Business Broker Training offers a 16-week webinar course for new business brokers or real estate licensees who would like to become a business broker. There is no cost, but you must have your license with or our affiliate,, to receive our comprehensive business broker training. The webinars are presented by our founder, Michael Chulak, who started the firm in 1987.

The 16 webinars are approximately one hour each and are presented on Friday mornings at 10:00 am by Zoom. While it is preferable to start with #1 and proceed continuously through #16, you may start at any time within the series.

A broad outline of the 16-week business broker training course follows:

Week 1

  • Why become a business broker
  • How successful business brokers use their time every day
  • Business development
  • Mailers and handouts
  • Initial franchise questionnaire
  • Referral fees
  • Non-disclosure agreement (NDA)
  • Confidentiality
  • Sale of unused business entities
  • Pocket Listings

Week 2

  • Business Valuations
  • Certified Business Appraisals
  • Seller's Discretionary Earnings (SDE)
  • Seller's Discretionary Earnings Multipliers
  • Cap Rates - Business Sales
  • Certified Machinery and Equipment Appraisals

Week 3

  • Initial Questions to Ask a Business Broker
  • Initial Questions for Business Sellers
  • Maximizing the Value of Your Business Before Selling
  • Agency Relationship Disclosures
  • Consequences of Overpricing a Business
  • How Long Does it Take on Average to Sell a Business
  • 15 Reasons Businesses Initially Don't Sell

Week 4

  • Financing the Purchase of a New Business
  • SBA Loans
  • Reverse Mortgage Loans
  • Acquire a Business with Self Directed IRA and 401k Accounts
  • Payment Structures and Payment Options
  • Additional Consideration - Sale of Business
  • Vendor Financing
  • Factoring - Invoice Discounting
  • Leverage in Finance

Week 5

  • What is a Franchise?
  • Franchise Questions and Answers
  • Types of Franchise Agreements
  • Franchise Resales
  • Advantages to Buying a Franchise
  • Initial Franchise Questionnaire
  • Franchise Documents
  • Franchise Disclosure Document (FDD)
  • Franchise Operation Manuals

Week 6

  • How Your Premises Lease Affects the Value of Your Business
  • Conflicts of Interest
  • Tenant Representation
  • Assignment of Lease or Sublease
  • Checklist for Commercial Leases
  • Lease Square Foot Measurements
  • Common Area Maintenance Charges
  • Percentage Rent
  • Glossary of Commercial Lease Terms
  • Ground Lease - Land Lease

Week 7

  • Letter of Intent
  • Letter of Intent Sample
  • Contract Provisions
  • Non-Compete Agreements
  • Representations and Warranties by Sellers
  • Escrows for Business Sales

Week 8

  • Mergers and Acquisitions
  • Reasons for Mergers and Acquisitions
  • Synergy
  • Economies of Scale
  • Organic Business Growth
  • Inorganic Business Growth
  • Leveraged Buyout (LBO) - Small Companies
  • Merger of Two Small Companies
  • Accredited Investors

Week 9

  • Advantages and Disadvantages of Asset Sales
  • Advantages and Disadvantages of Stock Sales
  • Indemnification of Business Buyer
  • Successor Liability
  • Vicarious Liability
  • Acquisitions with Stock

Week 10

  • Bulk Sales Law
  • California Sales Taxes
  • Alcoholic Beverage Control Act
  • Security Agreements

Week 11

  • CMEA
  • CABB
  • IBBA
  • M&A Source

Week 12

  • Sales of Businesses in Probate
  • Probate Process

Week 13

  • Accounting Basics
  • Tax Return Basics
  • Ratios
  • Off-Balance Sheet Assets and Liabilities

Week 14

  • Frequently Asked Questions and Answers

Week 15

  • Due Diligence

Week 16

  • Earn Referral Fees
  • Consulting Services



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Real Estate Training - 20 Week Course
Office: 818-991-5200
Direct: 818-991-9019