Business Broker Mentoring Package
The 12 workbooks are “On-Line” learning – designed to be completed and discussed with the mentor during the 90 day program – one will be delivered each week.
The content will ultimately be delivered by video lecture – supported by a reading assignment found in module form inside downloadable workbooks, that will be printed or saved to file
In some instances, “templates” are downloadable – discussed at the end of the reading assignment workbook
Templates will be in either word or excel format.
TBB 1 – The Role of a Business Broker
This workbook provides an insight to the commercial origins of business brokers as a profession, and the role of the business broker as an intermediary in transactions for the exchange of businesses, business assets and property.
It will provide the reader an understanding of the tasks a broker undertakes and the services that person provides.
TBB 2 – Legal Awareness
This workbook delivers a basic understanding of the laws that govern the conduct of brokers, plus an awareness of the ethical standards that are espoused by the AIBB and the Negotia Group.
TBB 3 – Accounting Knowledge for Brokers Part 1
(The Language of Business)
This workbook provides to the reader an outline of financial statements and explains in simple terms the language used by accountants and business owners. The read is designed to help the reader recognise and identify all the separate components of the financial statements relevant to a broker who undertakes business assessment and valuation activities.
TBB 4 – Accounting Knowledge for Brokers II
(Adjusting, Normalising and Abbreviating a P&L)
This workbook introduces the fundamentals involved in the analysis of financial reports.
By completing this workbook the broker will have successfully analysed a simple company having simple ownership.
The broker will have performed the task of making adjustments to the financial statements provided by the owner so as to add or remove non-operating items based upon information available to you.
The brokers professional judgement will be required to assess the transactions that represent the owner’s personal preferences rather than the operating needs of the company.
The broker will have derived a representative “Maintainable Profit Level”, working capital needs; important trends and ratios
TBB 5 – Non-Financial Information Collection and Analysis
(Mastering Information Collection)
This workbook provides an insight to the commercial origins of business brokers as a profession, and the role of the business broker as an intermediary in transactions for the exchange of businesses, business assets and property.
It will provide the reader an understanding of the tasks a broker undertakes and the services that person provides.
TBB 6 – Understanding Risk
(Defining and Estimating a Capitalisation Rate)
Quantifying risk is a difficult and subjective judgment which business Brokers have to regularly make.
This workbook introduces a plain-language analysis of risk and reward, as it relates to the SME marketplace
Completing this workbook will enable the broker to make tangible what is intangible and help them work with business owners and professionals
TBB 7 – Appraising a Business
(Application of Income Approach and Methods)
This workbook pulls together the elements explained in TBB 3 through to 6
By completing this workbook, a broker will be able to complete a written assessment of market value using the most commonly taught valuation approach and methods.
TBB 8 – Marketing Yourself and Your Business
(Core Skills of a Professional Salesperson)
This workbook delivers a combination of traditional selling skills training and then introduces valuable and proven successful communication models sometimes forgotten about in this e-commerce world.
By completing this workbook the broker will be able to develop selling skills and apply a proven successful communication process for meeting the right people, gaining clients and keeping them.
TBB 9 – Conducting an Interview
(Proven Processes and Methodologies for Getting a Seller as a Client)
This workbook acts as an extension of TBB 9 – wherein we develop an operating knowledge and process for conducting an interview, successfully qualifying the client to successfully gaining that person as a client.
TBB 10 – Presenting a Business for Sale
(Essential Steps and Documentation in your Campaign)
This workbook introduces the broker to a professional brokers marketing campaign. It includes information priorities, copy-writing and how to get the inquiries to come to you.
TBB 11 – Negotiating and Selling a Business
So … what do you do when the phone rings?
By completing this workbook the broker will have the confidence to take an inquirer all the way to contract.
TBB 12 – Administration of your Broker Business
In this module we introduce the fundamental building blocks of a successful brokers professional world.
Completing this workbook will arm the broker with sufficient knowledge to survive and prosper as a one-person-army.
Kevin Lovewell
M: 0401 308 385
E: Click here to contact Kevin Lovewell
Member & Registered Business Valuer
Australian Institute of Business Valuers
Graham Long
M: 0428 649 791
E: Click here to contact Graham Long
Member & Registered Business Valuer
Australian Institute of Business Valuers
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