EDUCATIONAL COURSES
A curated course lineup on Thursday brings you the industry's best education from
the IBBA and M&A Source. Whether you're a new Broker or looking to transition to the lower middle market, these options have you covered. Note that courses are optional and in addition to the Conference Pass, see Pricing for details.
IBBA Course #214: FUNDAMENTALS OF WORKING CAPITAL
4 Credit Hours | Thursday, August 27 | 8:30am - 12:30pm | Lunch Included
Explore the fundamentals of working capital in this engaging course. Delve into the traditional accounting and business transaction approaches to understanding working capital. Learn about the main components of working capital, including accounts receivable, inventory, and accounts payable, and their significance in managing liquidity and operations. Explore the pivotal role of working capital in transactions, uncovering its potential benefits to businesses and its influence on pricing dynamics. Engage in group study exercises that apply working capital concepts to real-world main street transactions, enhancing your practical understanding and decision-making skills.
INSTRUCTOR: MONTY WALKER
IBBA COURSE #224: PRICING A BUSINESS TO SELL
4 Credit Hours | Thursday, August 27 | 8:30am - 12:30pm | Lunch Included
How do you price a business? Does the size of the business influence the price in relationship to DE or sales? Does pricing it too high hurt your chance of selling it? When you complete this course, you should have additional knowledge to help you price a business properly. Using databases of sold businesses, you will learn the relationships between the size of a business and Multiples of Discretionary Earnings, ROI and how comparable sales data can be used to determine an “opinion of value” for a business. This course will help you learn how to avoid overpricing a business, and how financing and deal structure influences buyers decisions.
It is recommended that you have taken IBBA #101 Introduction to Business Brokerage or IBBA 301 Introduction to M&A; IBBA #210 Analyzing and Recasting Financial Statements; and IBBA #220 An Introduction to Pricing Small Businesses.
INSTRUCTOR: RYAN CAVE
IBBA COurse #209: The Psychology of Buying & Selling a Business: Understanding the Human Element
4 Credit Hours | Thursday, August 27 | 1:30pm - 5:30pm | Lunch Included
This course equips Business Brokers and Transaction Advisors to manage the real drivers behind deals (motivation, fear, identity, ego, uncertainty, and cognitive bias). Buying or selling a business isn’t just financial; it’s an emotional journey that can quietly sabotage pricing, due diligence, negotiations, and closing. In this course, you’ll learn what sellers are really protecting (identity, legacy, control) and how emotions like grief, loss aversion, and pride surface during the process. You’ll also learn how different buyer mindsets and common patterns (like over-analysis, fear of failure, and anchoring) shape decisions and deal momentum. Walk away with practical tools you can use immediately (such as empathy maps, emotional readiness checklists, scripts, and deal simulations) to spot emotional red flags early, de-escalate conflict, keep parties aligned, and reduce deal-breakers.
INSTRUCTOR: BRIAN STEPHENS
M&aS COurse #440: Navigating the Complexities of LOIs and Purchase Agreements
4 Credit Hours | Thursday, August 27 | 1:30pm - 5:30pm | Lunch Included
In the dynamic field of Mergers and Acquisitions, understanding the intricacies of Letters of Intent (LOIs) and Purchase Agreements is crucial for M&A advisors. This comprehensive course is designed to equip M&A advisors with the knowledge and skills necessary to effectively review, analyze, and discuss these critical documents with their clients.
Join us for an engaging and interactive session that will demystify the legal and practical aspects of LOIs and Purchase Agreements. Through detailed explanations, real-world examples, and practical tips, you'll gain a deeper understanding of how to identify key issues, mitigate risks, and ensure successful transactions for your clients.
INSTRUCTOR: DEBORAH CARMAN
