PacificBusinessAdvisors.net 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 PacificBusinessAdvisors.net or our affiliate, Pacific-Realtors.net.

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 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