Webinars

Following the mantra of the Navy Seals: “Slow is Smooth and Smooth is Fast!”, Mark Pompeo will dive deep into the secrets to closing deals fast with your SBA lender. Reprising a popular talk he gave at the recent CVBBA annual conference, Mark will review steps you can take to:

- Organizing your financial file.
- Understanding financial reporting.
- Understanding accrual vs. cash financials.
- Documenting add-backs properly.

Joining our Moderator Randy Mitchell is our Panelist Mark Pompeo, Senior Vice President, Small Business Lending, at Live Oak Bank.

Thursday, October 24th at 12:00-1:00PM

Bringing Deals Back from the Dead - Haunting Tales of Deals Brought Back to Life

The October 24th webinar focuses on one of the most valuable learning experiences for brokers: bringing deals back from the dead. This is a great opportunity to learn from one another. During the webinar, we’ll present examples of deals brought back to life for peer-to-peer learning, showcasing how brokers can overcome seemingly impossible challenges.

Moderators:
- Colette Kemp, SureStep Business Advisors, and Eric Perkins, Esq., Perkins Law PLLC

Panelists:
- TJ Bunday, Brooks Pointe Corporation
- Neal Isaacs, VR Business Brokers
- Ashley Kelsey, Transworld Business Advisors

Agenda:
- CVBBA News & Update
- Panelist Introductions
- Opening Statements from Panelists
- Moderator Led Q & A with the Panelists
- Member Questions and Takeaways
- Closing Statements (if time allows)

The Carolinas and Virginia are among the leading US states for business and have succeeded in attracting major investments over the last several years. Specifically, North Carolina and Virginia have ranked among the CNBC Top (3) States for Business in the last five years and South Carolina has attracted major automotive investment for several years. This webinar will explore how higher education institutions have played a major role in company attraction and expansion, driving economic growth and placing these states among the fastest growing in the US.

Moderator:
- John Chaffee - Transworld Business Advisors – Eastern NC

Panelists:
- John Loyack - Vice President of Economic Development - NC Community College System
- Tom White, Director, Economic Development Partnership, Poulton Innovation Center, North Carolina State University

Imagine you’re heading towards the final days of a long and arduous transaction when it starts to become apparent to you that the success fee that you were long anticipating, might be less than you expected, or worse yet, might not be forthcoming at all! This nightmare could become your reality if you are not careful. In this month’s CVBBA webinar, we’ll review advanced steps you can take to build a secure wall around your rightfully earned transaction fee, and what client behaviors to watch for that might tip you off to pending problems.

Moderator:
• Randy Mitchell, VR Business Sales, Charlotte NC

Panelists:
• Mike Keen, Sunbelt Business Brokers, Roanoke VA
• Mike Metzger, Murphy Business Sales, Richmond VA
• Eric Perkins, Esq., Perkins Law PLLC, Glen Allen VA

Moderator: Van Daughtry, President, Van Daughtry Consulting, LLC
Panelist: David Cummings, Chief Executive Officer, Founder, Cool Life

Join us for an insightful webinar, "Embrace Technology for Transformation," where we'll explore how technological solutions can revolutionize your business operations, enhancing efficiency and competitiveness.

We will delve into the following key topics:
- Virtual Data Rooms (VDRs): Secure sensitive information.
- End-To-End Deal Management: Optimize every stage of your deal processes.
- Marketing Your Deals: Leverage technology to enhance your prospect and deal marketing strategies.
- Invoicing Automation and Time and Billing: Automate invoicing and billing to save time and efficiency.

Agenda:
- CVBBA News & Update
- Panelist Introduction
- Opening Statements from Panelist
- Moderator Led Q&A with the Panelist
- Member Questions and Takeaways
- Closing Statements (if time allows)

Don't miss this opportunity to learn how embracing technology can drive your business forward.

Panelist: Dr. Gary Ackerman, Chairman Emeritus, Ackerman Group

We will discuss how to build a business in a particular type of industry or client.

Portions of the topic include:
1. What is a specialty business broker?
2. How to build expertise and build your business?
3. Education/background helpful to be successful.
4. Understanding your market.
5. Specialty sellers and buyers.
6. Specialty transaction legal structures and financial metrics
7. Specialty marketing
8. Helpful accessory knowledge base
9. Strategic partners in building your business.
10. Examples of successful business building and transactions.

Agenda
- CVBBA News & Update
- Panelist Introduction
- Opening Statements from Panelist
- Moderator Led Q&A with the Panelist
- Member Questions and Takeaways
- Closing Statements (if time allows)

Panelist: Colette Kemp, Principal, SureStep Business Advisors

The webinar is designed to showcase how business brokers can significantly enhance their efficiency and effectiveness through the use of ChatGPT and other AI tools.

This event will include live demonstrations to give attendees a practical understanding of how these technologies can be applied in their daily operations. Through practical demonstrations, it will show how AI streamlines operations, speeds up decision-making, and creates new opportunities, allowing brokers to focus on strategic growth.

Agenda:

• CVBBA News & Update
• Panelist Introduction
• Opening Statements from Panelist
• Moderator Led Q&A with the Panelist
• Member Questions and Takeaways
• Closing Statements (if time allows)

Panelist: Renee Haltom, VP and Regional Executive, Federal Reserve Bank of Richmond

Renee Haltom, Vice President and Regional Executive of the Federal Reserve Bank of Richmond will join us on March 27 at noon for a timely review of the US economy over the last 12-13 months as well as a view of the national economic outlook for 2024. She will also touch on the regional economy of Virginia and the Carolinas to offer some context for brokers serving the region.

Agenda:

• CVBBA News & Update
• Panelist Introduction
• Opening Statements from Panelist
• Moderator Led Q&A with the Panelist
• Member Questions and Takeaways
• Closing Statements (if time allows)

We will talk about some of the differences between working with a franchised vs. non-franchised business, including legal and business distinctions between the two types of businesses, and what to look out for such as potential deal "hiccups', what the franchisor's involvement means for the deal, etc.

Agenda

• CVBBA News & Update
• Panelist Introductions
• Opening Statements from Panelists
• Moderator Led Q&A with the Panelists
• Member Questions and Takeaways
• Closing Statements (if time allows)

This webinar is an open discussion with our members reflecting on 2023 successes.

It will be a Roundtable of CVBBA Members. And we're inviting you to share your:

• 2 Best Initiatives / Practices You Used for Results This Year
• New Ideas You plan to Implement in the Coming Year

This 60-minute session is designed to be an open and collaborative opportunity as we wrap up 2023 and learn from one another.

Wednesday, November 29, 2023: 11:30am-12:30pm
Book Club - No Excuses! by Brian Tracy

Moderator:
- JT Tatem - Lead Advisor/President, Transworld Business Advisors - Greenville SC/Asheville NC

Most people think success comes from good luck or enormous talent, but many successful people achieve their accomplishments in a much simpler way: through
self-discipline. No Excuses! shows you how you can achieve success in all three major areas of your life. This includes your personal goals, your business and money goals, and overall happiness.

Each of the 21 chapters in this book shows you how to be more disciplined in one aspect of your life, with end-of-chapter exercises to help you apply the "no excuses" approach to your own life.

So, you meet the seller. Yes, they have a business to sell. But they also own the property. How does that affect cash flow? Or the value of the opportunity? What's the best way to present the clients' opportunity to the marketplace? What do you need to consider for the Deal structure? Are you a licensed realtor? Can you co-broke the deal? Do you list it as a business for sale with real estate available? Or do you list it as commercial real estate for sale, with a business available? Are you promoting it on just BizBuySell? Or are you promoting on LoopNet? Costar? Crexi? How does that affect Confidentiality? What are you including in the Business Marketing materials? What else do you need to consider?

In our world, this type of sale is common, but it's uncommon at the same time.

Moderator:
- Eli Tatem, Business Advisor, Transworld Business Advisors, Spartanburg, SC

Description:
Well, we're two years Post-COVID and yet still feeling the implications of bailouts, grants, etc. some business owners received, and the impact that has on the financials of the business when it's time to sell.

What are you seeing as the challenges business brokers are having with recasting financials and the impact of COVID impacted financials, bailouts, loans, and grants?

Would you like to explore how Advisors and Brokers should best handle PPP, EIDL, ERC (Employee Retention Credit), Restaurant Revitalization grants, etc. on recasts you submit to lenders?

Would you benefit from knowing if lenders are seeing any changes in the way revenues and profits are being weighted from 2020, 2021, 2022, etc.?

Our August Webinar format is an open discussion on the topics mentioned above with 3 guest speakers. Also, we'll invite them to share their insights/guidelines for how to best equip brokers and advisors when working with business owners to properly value and recast their financials.

Maximizing BizBuySell

Date: Wednesday, June 28, 2023: 11:30-12:30

CREATE Better Listings. BUILD Your Profile. LEVERAGE Buyer Reach.

Attend and learn how to get the most out of creating good listings, building your agent profile, and leveraging BizBuySell buyer reach and opportunities. Join us to continue to learn and grow from the best and come ready to ask questions!

Moderator:
JT Tatem, Lead Advisor/President, Transworld Business Advisors, Greenville, SC & Asheville, NC

Panelist: Jordon Boyle, Regional Account Manager, BizBuySell

Being a professional advisor requires using professional tools when working with your clients to get deals closed. We discussed this topic at the CVBBA conference and many asked for additional opportunities to learn more so we have asked Kathy Olson, Director of Sales & Marketing at Vault Rooms to join us for an informative and educational webinar on the benefits of using a data room. And we are fortunate to have Vault Rooms as a CVBBA partner.

Please join us for a webinar on December 14th to learn about the benefits of using a professional data room, the security and software capabilities and why this is a far superior product to a cloud storage option like Dropbox or others.

Moderator:
Adam Petricoff, Managing Partner, VR Business Brokers/ Mergers & Acquisitions

Presenter:
Kathy Olson, Director of Sales & Marketing, Vault Rooms

Join us for our “Back to Basics” series, focusing on the fundamentals of business advising for new and experienced advisors alike. We will discuss the process from once a business is signed both ways to navigate it to closing in this webinar. Don’t miss out on this opportunity to ask questions and interact with seasoned experts in the industry.

Topics to be addressed:
- Closing Checklist
- Due Diligence, Contingencies & Conditions
- Soft Skills and Negotiations
- RSVP today to reserve your space for the CVBBA’s November 2021 Webinar!

Moderators:
- Jay Offerdahl, President – Viking Mergers & Acquisitions
- David Buboltz, Founder and CEO - The Deal Firm

Panelists:
- Neal Isaacs, Managing Partner - VR Business Brokers/ Mergers & Acquisitions
- Joe Santora, Business Broker | President - Transworld Business Advisors

Agenda:
- CVBBA News & Update
- Panelist Introductions
- Opening Statements from Panelists
- Moderator Led Q&A with the Panelists
- Member Questions and Takeaways
- Closing Statements (if time allows)

Join us in this engaging webinar to discuss one of the most critical points in the selling process: Offers. The webinar will feature the differences between an Offer to Purchase and LOI, pitfalls of the offer stage, and a panel of brokers to discuss the soft skills needed to get a deal over the line.
RSVP Today for CVBBA’s October Webinar!

CVBBA News & Update
Panelist Introductions
Opening Statements from Panelists
Moderator Led Q&A with the Panelists
Member Questions and Takeaways
Closing Statements (if time allows)

Please join us on Tuesday, August 31st at noon for part II of “Buyer Training.” This will be a continuation from the Back to Basics training last May on handling buyers. After reminding you of the basics for the first 10 minutes, we will spend the remaining time talking about the soft skills. How do you turn down buyers, their requests, demands, their lies, etc. Join us to continue to learn and grow from the best and come ready to ask questions to increase your effectiveness with all the tire kickers that contact you every month.

CVBBA members can watch Part One of our series "Back to Basics: Working with Buyers". Scroll to the bottom of the page (May 20, 2020 webinar).

RSVP today to reserve your space for the CVBBA’s August 2021 Webinar!

Moderator: Jay Offerdahl,, President – Viking Mergers & Acquisitions

Panelists:

• Neal Isaacs, Managing Partner - VR Business Brokers/Mergers & Acquisitions
• Michael Norman, Managing Director – The CBA Group

Agenda:

1. CVBBA News & Update
2. Panelist Introductions
3. Opening Statements from Panelists
4. Moderator Led Q&A with the Panelists
5. Member Questions and Takeaways
6. Closing Statements (if time allows)

This month we are continuing our “Back to Basics” series with a discussion about best practices when marketing our business and engagement, new strategies and how we can market challenging listings. And much more.

Moderator:
Adam Petricoff, Managing Partner - VR Business Brokers/Mergers & Acquisitions

Panelists:
David Buboltz, Principal Broker, The Deal Firm
Sam Casey, Sr. Director of Marketing, Viking Mergers & Acquisitions
Neal Isaacs, Managing Partner - VR Business Brokers/Mergers & Acquisitions

Agenda:
CVBBA News & Update
Panelist Introductions
Opening Statements from Panelists
Moderator Led Q&A with the Panelists
Member Questions and Takeaways
Closing Statements (if time allows)

Join us in our next installment of our "Back to Basics" series on valuations. We will be talking about the basics of valuation methodology, but focusing on the issues that brokers face when dealing with valuations.

Don’t miss out on this next new engaging webinar.

Topics to be addressed:
Valuation Theory: Methods & Approaches
General Panel Discussion
Presenting the Valuation: How to Present; Strategy
Handling Objections

RSVP today to reserve your space for the CVBBA’s May 2021 Webinar!

Moderator:
- David Buboltz, Principal Broker, The Deal Firm

Panelists:
- Ron Buck, Regional Director for Murphy Business & Financial – Carolinas
- Frank Chebalo, Certified Business Intermediary, Murphy Business & Financial Services LLC
- Darren Mize, Partner, GCF Valuation

Agenda:
CVBBA News & Update
Panelist Introductions
Opening Statements from Panelists
Moderator Led Q&A with the Panelists
Member Questions and Takeaways
Closing Statements (if time allows)

Join us for the second installment of our “Back to Basics” series, focusing on the fundamentals of business advising for new and experienced advisors alike. . April’s seminar continues on this year’s theme of back to the basics and we will be focusing on working with sellers and specifically the process of meeting, valuing and listing businesses.
Don’t miss out on this opportunity to ask questions and interact with seasoned experts in the industry.

You have an interested seller: Now what?

Topics to be addressed:
Steps:
- Listing appointment
- Valuation
- Onboarding

Mental approach
- Research prior to meeting
- Every seller needs professional representation
- Educate, don't sell

Moderator:
Jay Offerdahl, President, Viking Mergers& Acquisitions

Panelists:
Kent Adams, Senior Business Broker, Transworld Business Advisors of Richmond, VA.
Van Daughtry, President, Van Daughtry Consulting, LLC
Justin Scotto, Franchise Partner & Certified Restaurant Broker, We Sell Restaurants

Agenda:
CVBBA News & Update
Panelist Introductions
Opening Statements from Panelists
Moderator Led Q&A with the Panelists
Member Questions and Takeaways
Closing Statements (if time allows)

Join us for the first installment of our “Back to Basics” series, focusing on the fundamentals of business advising for new and experienced advisors alike. This interactive webinar will showcase advisors in the industry to discuss the different aspects of seller prospecting. Don’t miss out on this opportunity to ask questions and interact with seasoned experts in the industry and learn how to prospect more effectively.

Main Program:
- Defining your target/audience
- Getting your messaging right
- What approaches to consider
- Developing you prospecting budget
- The “How” of prospecting
- Shotgun vs Sniper

Agenda:
- CVBBA News & Update
- Panelist Introductions
- Opening Statements from Panelists
- Moderator Led Q&A with the Panelists
- Member Questions and Takeaways
- Closing Statements (if time allows)

The SBA rules are ever changing, and the stimulus bills have added to the complexity. The CVBBA has put together a panel of industry leaders in banking to discuss what you need to know about SBA Lending in 2021. Don’t miss this great opportunity to stay informed and get the knowledge needed to close more deals.

Topics to be addressed:
1. SBA Rule changes
2. State of Lending in 2021
3. How this effects brokers and deal making

Agenda:
- CVBBA News & Update
- Panelist Introductions
- Opening Statements from Panelists
- Moderator Led Q&A with the Panelists
- Member Questions and Takeaways
- Closing Statements (if time allows)

We are happy to be done with 2020!

2021 has begun and we all are eager to continue to get deals done in this current environment. What will it take to be successful in 2021?
We thought we start off the year with 3 different perspectives: A banker, a broker and an attorney.

1) How can we get deals done in this environment? What do we need to do differently in 2021?
2) Tips for being more successful and productive in your deals.
3) And many more…

Co-Brokering is a point of discussion that is often debated in the business brokerage community, so the CVBBA has put together a panel to discuss how successful co-brokering can work. Join us for an interactive panel discussion as we break down what it is, how brokers can protect themselves and their clients, what types of terms should be considered, and much more. Co-brokering is always a hot topic so this will be a program you won’t want to miss.

Proprietary deal origination has changed in a world of social distancing. Personal sit-downs and relationships still matter, but should take place at a later stage of the sales process only after outreach and qualification. Business brokers sales and marketing funnels need to reflect this new reality, and top-of-the-funnel outreach automation and screen has never been more important.

As brokers we are focused on getting deals done, and part of getting deals done is dealing with stakeholders in the deal who can prevent us from achieving our goals to buy or sell our client’s businesses.

In this panel discussion we’ll turn the tables and hear from three of the most common stakeholders in the deal outside of the buyer & seller principals in the transaction; the banker, the landlord, and the attorney.

Any of these stakeholders can prevent our deals from getting done, so let’s explore: What does success look like for these stakeholders?

See how they work, and compare the differences between them. This program is designed to help business brokers understand the capacities of these technologies to learn their options to automate and enrich their business brokerage processes.

In this webinar you will learn about the 6 essential elements of crafting a business intermediary marketing platform: branding, lead capture, digital marketing, lead nurture, buyer automation, and deal management. This webinar will educate you on the trends and tools in marketing and technology to take your deal making to the next level!

In this webinar you will learn how to deal with buyers from a high level. It will start with the basics of dealing with the initial inquiry, but really focus on what you are trying to accomplish in how you interview, educate and determine who you want to work with.