2017 CABB Annual Conference

Communicating with Style; Understanding Different Communication Styles

Presented by: Allison Tabor, CPC
Friday, April 7th - 1:15pm to 2:45pm

• Do you find it difficult to communicate with certain people?
• Have you been caught by surprise at someone's reaction?
• Do you secretly wish that people would just respond the way you'd like them to?
• Do you have to sell, persuade or interact with others, including prospective or current clients, employees, co-workers, boss, vendors or others?
• Would you like to experience better relationships; both personal and professional?

Move from experiencing GOOD to GREAT communication with others, by learning about DISC, one of the most widely used models for understanding behavioral differences in people. Developed by William Moulton Marston Ph.D., more than 75 years ago, DISC is an easy to follow and highly reliable behavioral assessment helping people to better understand and communicate with others.

Allison will teach you not only how to identify your own communication style, but also about how to recognize the styles of others which can transform your relationships and results!

Speaker Biography

Owner of her Executive Coaching and Consulting business, Allison focuses on effective Communication and Strategic Planning. Facilitator for the International Women Presidents' Organization (WPO) www.womenpresidentsorg.com, Allison leads two peer advisory groups of Bay Area multi-million dollar entrepreneurial women presidents and CEO's. She is also a group leader for ProVisors, a community of professionals who serve their clients as trusted advisors and share the highest standards of integrity, performance and accountability. Prior to her executive coaching business, Allison owned a successful structural engineering firm with her husband for 23 years. She is certified as a DISC Consultant, One Page Business Plan® Specialist and Professional Coach. With a love of business and behavioral science, Allison is a Master Connector who seeks to understand and help people. She has made a difference with hundreds of entrepreneurs and executives in various industries including: professional services, manufacturing, retail, construction and wineries, many of which are family owned.

The "Deal Doctors" Panel Discussion

Presented by: Len Krick
Friday, April 7th - 3:00pm to 4:40pm

Join Len Krick and for the highly informative panel discussion "The Deal Doctors". The CABB "Deal Doctors" clinic will be open and working to help you and other attendees identify problem-solving solutions during this structured workshop.

Deal-breakers will be considered during the workshop from problems submitted before the conference. If you are interested in submitting a problem that is keeping your listing from selling or deal from closing, complete the Patient Intake Form and submit to cabb@cabb.org (link sends e-mail) by Friday, March 31st. The deal doctors will evaluate each patient and decide which deals live and which deals die.

Speaker Biography

Len Krick, the President and principal broker of Sunbelt Business Brokers of Nevada, Inc, first came to Las Vegas in 1978. He has over thirty years experience with both privately held and publicly traded companies, which includes: consulting, negotiating, turnarounds, bond and initial public offerings, operations, development, and business brokerage.

Mr. Krick has exceptional expertise in operational analysis, business planning, and packaging businesses for sale. Len frequently serves as moderator, instructor, and speaker at the International Business Brokers Association ("IBBA") conventions; he is a Member of the IBBA Board of Directors and Chairs its Education Committee. He is one of 22 people to be named "Fellow of the IBBA" since 1982, for his "significant contributions to the business brokerage industry."

Mr. Krick received his MBA from University of Nevada, Las Vegas, BA in Economics from Muhlenberg College, and BS in Hotel Administration from University of Nevada, Las Vegas.

Len's goal is to provide the highest level of professionalism, confidentiality, and financial results, while minimizing the time, cost, and stress typically experienced during the transfer of ownership of privately held businesses.

Legal Update

Presented by: Bill Priest
Friday, April 7th - 4:40pm to 5:00pm

Speaker Biography

Bill Priest has been a CABB member for over 25 years, and is a founding member of its Legal & Forms Committee. He regularly deals with brokers, sellers, buyers, and landlords. He negotiates, drafts documentation for and mediates and litigates all types of disputes on a regular basis, and has "seen it all" in dealing with these issues. With offices in San Jose and Palm Springs, he serves the business and brokerage community statewide.

Bill Priest created and successfully fought to include a mandatory mediation clause in all CABB forms, requiring brokers and other parties to mediate disputes prior to resorting to legal action. Many of our Members question the value of mandatory mediation, and want to know if it is beneficial. Bill will discuss this and other legal aspects affecting business brokerage professionals.

How Structuring and Tax Strategies Help Close Deals

Presented by: Monty Walker
Saturday, April 8th - 12:00pm to 2:00pm

As the size and/or complexity of a transaction increases, the need for creative and innovative structuring alternatives also increases. Structuring often requires balancing the buyer's interest with those of co-investors, sellers, managers and lenders. In a transaction, the Seller and Buyer really have similar tax objectives. The Seller desires to maximize after-sale tax proceeds while the Buyer desires to maximize operational cash flow. Tax deductions impact both these areas which are influenced by the tax components of the structure used in the transaction. When negotiating a transaction the Seller and Buyer should not attempt to WIN the tax game but instead should work toward achieving some level of tax parity. Structuring design is what will help the Seller and Buyer achieve tax parity. This presentation will cover simple to complex structuring strategies using real life transaction data. Also included as a part of this presentation will be an update on the status of any relevant tax issues for Year 2016.

Speaker Biography

Monty Walker is a Certified Public Accountant with a diversity of experience in the private closely-held business arena. Monty Supports Entrepreneurial Clients throughout the country. His practice focus is in the Business Transfer Industry providing support to Small Business Owners in the areas of Business Transactions, Business Structuring & Design, Business Tax Planning and Business Exit Planning. He works with Business Sellers, Business Buyers and their various advisors, such as business intermediaries, accountants and attorneys, to manage the unique financial, tax, planning and procedural matters associated with buying and selling a business. Due to his background in the area of business transfers and business transitions he is often referred to by his clients and colleagues as a – "Business Transition CPA". Additionally, Monty has also owned and operated several of his own businesses. Thus, his experience comes from being directly in the trenches.