IBBA Insights

Learn from Joel Goldstein how goal planning and setting can be incorporated into your business and your life to change your mindset and create freedom in more ways than you can imagine. Host: Cress V. Diglio Guest: Joel Goldstein, Author and President of Mr. Checkout Distributers

In "IBBA Insights Perspectives on Buying and Selling Businesses," Mike Finger discusses the importance of preparing small businesses for sale and why some businesses may not be sellable. Finger, who has personal experience with the challenges of selling a business, emphasizes the significance of business owners having ongoing conversations with brokers and focusing on making their businesses attractive to buyers. He stresses the importance of documenting results, building trust with brokers, and being prepared to sell at any time. Finger also shares stories of successful sales and the importance of professional representation, including lawyers, accountants, and business brokers. Overall, Finger encourages business owners to take a proactive approach to selling their businesses and to seek out the advice and expertise of industry professionals. HostHost: Cress V. DiglioGuestGuest: Mike Finger Watch the video version of this episode

In the "IBBA Insights: Donatella Arpaia," a celebrity chef is seen on Iron Chef America, Guy Fieri's Tournament of Champions, and many more. Donatella Arpaia shares her inspiring journey from growing up in the restaurant business to defying her parents' expectations and building a successful career. Born to immigrant parents, Arpaia was initially discouraged from entering the industry but followed her passion despite facing challenges as a young, beautiful former attorney in a male-dominated field. Her success came from her deep understanding of the restaurant business, her willingness to be different, and her thick skin, allowing her to overcome criticism and obstacles. Arpaia discusses her experiences transitioning from a local neighborhood favorite to a renowned figure in the food industry, the importance of family meals, and the challenges of being edited for television. She also reflects on the role of women in business, particularly in the male-dominated industry of business brokers, and the importance of women supporting each other. Arpaia emphasizes the importance of prioritizing and focusing on what's important in life and the challenges facing the restaurant industry, including the rising cost of goods, digital marketing, and labor shortages. Throughout the interview, Arpaia shares her experiences, insights, and passion for the culinary industry. HostHost: Cress V. DiglioGuestGuest: Donatella Arpaia Watch the video version of this episode

In this episode of IBBA Insights, the host discusses how the 2024 U.S. election cycle could impact businesses with Emmy award-winning journalist Tim Boyum. The conversation explores various business-related concerns such as inflation, interest rates, taxes, immigration, energy costs, and consumer confidence. Tim also shares insights on his career in political journalism and the role media plays in shaping public perception. The discussion emphasizes the importance of preparing for potential economic shifts post-election and offers advice for business owners to navigate the uncertainties in this politically charged climate. HostHost: Cress V. DiglioGuestGuest: Tim Boyum Watch the video version of this episode

In the "IBBA Insights Perspectives on Buying and Selling Businesses," business coach and entrepreneur David Barnett shares his expertise on the sale of businesses from a seller's perspective. Barnett discusses the importance of empathy for buyers and sellers during the transaction process, preparing a business for sale, and hiring the right people, including business brokers, to ensure a successful sale. He emphasizes the unpredictability of personal plans and the need for a well-prepared business, as well as the importance of trust between buyers and sellers. Barnett also advises sellers to be cautious when dealing with high engagement fees from brokers and to choose industry-focused brokers for better results. Throughout the conversation, Barnett stresses the importance of preparation, understanding cash flow, and working with qualified professionals to navigate the complexities of buying and selling businesses. HostHost: Cress V. DiglioGuestGuest: David Barnett Watch the video version of this episode

In this episode, Holly Magister, a seasoned CPA specializing in business sales, provides actionable insights into tax planning for entrepreneurs gearing up to sell their businesses. Gain a better understanding of the intricate tax implications discussed and discover how to proactively strategize to maximize sale proceeds while minimizing tax burdens. This episode serves as a practical guide for business owners, empowering them to make informed decisions and optimize their financial outcomes when navigating the complexities of business exits. Don't miss it! Host: Cress V. Diglio Guest: Holly Magister, ExitPromise.com Watch the video version of this episode

In this edition of IBBA insights, Cress V. Diglio and Evan Ottaviano of Bennett Thrasher CPAs discuss the importance of quality of earnings (QoE) reports in the sale of businesses. They discuss what a QoE is, why it is important, and how it impacts business buyers, sellers, lenders, and the M&A process. They also cover the various levels of QoE reports, approximate time to complete, related costs, factors that contribute to a good QoE report, the impact of current economic conditions and industry trends, as well as red flags to look out for in financial statements. Evan provides insights into the necessary documentation and confidentiality of QoE reports and how they are used by stakeholders. This podcast is a must-see for business owners considering the sale of their business to be prepared for the potential of a QoE report. Host: Cress V. Diglio Guest: Evan Ottaviano, Bennett Thrasher CPAs Watch the video version of this episode

Understanding add-backs can be the difference between a business selling for a premium and taking a haircut on the price. Whether you’re a business owner or a business broker, this episode promises real-world insights into adjustments and add-backs in Main Street transactions. Industry professionals Steve Mariani and Jeff Snell join us in this discussion to help brokers get the most out of their listings and help sellers get the highest value. Don’t miss it! Host: Cress V. Diglio Guests: Steve Mariani, President of Diamond Financial Services Jeff Snell, Founder and Owner of Enlign Business Brokers and Advisors Raleigh, NC, Past Chair of the IBBA.

Working capital is what it takes to keep a business going. Historically, working capital wasn't a significant topic for Main Street business brokers. Still, as deal sizes have gotten larger and private equity groups have added on acquisitions, it's more important than ever for brokers to understand. CPA Monty Walker joins in a discussion defining working capital and its importance in a business's sale. Listen to this informative lesson for tips and tools to understand this component. Host: Cress V. Diglio Guest: Monty Walker, Walker Business Advisory Services

Lawyers are often perceived as professionals who can advocate for the deal or be the deal killer. However, the reality is that buyers and sellers should both engage the services of an attorney to ensure their best interests are protected. In this episode, we discuss the role of lawyers in dealmaking, the risks of representing yourself, and how brokers and attorneys can work together to get deals done. Whether you're a business broker or thinking about buying or selling a business, take advantage of these insights into the value of working with a business attorney. Host: Cress V. Diglio Guest: Deborah Carman, Esquire, Founder of Carmen Law Firm

Franchised businesses come with different components and requirements. While selling an existing franchise location can allow new business owners to tap into an established business that's been servicing clients and generating revenue for years, business intermediaries need to be aware of what's involved. Tune in as we chat with Sabrina Wall, Founder and CEO of the Franchise Brokers Association, as she shares her expert knowledge of what goes into this type of sale. Host: Cress V. Diglio Guest: Sabrina Wall, Founder and CEO of Franchise Brokers Association

How do you know when it's the right time to sell your business? What sort of representation do you need to navigate a deal? How do you make your business more attractive to buyers? Get answers to these questions and more as we're joined by seasoned business brokers Ryan Cave and Jeff Snell. If you're a business owner, listen to this episode and set yourself up for a successful, profitable sale. Host: Cress V. Diglio Guest: Ryan Cave, President of Sunbelt Business Brokers of South Florida and Business Brokers of Florida, South District Jeff Snell, Founder and Owner of Enlign Business Brokers and Advisors Raleigh, NC, Past Chair of the IBBA.

The Small Business Administration recently released its updated Standard Operating Procedures, including some exciting changes for business owners and business brokers. We’re joined by Steve Mariani, owner of Diamond Financial Services, in this informative episode. Learn more about the possibilities opened by the latest SOPs here! Host: Cress V. Diglio Guest: Steve Mariani, Diamond Financial Services

In recent years, business brokers have found more opportunities working with private equity groups than ever before. Lamar Stanley joins us in this discussion to explain the role of private equity and what types of companies they’re most likely to be interested in. We dive into the differences between Main Street listings, the information PEGs will look for, and more. If you’re a business broker looking to dip into the lower middle market or a business owner wondering if your company could suit an acquisition, don’t miss this informative listen! Host: Cress V. Diglio Guests: Lamar Stanley, Lead Capital Partners

Tune into part two of our series on exiting your business through employee ownership. Take another step into the process and get into the nuance of the transition process. From building trust between employee-owners, making clients aware of the change, and how Teamshares functions within these transactions, we get into the nitty-gritty of the process. This series is a must-listen for business owners and brokers alike that are interested in learning more about this option! Host: Cress V. Diglio Guests: Alex Eu, Co-founder and COO of Teamshares Ed Maloff, Founder and Former Owner of MAN Marketing Kevin Cui, President of MAN Marketing

With proper planning, you can transition out of your business while rewarding the employees that have helped you along the way. In this two-part series, we’re joined by Teamshares, a financial technology company that helps small businesses become employee-owned, and the former owner and new leadership of MAN Marketing. If you’re wondering about the ins and outs of employee ownership, then don’t miss part one of these layered perspectives about the transition process! Host: Cress V. Diglio Guest: Alex Eu, Co-founder and COO of Teamshares Ed Maloff, Founder and Former Owner of MAN Marketing Kevin Cui, President of MAN Marketing

Employee recruitment and retention are frequent issues for business owners but have become even more complex in recent years. In this timely episode, world-renowned speaker, bestselling author, and accountability expert Sam Silverstein shares his expert insight on building a workplace that develops committed employees. Sam is a past president of the National Speakers Association and has written over 12 books, including The Accountability Advantage, The Theory of Accountability, and Non-Negotiable. If you’re ready to build a culture that breeds accountability and attracts and retains the best people, don’t miss this episode! Host: Cress V. Diglio Guest: Sam Silverstein

After nearly 16 years of work by business intermediaries, the M&A Broker Registration Exemption has finally passed! Gain an understanding of what this monumental legislation means for those in the industry. If you’re dabbling in larger main street deals or completing lower middle market transactions, this episode is crucial to understanding the legal implications of this registration exemption. Please note that information about the BSA is continually being released and, as such, some aspects of this episode may no longer be accurate. Be sure to check IBBA for the latest in legal updates. Host: Cress V. Diglio Guests: Mike Ertel, Co-Chair of Campaign for Clarity, Managing Director of Transworld Business Advisors John Zayac, Co-Chair of BIEF, Managing Partner for IBG Business Shane Hansen, Partner and Member of Warner Norcross + Judd LLP

New Year, new outlook! Whether you're starting your journey to becoming a business owner, or you survived 2020/2021 and are looking to sell your business, the new year may provide the opportunity for a fresh start, but the uncertainty of the coming year can be intimidating. Join Randy Bring, IBBA's 2022 Chair, and Jeff Swiggett, M&A Source's 2022 Chair, as they provide perspective on the 2022 outlook for business sales in main street and lower middle market. If you're a business broker, be sure to listen in for the outlook on lending for both SBA and Private Equity, what the market means for IBBA and M&A Source Associations, and how to get involved in IBBA and M&A Source. Host: Cress V. Diglio Guest: Randy Bring, 2022 IBBA Chair and Jeff Swiggett, 2022 M&A Source Chair

What are the best tools available for an experienced business professional moving into business brokerage, and what is the best mindset to have? Listen in as host Cress Diglio joins Neal Isaacs and Georg von Greiff to discuss Georg's journey as a business broker thus far and how he plans to continue his new success in business brokerage with the tools available to him as an IBBA member. From the resources and credentialing provided by the IBBA to the mentors and individuals sharing experience and wisdom, the IBBA has something to offer every level of business broker. Neal is a business owner turned business broker. He is a CBI and helps others pursue their passion of business brokerage by serving on the IBBA's Steps to Success Committee. Georg is a newer IBBA member working towards his CBI. He is a guru in his industry but understands the benefits of being the "student" in a new venture. If you're a business owner looking to buy or sell a business, this episode will educate you on the importance of choosing a professional business broker for your needs. Host: Cress V. Diglio Guest: Neal Isaacs, VR Business Brokers - Raleigh and Georg Von Greiff, Abalaris Business Ventures