IBBA Insights

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

While 2021 has been a year of recovery, 2022 is poised to be a year of expansion. Join us as Economist Dr. Robert M. McNab weighs in on hyperinflation as a result of the COVID related global Supply Chain disruption and more. Dr. McNab has appeared in the Wall Street Journal, Washington Post, and Daily Press, to name a few. If you're a business owner, listen in for the two biggest challenges you may face as an employer. If you're a business broker or seller, listen in for the economic conditions forecasted for early 2022. Host: Cress V. Diglio Guest: Dr. Robert M. McNab, Professor and Director of the Dragas Center for Economic Analysis and Policy in the Strome College of Business at Old Dominion University.

As technology continues to advance, there are so many ways for hackers to access your data, whether you're working remotely or in an office. Knowing how to protect yourself is imperative for Business Owners and Business Brokers alike. Tune in for details on how cloud based virtual data rooms can be a gamechanger for you. Vault Rooms virtual data rooms enable worldwide clients to safely collect, share, and track business critical documents on the Vault Rooms platform. Listen as Vault Rooms' Kathy Olson, a former business owner herself, describes the importance of a seamless, supported, and secure data environment. Host: Cress V. Diglio Guest: Kathy Olson, Director of Sales and Marketing at Vault Rooms

Thinking about specializing? Join us as Pioneer and IBBA Past Chairman, Louis Vescio, and Top Award Winner and Leader, Michael Mensch, lead us on the path to how they chose to specialize in the Insurance Industry. Tune in to learn about the benefits, the challenges, and most importantly, the competitive advantage this knowledge brings to a Business Broker. Host: Cress V. Diglio Guest: Louis Vescio and Michael Mensch, Agency Brokerage Consultants

Did you know that one third of U.S. Small Businesses currently accept cryptocurrency as payment? No longer just a trend, be sure to listen as Tor Constantino breaks down what these software buzz words mean for the future of small businesses. His writings have appeared in Entrepreneur, INC, Daily Coin, Success, Forbes and Fortune to name a few. Listen now to learn more about preparing for the future! Host: Cress V. Diglio Guest: Tor Constantino, Former Journalist, Consultant, Current Corporate Executive, and Business Writer

Chris has been featured on ABC, CBS, CNN, Fox News, Forbes and is recognized as one of the top negotiators in the world. He's also CEO of The Black Swan Group Ltd and Co-Author of the book Never Split the Difference, so tune in to learn the secrets to negotiating a successful life and career. This 2-part episode brings you the negotiation skills you need to help you close the deal. Host: Cress V. Diglio Guest: Chris Voss, Former FBI Hostage Negotiator CEO & Founder of The Black Swan Group Ltd Author of Never Split The Difference: Negotiating As If Your Life Depended On It©

Ever feel like you're on the short end of the stick when it comes to negotiation? Be sure to listen to this episode as Chris Voss, former FBI hostage negotiator, applies his expertise in international crisis and high-stakes negotiations to provide tactical techniques you can use to be a better negotiator. This 2-part episode brings you the negotiation skills you need to help you close the deal. Host: Cress V. Diglio Guest: Chris Voss, Former FBI Hostage Negotiator CEO & Founder of The Black Swan Group Ltd Author of Never Split The Difference: Negotiating As If Your Life Depended On It©

What is proper business etiquette? Be sure to listen as Jacqueline Whitmore, a world-renown etiquette expert, describes the mindful behavior needed in today's society. From representation on virtual platforms like LinkedIn and Zoom to building your credibility and personal brand, this is an episode every broker should tune in to. After all, it could be the difference in securing the deal and building relationships for years to come. Host: Cress V. Diglio Guest: Jacqueline Whitmore, International Etiquette Expert, Author, and Certified Speaking Professional

Did you know 84% of SBA loans are initially declined because of presentation? If you're a current or future business owner looking to secure an SBA loan, tune in to take a deeper look as Steve Mariani simplifies the process by explaining what it means to be pre-qualified, Lender Policy versus SBA Rules, valuation, add-backs and more. Be sure to listen for special incentives only available for a limited time - this is an episode you don't want to miss! Host: Cress V. Diglio Guest: Steve Mariani, President and Founder of Diamond Financial Services

Let's talk Marketing. With over 15 years of experience in the industry, Dustin Zeher joins our Podcast to share his tips on getting back to the basics of Marketing - the Who, What, Where, and When. From online marketing to direct mail campaigns, learn tips on how to incorporate different marketing strategies and build your networking skills - these are some of the marketing secrets to success! Host: Cress V. Diglio Guest: Dustin Zeher, CBI, Principal Business Broker and Founder of  Horizon Business Brokers

Get real-life examples of the impact and importance of the Campaign for Clarity in the Business Brokerage Industry. Listen as Jim Afinowich, Mike Ertel, and John Zayac address specifics about the Campaign for Clarity, HR 935, and answer these questions and more: · What is Campaign for Clarity? · What makes a transaction a securities deal? Does it include an earnout or a conditional payment? Partial sales or retained interest? · What would cause a buyer or seller to restructure an asset sale as a sale of equity? · What does it mean to be compliant? If you're involved in the sale of businesses, this is an episode you don't want to miss. Tune in now to hear how you can get involved and make a difference! Host: Cress V. Diglio Guests: Jim Afinowich, CBI, M&AMI IBG/Fox & Fin J. Michael Ertel, M&AMI, CM&AA Transworld M&A Advisors John Zayac, CBI, M&AMI IBG Business

Getting timely, relevant and accurate information is imperative to know your market, know your buyer, and set client expectations. Enter Market Pulse, the go-to quarterly resource providing critical market insights and invaluable data, while enhancing the awareness and perception of the business brokerage profession. Be sure to listen as Lisa shares the history of the Market Pulse Survey, why it's so important to participate in the industry survey, and how it can be one of the best resources you'll ever use. Host: Cress V. Diglio Guests: Lisa Riley, CBI, CM&AP, CBBI, PhD Principal of Delta Business Advisors

Listen to these real-life examples from Neal, a fish store owner turned Business Broker, and Cress, a serial entrepreneur turned Business Broker. Like them, have you recently sold your business and think you can help others sell their business? Enter the Steps to Success program which helps to answer the questions, "Is Business Brokerage right for me?" and "Where do I start?". Learning how to become a Business Broker is the most vital part of transitioning into Business Brokerage. Hear what Neal and Cress have to share to help you! Host: Cress V. Diglio Guests: Neal Isaacs, VR Business Brokers - Raleigh Cress Diglio, Corporate Investment International, Inc

It's time to sell. Are you the business owner? Or maybe you're the Business Broker with clients asking you tax questions that you don't know how to answer. With recent tax extensions, be sure to listen to Roman Basi and Dr. Bart Basi, two of the leading experts on tax strategies in the U.S. as they address some key tax insights on what you should be doing before the end of the year to minimize taxes and maximize cash flow. A must listen to episode for business brokers and business owners! Host: Cress V. Diglio Guests: Roman Basi - CPA, Attorney, Broker, and President of The Center for Financial, Legal & Tax Planning, Inc. Dr. Bart Basi - CPA, Attorney and Senior Advisor for The Center for Financial, Legal & Tax Planning, Inc.

Thinking about the opportunity of going into business as a couple? Wondering how couples make it work? Meet this husband-wife team, Ron and Marcie Woolworth, as they discuss how to be great partners in business. After a 20+ year career with the Colorado Judicial Department, Marcie joined Ron in business brokerage and they have been working together ever since. In their combined career, they have sold over 300 businesses in the Colorado, Wyoming, and Western Nebraska markets. Listen to get the inside scoop on how to be a team that compliments each other. Host: Cress V. Diglio | Guests: Ron and Marcie Woolworth

Already business owners themselves, Shelly Heller and April Pollock saw an opportunity to partner together on a new, woman-owned joint venture. They never imagined the need and demand they could fulfill until COVID-19 hit turning the company into a multi-million dollar company!

If you’re a minority looking to own a business or already a business owner, this episode is one you won’t want to miss. Learn about the unique SBA 8a Business Development Program that is helping thousands of aspiring entrepreneurs gain a foothold in government contracting, as well as key tips to becoming a business owner. Dr. Walter Davis gets candid about his own entrepreneurial spirit and how his experience led him to being his own boss. With a 30 year background in civil service, Dr. Davis is the Founder, President and CEO of Morris Allen & Associates, Inc. Host: Cress V. Diglio | Guest: Dr. Walter Davis, Founder, President & CEO of Morris Allen & Associates, Inc.

From Dallas Baptist University to the United States Air Force to owning a business, Lisa Coker discusses her experiences as she navigated the journey to business ownership. Whether you are a minority looking to own a business or a current business owner, you will learn real life lessons on the importance of tapping into your networks to grow your business. The Dayton Business Journal recognized Lisa Coker as one of the region's brightest young professionals and named her a 2018 "Forty Under 40" award winner. She's CEO of Infinite Management Solutions, LLC, and was recently named to The Business Journal's national list of Influential Young Executives, Rising Stars. Host: Cress V. Diglio  |  Guest: Lisa Coker, CEO of Infinite Management Solutions, LLC

Critically acclaimed Author of The Seller's Journey, Denise Logan shares a unique perspective on understanding the psychology and emotions behind the seller experience. Listen to IBBA's 2020 Keynote Speaker's counter-intuitive approach to unraveling and resolving obstacles to transition to happy sellers AND buyers. You'll not only learn how to increase your clients' success, but your success and your referral network! Host: Cress V. Diglio  |  Guest: Denise Logan, Speaker, Author & 2020 IBBA Keynote Speaker

Founder, Principal Broker and CEO of Restaurant Realty Company; he's sold over 1,000 restaurant, club, and bar businesses. He's even worked with over 2,000 clients and completed over 3,000 restaurant valuations! Join industry expert Steve Zimmerman as he shares his insights on the restaurant business, the effects of COVID-19, tips to improve the value of your restaurant, trends in the industry, and so much more! Host: Cress V. Diglio Guest: Steve Zimmerman, Founder, Principal Broker and Chief Executive Officer of Restaurant Realty Company https://www.restaurantrealty.com/

The reality is there’s no magical technique to market a business. What does work is being steady and consistent with your marketing by providing value to your audiences and creating content around specific problems allows potential customers, seeking solutions, to find your brand. Learn from a business marketing expert as he shares insights to help you build your brand. Host: Cress Diglio Guest: Luis Suarez, Founder and CEO Tortuga Marketing

Understanding the psychology as to why an owner is selling their business is a key component of consideration for when developing a business valuation. Like an onion, you need to peel back the layers and understand the reasons for selling. Is it time for the owner to start a new chapter in life? Are there health concerns? Did the state force a sale due to a divorce or is the industry in decline? M&A expert, Joe Braier, explains how a large variety of factors are at play when developing an accurate valuation. Host: Cress Diglio Guest: Joe Braier, M&A Advisor and Certified Business Appraiser Lakes Business Group Inc.

Misery, divorce and bankruptcy! Bad things can happen when a buyer makes the wrong choice. Gain valuable insight from guest Cress S. Diglio, a retired broker, multiple business owner and, yes, father to host of the show, as he provides key insight on the due diligence buyers need to do before signing on the dotted line. Cress also explains the important role a broker plays in the process and the understanding they need to have to help a buyer find a business that meets their needs. Host: Cress V. Diglio Guest: Cress S. Diglio, Retired Business Broker

Confidentiality, trust, control and money are all concerns when it comes to co-brokering a deal. Some brokers just feel it’s too big a risk. However, expert business broker and co-brokering advocate, Jim Parker, counteracts that claim by explaining the advantages of co-brokering with a trusted business broker and how it can lead to more deals being completed and quicker; and how it can add to your bottom line. Host: Cress V. Diglio Guest: Jim Parker, owner of the Boss Group International and State Chairman of the Business Brokers of Florida