BBN Brokers



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| |Business Brokers Network |

| |America’s Largest Network of Business Brokers |

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July 27, 2010

BBN’s August 2010 Affiliate Training Conference Focus is:

▪ Mastering Exit Strategy Processes:

1. Business Planning

2. Financial Planning

3. The Human Element

▪ Introduction of BBN’s New Business Plan Program

Exit Strategies – New Information for BBN Affiliates

Comprehensive Exit Strategy Training Presented Exclusively for BBN Affiliate Business Brokers in Three Phases:

• August 2010 BBN Affiliate Training Conference – Phase One

• October 2010 BBN Affiliate Training Conference – Phase Two

• January 2011 BBN Affiliate Training Conference – Phase Three

BBN’s Dallas Headquarters Staff has arranged for Richard Voss, PhD, to present important and new information in each of our next three BBN Affiliate Training Conferences.

Richard Voss brings to us an extensive background in the field of Exit Strategies for Businesses, both large and small including domestic and international clients. His vast experience includes working with business owners’ and business principals contemplating:

• the transfer of business ownership,

• relocation of their business,

• personnel changes and related human considerations,

• counseling business principals about how to best address their decision making

processes regarding when to sell their business, and

• the need for preparing their business and “making it ready” to go to market.

In addition to his experience working with businesses to understand and manage their Exit Strategies, Richard Voss is an experienced business coach to business owners and other business officers and principals seeking to develop more effective business management skills.

Richard earned his BS from Iowa State, and earned both his MS and PhD from Marquette University. He has spent his career working with businesses in a variety of industries.

We look forward to having Richard share his experiences and expert knowledge with our Affiliate Business Brokers. Exit Strategy is a very relevant subject that almost all active business brokers encounter on a regular basis.

Each attendee at the August 2010 BBN Affiliate Training Conference will receive the following:

• New special designed Certificate of Attendance recognizing their specific training regarding Business Exit Strategies.

• A second New Certificate of Attendance will be presented to each attendee at the October, 2010 BBN Affiliate Training Conference, and

• A third New Certificate of Attendance will be presented to each attendee at the January, 2011 BBN Affiliate Training Conference.

• Affiliates that attend all three Business Exit Strategy training conference will also receive

Introduction of BBN’s “New” Business Plan Program

BBN’s Dallas Headquarters Staff has developed a “New” Business Plan Program for Affiliates to present to selected client business owners, sellers and buyers. We will explain this program at the August 2010 Affiliate Training Conference including details about how we expect it to function, the data gathering process, the data submission process to BBN for preparation and completion of the Business Plan as well as details regarding your marketing and sale of Business Plans.

We intend for this “New” Business Plan Program to become an Important Revenue source for BBN Affiliates. We will discuss:

• pricing for business plans,

• different uses for business plans,

• the use of industry specific data,

• sample business plans prepared for different business uses, and

• effective presentation methods for prospective business clients.

Breaking News – Follow-Up Report

About BBN’s June, 2010 Affiliate Training Conference

Two “New” Major Business Brokerage Programs Introduced in 2010

The New Programs Are:

• Affiliate Access to Over 700 Different Industry Research Reports, and

• An Exclusive “New” Target Marketing Program for Buyers and Sellers

These Two Major “New” Business Brokering Programs Engineered by BBN’S Dallas Headquarters Staff

Provides BBN Affiliate Business Brokers State of the Art Business Industry Reports (Economic Information):

• The First Program Provides BBN Affiliates With IBISWorld Industry Research Reports for Over Seven Hundred (700+) Different U. S. Industries.

Subscribers to this Industry Research Program are Able to Obtain Current Economic and Business Research and Related Strategic Information for Industries in Which Clients Are Considering Businesses to Either Sell, Buy, Merge, Finance or for Other Important Business Reasons Related to Ownership Transfer.

• A Second Program Provides BBN Affiliates an Exclusive “New” Target Marketing Program for Buyers and Sellers.

This Dynamic “New” Target Marketing Program is designed to:

1. Attract The Attention of Business Owners and Sellers of America’s Best Managed and Most Successful Businesses, and

2. Attract Highly Qualified and Motivated Business Buyers, and

3. Position BBN Affiliates as the Premier Business Broker in Their Area.

About IBISWorld Industry Research Reports

Note: The Following IBISWorld Comments Were Initially Included in the June, 2010 Affiliate Letter

Brief Summary as Regarding Why Business Brokers and Investment Bankers Need Current Research about Different Industries

An age old problem for business brokers and investment bankers has been the need for current and up-to-date research information about different business industries. Business brokers and investment bankers use current industry research daily, when it is available. Many hours are spent by skilled business brokers and investment bankers searching for the latest trends and events in various industries to evaluate the best, and sometimes the worst, businesses to consider for acquisition or sale by their clients. The use of this information empowers business brokers and investment bankers with industry knowledge not generally known to other members of the business brokering industry, investment banking industry and the vast array of business buyers and acquisition lenders. Simply stated, knowledge is power!

The Solution!

Industry Research for Business Brokers and Investment Bankers

Business Brokers Network (BBN) and IBISWorld Industry Research Reports completed an agreement whereby BBN Affiliates may subscribe to IBISWorld Industry Research Reports and have virtually unlimited access to IBISWorld’s Extensive Library of Business and Industry Research and related information. IBISWorld’s Extensive Library of Business and Industry Research includes the following specific reports for 700 Plus U.S. Industries:

• Industry Research Reports

• Industry Sensitivity Reports

• Industry Risk Rating Reports

Talk to any BBN Affiliate already using IBISWorld Industry Research Reports and find out from them about the value of this information. We recommend IBISWorld Industry Research Reports to you. We have already used their reports on three different business buyer or seller prospects and it is not only current impressively presented information, but highly informative and useful. Review the BBN Affiliate Benefits of Utilizing IBISWorld Industry Economic Reports presented in the chart below.

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A Good Idea if you’re not already utilizing the IBISWorld Report

Attend the August 2010 BBN Affiliate Training Conference and learn more about IBISWorld Industry Research Reports. You will learn more about how to effectively use the information presented in IBISWorld Industry Research Reports; learn to present extensive and comprehensive information to your clients in an understandable manner.

Do You Know?

• Selling Businesses is the Number One Job for Business Brokers and Investment Bankers.

• Training and Consulting with BBN Affiliate Business Brokers is BBN’s Number One Job!

Second Edition – Target Marketing Book for Buyers and Sellers Template

BBN’s “New” Second Edition Target Marketing Book Template

for Distribution in July, 2010

• A “New” Second Edition Target Marketing Book template will be ready for you to begin using during the month of July, 2010.

• A “New” Third Edition Target Marketing Book template will be ready for you to begin using during the month of October, 2010.

At BBN’s January, 2010 Affiliate Training Conference We Introduced BBN’s “New” Exclusive Target Marketing Program for Buyers and Sellers. This “New” Target Marketing Program is a proven method for selling high quality profitable businesses and attracting highly qualified business buyers.

Today in the business brokering industry, the best and most successful business brokers and investment bankers know that they earn their broker’s commission when they locate, qualify and list to sell profitable businesses.

Following The BBN Proven Process to Market and Sell Businesses requires training, persistence, patience and a large dose of determination to do the job correctly; no short-cuts. The personal and financial rewards are significant. BBN Affiliates prove the value of our training and business brokering processes daily in the form of business sales and closing transactions that earn them meaningful commissions.

These established processes effectively bring together sellable businesses and qualified motivated business buyers. Since introducing BBN’s “New” Exclusive Target Marketing Program for Buyers and Sellers in January, BBN Affiliates have reported numerous success stories which they attributed directly to using this program specifically designed to compliment and to be used in conjunction with the following processes:

• The BBN Proven Process to Market and Sell Businesses.

• BBN’s Five-Star Featured Businesses for Sale – An Exclusive Website

Since January 2010, BBN Affiliates have reported numerous success stories which they attributed directly to using the two above mentioned programs.

What BBN Affiliates Gain from Using BBN’S “New” Exclusive Target Marketing Program for Buyers and Sellers?

BBN’s “New” Exclusive Target Marketing Program is designed to position BBN Affiliates as the Premier Business Broker in their area. Our “New” Exclusive Target Marketing Book is the “Neiman – Marcus” Catalogue of the business brokering industry.

To BBN Affiliates That Are Still Waiting to Use this “New” Target Marketing Book Template: What Are You Waiting For?

▪ It is still not too late!

▪ Get started now!

▪ Participate in July!

▪ Participate again in October!

Do You Know?

This “New” Exclusive Target Marketing Program for Buyers and Sellers is an advertising program; repetitive advertising builds brand awareness; it positions you as the Premier Businesses Broker in your area; you are the brand in your area. BBN is simply the brand name for the entire Network.

How BBN Affiliates Benefit – Using the “New” Exclusive Target Marketing Program for Buyers and Sellers (and related BBN Programs)

BBN’s “New” Exclusive Target Marketing Program for Buyers and Sellers helps BBN Affiliates to:

• Sell Businesses

• Locate Motivated Business Owners / Sellers

• Place More RWS Business Valuations

• List Quality Businesses to Sell

• Position Yourself as the Premier Business Broker in Your Area

• Earn More Business Brokerage Commissions

• Collect Non-Refundable Retainers, if Appropriate

Remember: It’s More About “Who Your Influence List Members Know”,

Than About “Who You Know”!!!

More Breaking News!

BBN’s Five-Star Featured Businesses for Sale – An Exclusive Website

Increased Exposure to Qualified Business Buyers:

BBN’s Exclusive Five-Star Website continues to be a major attraction for interested buyers and for business owners considering the sale of their business. Indeed it does attract the attention of business decision makers.

New Five-Star Website Entries:

In Utah, take a look at BBN Affiliate Craig Dennis’ New Five-Star Website Entry – BBN #192300104

In New Jersey, take a look at Cal Coolidge’s New Five-Star Website Entry – BBN #182322001

More New Five-Star Website Entries Ready In July, 2010

Co-Brokering is Encouraged When Affiliates Use BBN’s “New” Target Marketing Program for Buyers and Sellers:

Impact of BBN’s Five-Star Featured Businesses for Sale – an Exclusive Website:

We encourage co-brokering between all BBN Affiliates whenever possible. As a result of BBN’s “New” Target Marketing Program for Buyers and Sellers and the prominent display of the Five-Star Website on all participating Affiliates Business Websites, in 2010 we have observed a strong increase in co-brokering activities by BBN Affiliates. Several such co-brokering actions involved BBN Affiliates and businesses in different states and sometimes included businesses in several different states. This action alone validates the growing strength of the BBN Affiliation and its benefit to all BBN Affiliates that actively participate in this “New” Target Marketing Program.

The Exclusive Listing Broker:

The Exclusive Listing Business Broker is ultimately responsible for making all final decisions, sometimes after conferring with the business owner, regarding the sale of the business, including co-brokering.

Editorial Comments! What’s Next?

• About BBN’s National Marketing & Referral Program. We expect this program to provide Affiliates even more high quality profitable businesses to sell and produce increasing amounts of fees and commissions for BBN Affiliates each month with continued steady growth. At this time we have several new business listings almost ready for entry on BBN’S Five-Star Featured Businesses for Sale – An Exclusive Website.

• Affiliate Participation in IBISWorld Industry Research Report Program. The IBISWorld program is off to a good start. Many Affiliates immediately saw the extensive benefits of IBISWorld’s quality research reports and the important advantages this information provides to BBN Affiliate Business Brokers. The chart on Page 4 displays a number of these advantages. Simply stated, Knowledge is Power!

We will devote some time at several BBN Affiliate Training Conferences discussing how this information best benefits Affiliates and how to maximize their value to our clients as well to ourselves. I have personally used several of the IBISWorld Industry Reports and now I cannot believe how we functioned without this type of research information. I already consider IBISWorld to be a vital tool for my use as a business broker. Additionally, a number of BBN Affiliates expressed similar comments to me about IBISWorld.

I certainly do think every BBN Affiliate will be repaid significantly by learning how to best utilize IBISWorld information to their advantage and to better service their clients. Frankly, I consider the price of the IBISWorld reports to be totally insignificant. I have already gained significant benefit from my use of their information.

The pay-back is immediate and several multiples the cost. This is high quality, priceless information anyway you measure the value. The presentation charts and graphs IBISWorld uses is worth much more than the cost BBN Affiliates pay for the annual subscription. Think about it!

• About earning the Certified Business Broker (CBB) designation. This designation is helpful to BBN Affiliates in regard to learning The BBN Proven Process for Marketing and Selling Businesses. Additionally, it identifies each Certified Business Broker (CBB) as an accomplished BBN Business Broker.

• About BBN’s “New” Exclusive Target Marketing Program for Buyers and Sellers:

We believe that this “New” Exclusive Target Marketing Program for Buyer’s and Seller’ is the single most

profitable marketing tool ever introduced for BBN Affiliates. As stated elsewhere herein, this “New”

Target Marketing Book is the “Neiman-Marcus” Catalogue of the Business Brokerage Industry.

• About BBN’s Buyer Representation Program (BBN Form 264). BBN projects this representation process to become a rapidly expanding part of business brokerage, especially for properly trained BBN Affiliates. We discussed this program in detail at the April 2010 BBN AffiliatesTraining Conference. Several BBN Affiliates are already using this program to great advantage for their business search clients.

• About BBN’s “New” Business Plan development program for business owner clients. This program is designed to help business owners better plan for the future of their business. For many business owners, a properly developed Business Plan is a first step towards preparing the business to be sold.

Think about it: Training – Your Key to the Future

2010 Dates for BBN Affiliate Training Conferences

January 26th & 27th – Completed

April 20th & 21st – Completed

June 22nd & 23rd - Completed

August 24th & 25th

October 26th & 27th

Note: All Training Conferences during 2010 are scheduled on Tuesdays and Wednesdays

Details Appear on Business Brokerage Management System (BBMS) – Affiliate Members Area (Conference Info)

Short Agenda for August, 2010 BBN Training Conference

• New Business Exit Strategy Program – Featuring Quest Presenter, Richard Voss, PhD

• New Business Plan Program “Roll – Out”!!!! A “New” BBN Affiliate Income Source!!

• Marketing Businesses “Beyond the Internet”

• How Business Brokers Work Effectively With Qualified Buyers

• Understanding and Using the Offer to Purchase and Related Documents

• Analyzing Business Working For Adequacy

• How BBN Affiliates Analyze Offers to Purchase and Letters of Intent (LOI) and Present Information to Their Clients, Business Sellers

• How to Develop and Implement a Professional Marketing Plan for Small, Medium and Large Companies

• Understanding the Due Diligence Process

• How BBN Affiliate Brokers Managing Buyer and Seller Negotiations

• Monitoring the Document Preparation Process Thru Closing

• Detail Review of the BBN Proven Process to Market and Sell Businesses

• Update on BBN’s National Marketing Program

*Attendance Certificate: Exit Strategy Specialist (ESS)*

Make Your Plans Now to Attend!

Remember: Learning is a life long process!

“New” or Revised BBN Forms Posted Recently on

Business Brokerage Management System (BBMS)

• BBN Form 1010 (Revised) - Business Information Organizer (BIO) (MVA)

• BBN Form 1010b (New) – Fixed Assets Documentation List (MVA)

• BBN Form 1012 (Revised) – Business Information Organizer (BIO) (All Data)

• BBN Form 1012b (New) – Fixed Assets Documentation List (ALL Data)

• BBN Form 420 (New) – Business Meeting Agenda for Seller, Buyer and Business Broker

• BBN Form 423 (New) – Mass Mail – Best Industries

• BBN Form 300 (Revised) – Qualifying Criteria for Entering Business Listings on BBN’s

Exclusive Five-Star Featured Businesses for Sale Website

• BBN Form 333 (Revised) - Documents Needed To Complete Valuations and the Master Listing File

Comment: Changes to BBN Forms are important. We suggest that you make it part of your routine to review each changed or new BBN Form and then use it when appropriate. All of these BBN Form changes and new BBN Forms are for Affiliates benefit.

Some Thoughts to Remember: WORDS to Live By:

Warren Buffett – “The Sage Of Omaha”

Warren Buffett is one of the most admired and prolific investors in corporate America.

Share Holders as Partners - “Although our form is corporate, our attitude is partnership.”

Corporate Culture – “It Takes 20 yeas to build a reputation and five minutes to ruin it. If you think about that, you’ll do things differently.”

Corporate Governance – “At Berkshire, board members travel the same road as shareholders.”

Berkshire Managers – “They love business, they think like owners, and they exude integrity and ability.’

Communication – “As managers, Charlie and I want to give our owners the financial information and commentary we would wish to receive if our positions were reversed.”

Acquisition of Nebraska Furniture Mart – “We gave Mrs. B a check for $55 million and she gave us her word. That made for an even exchange.”

Acquisition of GEICO – “The security I like best.”

Commitment – “Writing a check separates a commitment from a conversation.”

Acquisition of General Reinsurance – “Long ago, Mark Twain said ‘A man who tries to carry a cat home by its tail will learn a lesson that can be learned in no other way.’ If Twain were around now, he might try winding up a derivatives business. After a few days, he would opt for cats.”

Business Problems - “The most important thing to do when you find yourself in a hole is to stop digging.”

Source: Warren Buffett On Business, Published in 2010 by John Wiley and Sons, Inc. Hoboken, New Jersey.

Summary: Active Affiliate Status Information

To maintain Active Affiliation Status, Affiliates must be actively involved as a Business Broker and participate with BBN as outlined in detail in your Service Agreement.

Please make certain that you are complying with all terms of your BBN Service Agreement, including prompt payment of Service Fees to BBN. BBN Form 501, Sold Business Fact Sheet, is to be completed and submitted to BBN with your payment of applicable service fees for each closed transaction. Service fees are due and payable immediately following close of the transaction.

Keep up your good work and contact us when you have questions or need assistance.

Regards,

Zack Tannery

President and Director of Affiliate Training

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