
*****
Update Report: Two Major Business Brokerage Programs BBN Introduced in 2010
The “New” Programs Are:
Affiliate Access to Over 700 Different Industry Research Reports, and
An Exclusive “New” Target Marketing Program for Buyers and Sellers
These Two Major Business Brokering Programs Engineered by BBN’s Dallas Headquarters Staff
Provide BBN Affiliate Business Brokers State-of-the-Art Business Industry Reports Which Provides
“Forward Looking” Industry Economic Information:
IBISWorld Industry Research Reports:
Subscribers to this Industry Research Program are Able to Obtain Current Economic and Business
Research and Related Strategic Information for Industries in Which Clients Are Considering
Businesses to Either Sell, Buy, Merge, Finance or for Other Important Business Reasons Related to
Ownership Transfer.
Dynamic “New” Target Marketing Program is designed to:
1. Attract Business Owners and Sellers of America’s Best Managed and Most Successful
Businesses, and
2. Attract Highly Qualified and Motivated Business Buyers and Business Sellers, and
3. Position BBN Affiliates as the Premier Business Broker in Their Area.
2701 Custer Parkway ● Suite 819 ● Richardson, Texas 75080
Phone: 972-680-8414 ● Fax: 972-680-8615 ● E-mail: bbn@bbnbrokers.com
www.bbnbrokers.com
Target Marketing Catalog Program Features Business Sellers, Business Buyers and SOLD Businesses.
To Date Two Catalog’s have been completed and circulated:
First Edition Catalog Published in February, 2010
Second Edition Catalog Published in August, 2010
“New” Third Edition Catalog (Template) Scheduled for Availability in March, 2011.
Great Marketing Tool! Make it Work for YOU in 2011!!
Remember: Learning is a life long process!
You are going to “like what you learn” at the February BBN Affiliate Training Conference!!!
Editorial Comments:
About IBISWorld Industry Research Reports
Note: The Following IBISWorld Comments Were Initially Included in the June, 2010 Affiliate Letter
Brief Summary Regarding Why Business Brokers and Investment Bankers Need Current Research
about Different Industries
An age old problem for business brokers and investment bankers has been the need for current and up-to-date
research information about different business industries. Business brokers and investment bankers use current
industry research daily, when it is available. Many hours are spent by skilled business brokers and investment
bankers searching for the latest trends and events in various industries to evaluate the best, and sometimes the
worst, businesses to consider for acquisition or sale by their clients. The use of this information empowers
business brokers and investment bankers with industry knowledge not generally known to other members of
the business brokering industry, investment banking industry and the vast array of business buyers and
acquisition lenders. Simply stated, knowledge is power!
The Solution!
Industry Research for Business Brokers and Investment Bankers
Business Brokers Network (BBN) and IBISWorld Industry Research Reports completed an agreement
whereby BBN Affiliates may subscribe to IBISWorld Industry Research Reports and have virtually unlimited
access to IBISWorld’s Extensive Library of Business and Industry Research and related information.
IBISWorld’s Extensive Library of Business and Industry Research include the following specific reports for
700 Plus U.S. Industries:
Industry Research Reports
Industry Sensitivity Reports
Industry Risk Rating Reports
Talk to any BBN Affiliate already using IBISWorld Industry Research Reports and find out from them about
the value of this information. We recommend IBISWorld Industry Research Reports to you. BBN Affiliates
have used their reports on several different business buyer or seller prospects and have found it to be not only
current and impressively presented information, but highly informative and useful economic information.
Review the BBN Affiliate Benefits of Utilizing IBISWorld Industry Economic Reports presented in the
chart below on the Page 8.
*****
2701 Custer Parkway ● Suite 819 ● Richardson, Texas 75080
Phone: 972-680-8414 ● Fax: 972-680-8615 ● E-mail: bbn@bbnbrokers.com
www.bbnbrokers.com
Did You Know?
Selling Businesses is the Number One Job for Business Brokers and Investment
Bankers.
Training and Consulting with BBN Affiliate Member Business Brokers is BBN’s
Number One Job!
You are going to “like what you learn” at the February BBN Affiliate Training Conference!!!
COMPANY COMPANY
L/O/G/O + L/O/G/O
BBN Affiliate Benefits of Utilizing IBIS World Industry Economic Reports
Know the Industry Conditions PRIOR to First Meeting with Business Owner
Know the Industry Conditions WHEN Gathering Information for RWS Business Valuation
Know the Industry Conditions WHEN Reviewing Completed RWS Business Valuation
Know the Industry Conditions PRIOR to Listing a Business to Sell
Know the Industry Conditions WHEN Meeting with Prospective Buyers
Know the Industry Conditions PRIOR to Meeting with Buyers Engaged for Buyer Searches
Focus on Listing and Selling Businesses with a Strong Prospective Future…PROFITABLE!
Avoid Wasting Time on Businesses “Going Out of Business”
Engage in Business Brokering with Confidence…KNOWLEDGE IS POWER!
Enhances BBN Affiliate Position as the PREMIER BROKER in their Market Area
A Good Idea!
If you’re not already utilizing IBISWorld Industry Research Reports
Attend the February 2011 BBN Affiliate Training Conference and learn more about this program. You
will learn more about how to effectively use the information presented in IBISWorld Industry Research
Reports; learn to present extensive and comprehensive information to your clients in an
understandable manner.
*****
2701 Custer Parkway ● Suite 819 ● Richardson, Texas 75080
Phone: 972-680-8414 ● Fax: 972-680-8615 ● E-mail: bbn@bbnbrokers.com
www.bbnbrokers.com
Recent Success Event: Seller Client Referral:
A Case Study
Presented by Zack Tannery
On Friday, December 23rd (yes, two days before Christmas Day) I met with a business owner that was
referred two days earlier to The Beverly Group by an individual on my Thanksgiving Card list. Our
Second Edition 2010 Catalog (Marketing Book) “Closed the Deal” with this client. Before I could present
more than about one-half of the material in the “book”, the client stated, “I have a good business. I want
my business in this book. What do I need to do?” I immediately knew that it was a done deal!
Our entire meeting lasted less than one hour and fifteen minutes, including time spent buying coffee,
cinnamon rolls and introductions. We were meeting in person for the first time. We had previously
spoken by telephone two times to schedule our meeting.
During our meeting, I reviewed with the client, at the right time, the following documents:
The BBN Proven Process to Market and Sell Businesses,
Briefly showed the client a recent Confidential Memorandum for a current listing using
BBN’s “expanded and user friendly” version with pictures,
Presented The Beverly Group’s Second Edition Fall 2010 Catalog (Marketing Book), and
The Company’s prior three years business tax returns brought by the client.
Most of our remaining time together was spent talking about the client’s business, the client’s plans for
the future and our mutual acquaintance that referred the client to The Beverly Group.
The Result:
The client left the meeting with my business card and a copy of BBN Form 285, The BBN Proven
Process to Market and Sell Businesses. I left the meeting with:
1. A hand shake agreement to send an invoice via email that day for the cost of a business
valuation
2. An understanding that the client would mail a check for the business valuation later the
same day
3. An understanding that a ten thousand ($10,000) dollar non-refundable retainer would
be paid to
The Beverly Group, concurrent with the client signing our Standard Listing Agreement
How Can You Make Something Similar Happen?
Work your “Centers of Influence”
Follow The BBN Proven Process to Market and Sell Businesses
Stay focused on the desired result
Go to the meeting prepared
Focus on the reason for the meeting
Get acquainted, make your presentation
Get a commitment; a check, if possible
Yes, this business will probably qualify for entry on BBN’s Featured Five-Star Businesses for Sale
Website. Hey, do you know anyone that is interested in buying a good business?
One other interesting note: This meeting took place on a metal bench near the baggage claim area at Love
Field Terminal in Dallas, Texas, home for Southwest Airlines. The client flew from an adjoining state to Dallas.
Due to confidentiality and time management, we agreed to meet in the terminal so the client could conveniently
catch a connecting flight home. The client was in Dallas’ Love Field Terminal only one hour and thirty-five
minutes; the arrival time of client’s flight to clients boarding time on a return flight. Yes, this client had already
interviewed other business brokers, but did not find one that made the client comfortable.
Note: We want to hear your success stories. Plan to send them to us or tell them to us! Business brokering can
be a fun business and it can be very profitable!
2701 Custer Parkway ● Suite 819 ● Richardson, Texas 75080
Phone: 972-680-8414 ● Fax: 972-680-8615 ● E-mail: bbn@bbnbrokers.com
www.bbnbrokers.com
Thinking Ahead to 2011?
You are going to “like what you learn” at the February BBN Affiliate Training Conference!!!
BBN‟s “New” Third Edition Target Marketing Program Catalog will be ready for Affiliates to begin using
during the first quarter of 2011. Plan to enter any listings that qualify for entry on BBN‟s Featured Five-
Star Businesses for Sale Website as soon as possible so they can be included in our Third Edition Catalog.
*****
More Editorial Comment
Attend BBN‟s February, 2011 Affiliate Training Conference and hear new success stories directly from the
Affiliates involved! Be part of the BBN Success Team!!
What do BBN Affiliates GAIN from using BBN’S “New” Exclusive Target Marketing Program
for Buyers and Sellers? This “New” Exclusive Target Marketing Program is designed to position BBN
Affiliates as the Premier Business Broker in their area.
Our “New” Exclusive Target Marketing Book is the “Neiman – Marcus” Catalog of the
business brokering industry.
How Affiliates Benefit – Using the “New” Exclusive Target Marketing Program for Buyers
and Sellers (and related BBN Programs)
BBN’s “New” Exclusive Target Marketing Program for Buyers and Sellers helps BBN
Affiliates to:
1. Sell Businesses
2. Locate Motivated Business Owners / Sellers
3. Place More RWS Business Valuations
4. List Quality Businesses to Sell
5. Position Yourself as the Premier Business Broker in Your Area
6. Earn More Business Brokerage Commissions
7. Collect Non-Refundable Retainers, if Appropriate
Remember: It’s More About “Who Your Influence List Members Know” Than About “Who You Know!!!”
More Breaking News!
BBN’s Five-Star Featured Businesses for Sale – An Exclusive Website
Increased Exposure to Qualified Business Buyers:
BBN‟s Exclusive Five-Star Website continues to be a major attraction for interested buyers and
for business owners considering the sale of their business. Indeed it does attract the attention of
business decision makers.
This Exclusive Internet Website is Available Only to BBN Affiliates for Qualified Business
Listings.
Seven (7) Businesses on this website today have signed contracts totaling $24 million dollars.
And all of them are in due diligence.
It‟s a “Deal Closer.”
You are going to “like what you learn” at the February BBN Affiliate Training Conference!!!
*****
2701 Custer Parkway ● Suite 819 ● Richardson, Texas 75080
Phone: 972-680-8414 ● Fax: 972-680-8615 ● E-mail: bbn@bbnbrokers.com
www.bbnbrokers.com
“Always be humble. Always be frugal. Always be kind. And remember, it’s a short trip from the
penthouse to the poorhouse.”
– Attributed to Ed Pratt lll, co-founder Sunrise Equity Investors, LLC.
*****
Co-Brokering is Encouraged When Affiliates Use BBN’s “New” Target Marketing Program
for Buyers and Sellers:
Impact of BBN’s Five-Star Featured Businesses for Sale – an Exclusive Website:
We encourage co-brokering between all BBN Affiliates whenever possible. As a result of BBN’s “New”
Target Marketing Program for Buyers and Sellers and the prominent display of the Five-Star Website on
all participating BBN Affiliate Business Broker Websites, in 2010 we have observed a strong increase in co-
brokering activities by BBN Affiliates. Several such co-brokering actions involved BBN Affiliates and
businesses in different states and sometimes included businesses in several different states. This action
alone validates the growing strength of the BBN Affiliation and its benefit to all BBN Affiliates that actively
participate in this “New” Target Marketing Program.
Co-Brokering and the Exclusive Listing Broker
Suggestion – Enjoy the Journey!
Learn to be an Effective Co-Broker:
The Exclusive Listing Business Broker is ultimately responsible for making all final decisions, sometimes
after conferring with the business owner, regarding the sale of the business, including co-brokering.
When you co-broker, remember that the Exclusive Listing Broker (often your BBN Affiliate) is in charge of
the marketing and sale of the business. First, be certain to get the co-broker agreement signed by both parties.
This step helps to avoid misunderstandings. Be reasonable about your expectations from a co-broker. In the
event the Exclusive Listing Broker does not desire to co-broker, that is their prerogative. In a similar manner,
if the Exclusive Listing Broker believes the business is “about sold”, it is usually best to simply state the facts
and then possibly agree to follow up in the event the sale is not completed. When the Selling Co-Broker is
not located nearby, be certain to set forth clearly in the co-broker agreement the specific responsibilities of the
Selling Broker and the Exclusive Broker as well as the commission sharing agreement.
Co-brokering is both a privilege and an opportunity for the Exclusive Listing Broker and the Selling Broker.
Remember that even if the present deal does not work out, there will most likely be other opportunities in the
future to co-broker. Business relationships are important.
Remember the Important Things:
A number of years ago I learned three good rules for “deal makers” to follow from the most brilliant “deal
maker” I ever had the privilege to know; a man with whom I helped make, complete and close deals totaling
in the hundreds of millions of dollars over a fifteen year period. From this brilliant “deal maker” I learned to
do the following:
“I always try to leave something on the table; it always makes the next deal easier,
because you become known as a deal maker by your reputation and how you treat other
people.”
“I always do what I say that I will do even when it „hurts‟ financially.”
“Some of the best deals I ever made were the ones that I walked away from! Many deals
simply will not work; it is better for all the parties involved to find another deal to work
on; a “deal that works.”
My Conclusion
Over time I have come to realize that by following these three rules, a “deal maker” will build a “solid”
reputation, avoid wasting time on deals that do not work and enjoy time to seek really solid deals and,
thereby, make considerably more money in the process and truly enjoy the journey.
*****
2701 Custer Parkway ● Suite 819 ● Richardson, Texas 75080
Phone: 972-680-8414 ● Fax: 972-680-8615 ● E-mail: bbn@bbnbrokers.com
www.bbnbrokers.com
Editorial Comments! What’s Next?
About earning the Certified Business Broker (CBB) designation. This designation is
helpful to BBN Affiliates in regard to learning The BBN Proven Process for Marketing
and Selling Businesses. Additionally, it identifies each Certified Business Broker
(CBB) as an accomplished BBN Business Broker.
About BBN’s “New” Exclusive Target Marketing Program for Buyers and Sellers:
We believe that this “New” Exclusive Target Marketing Program for Buyer’s and
Seller’ is the single most profitable marketing tool ever introduced for BBN
Affiliates.
As stated elsewhere herein, this “New” Target Marketing Catalog is the “Neiman-
Marcus” Catalog of the Business Brokerage Industry.
About BBN’s Buyer Representation Program (BBN Form 264). BBN projects our
Buyer representation process to become a rapidly expanding part of business brokerage,
especially for properly trained BBN Affiliates. We discussed this program in detail at the
April, June and August, 2010 BBN Affiliate Training Conferences. Several BBN
Affiliates are already using this program to great advantage for their business search
clients. BBN established the “New” Five-Star Buyer Search Website to further facilitate
the Form 264 Buyer Search Program.
Think about it: Training – Your Key to the Future
2011 Dates for BBN Affiliate Training Conferences
February 16th & 17th
April 26th & 27th
June 21st & 22nd
August 23rd & 24th
October 25th & 26th
Note: All Training Conferences during 2011 are scheduled on Tuesdays and Wednesdays except for
February which is on Wednesday and Thursday, due to the Super Bowl Game being played in Dallas on
February 6th. Details Appear on Business Brokerage Management System (BBMS) – Affiliate Members
Area (Conference Info)
Make Your Plans Now to Attend!
You are going to “like what you learn” at the February BBN Affiliate Training Conference!!!
Short Agenda
th th
February 16 & 17 BBN Affiliate Training Conference
Richard Voss, PhD presents PhaseThree for Exit Strategies and Business Plans. His
presentation includes important new information.
Our February Training Conference will feature Richard’s final presentation of
Three Phases of BBN Affiliate Training Conference presentations on the subjects of:
1. Business Exit Strategies, and
2. Business Plans
“New” BBN Business Plan Program - A “New” BBN Affiliate Income Source!! It’s
coming in February!!!!
Update on BBN’s Third Edition Catalog – Target Marketing Book
Detail Review of the BBN Proven Process to Market and Sell Businesses
Special Presentation by our “mystery presenter” who is the author of several widely
read books about preparing a business for sale.
Our “mystery presenter” is an experienced business attorney recognized by many
members of the business brokerage industry as an authority on the subjects of:
1. Preparing businesses to sell, and
2701 Custer Parkway ● Suite 819 ● Richardson, Texas 75080
Phone: 972-680-8414 ● Fax: 972-680-8615 ● E-mail: bbn@bbnbrokers.com
www.bbnbrokers.com
2. Structuring the business sale properly, and
3. Closing the “deal”.
Effectively Using BBN’s Business Information Organizer (BIO) – Stone Form 2220
Note: A final detailed agenda will be presented attendees at each two day training conference.
“New” or Revised BBN Forms Posted Recently on Business Brokerage Management System
(BBMS)
BBN Form 145 (Revised) – Affiliate Recruiting Referral Form
BBN Form 300 (Revised) – Qualifying Criteria for Entering Business Listings on BBN‟s
Exclusive Five-Star Featured Businesses for Sale Website
BBN Form 333 (Revised) - Documents Needed To Complete Valuations and the Master
Listing File
Comment: Changes to BBN Forms are important. We suggest that you make it part of your routine to
review each changed or new BBN Form and then use it when appropriate. BBN Form changes and new
BBN Forms are for Affiliates use.
You are going to “like what you learn” at the February BBN Affiliate Training Conference!!!
(Laugh!:)
I was driving when I saw the flash of a traffic camera. I figured that my picture had been taken for speeding,
even though I knew I wasn‟t. Just to be sure, I went around the block and passed the same spot, driving even
more slowly. But again the camera flashed.
Thinking this was pretty funny, I drove past even slower three more times, laughing as the camera snapped
away each time while I drove by it at a snail‟s pace.
Two weeks later. I got five tickets in the mail for driving without a seat belt.
Source: Readers Digest February 2011, Page 94. Submitted by Adam J. Smargon, Newark, Delaware.
Some Thoughts to Remember: WORDS to Live By:
Commitment:
“Writing a check separates a commitment from a conversation”. - Warren Buffett.
Leadership:
“Leadership is performance.” – Peter Drucker, management guru (deceased).
“You cannot manage men into battle.” (You manage things. You lead people by conducting yourself in such a way that
you will lift those around to a higher level of performance). – June Jones – Head football coach, Southern Methodist University.
Results:
“Success is never permanent. Neither is failure.” – Ruth Fitzgibbons, principal, Richards Partners Public Relations.
“Courage is about the management of fear, not the absence of fear.” – Rudy Giuliani, former Mayor of New York
“It’s only a dream until you write it down. Then it becomes a goal.”- Emmitt Smith, chief executive, ESmith
Legacy, Inc. (Emmitt Smith is a former running back of the Dallas Cowboys, the NFL’s all time rushing record holder, member
of the Dallas Cowboys Ring of Honor and member of the NFL Football Hall of Fame).
Keep up your good work and contact us when you have questions or need assistance.
Regards,
Zack Tannery
Director of Affiliate Training
You are going to “like what you learn” at the February BBN Affiliate Training Conference!!!
2701 Custer Parkway ● Suite 819 ● Richardson, Texas 75080
Phone: 972-680-8414 ● Fax: 972-680-8615 ● E-mail: bbn@bbnbrokers.com
www.bbnbrokers.com