IBBA Insights: Recent Episodes
IBBA - International Business Broker Assoication
From the largest international non-profit association for business brokers, comes a brand new podcast.
IBBA top dealmaker Trent Lee reveals the framework he uses to streamline vetting, educate clients, and keep deals moving. Tune in for practical insights on using technology and personal connection together to build trust, save time, and grow your practice.
The post High Tech, High Touch: Tools and Tactics to Close More Deals appeared first on IBBA Insights.
Hear from a founder of her firsthand experience in selling a multi-decade established branding, strategy and positioning firm.
The post Do Business Brokers Provide Value? appeared first on IBBA Insights.
Join the IBBA for an important discussion on how the government shutdown is affecting SBA lending, buyers, and sellers. Our expert panel will provide real-time insights into what’s happening across the lending landscape and what brokers can do to keep transactions moving forward during this disruption.
Hear directly from John Randall, Managing Director, Small Business Banking at Live Oak Bank, and John Wahl, Director, Small Business Banking at Live Oak Bank, as they share updates on SBA processing, deal flow challenges, and what steps lenders are taking to support borrowers.
Moderated by Cress Diglio, CBI, M&AMI, IBBA Past Chair, this session will help brokers understand the current environment, communicate effectively with clients and lenders, and develop practical strategies to maintain deal momentum.
The post Breaking Down the SBA Shutdown: Real-Time Guidance for Brokers appeared first on IBBA Insights.
New SBA reforms could make transactions between $5–12 million more achievable. In this episode, Steve Mariani breaks down what you need to know.
HostHost: Cress V. DiglioGuestGuest: Steve Mariani
Watch the video version of this episode
The post SBA Updates You MUST Know with Steve Mariani appeared first on IBBA Insights.
Ever wish you could hear the whole story behind a business sale? In this episode, we sit down with both the buyer and seller involved in a recent business sale as they reflect on their experience working with a broker. Listen to what went well, what surprised them, and why they believe a business broker was essential to a successful outcome.
HostHost: Cress V. DiglioGuestGuest: Micah Hamilton (Seller)
Guest: Matthew Saskin (Buyer)
Watch the video version of this episode
The post The Broker Advantage: Stories from Both Sides of a Successful Business Sale appeared first on IBBA Insights.
Tune in to Daymond John’s keynote from the 2025 IBBA Conference in Orlando, Florida. Drawing on 25 years of experience, Daymond shares the highs and lows of his entrepreneurial journey and the mindset shifts that made the difference. Learn his proven approach to business and life through the fundamental principles he calls his “S.H.A.R.K. Points.”
The post Daymond John’s Keynote at the 2025 IBBA Conference appeared first on IBBA Insights.
Are you a business owner, buyer, or broker navigating the complexities of business transactions? In the first of this two-part series, we’re joined by J.C. Maldonado as we dive into the critical insights you need to maximize value and minimize risk during a sale. Listen in to unpack valuation truths, the dangers of cutting corners, the importance of transparency, and more!
This conversation is packed with actionable advice, real-world scenarios, and expert perspectives to help you see the bigger picture in dealmaking. Listen now!
HostHost: Cress V. DiglioGuestGuest: J.C. Maldonado
Watch the video version of this episode
The post Maximizing Business Value I with J.C. Maldonado appeared first on IBBA Insights.
In “IBBA Insights Perspectives on Buying and Selling Businesses,” Mike Finger discusses the importance of preparing small businesses for sale and why some businesses may not be sellable. Finger, who has personal experience with the challenges of selling a business, emphasizes the significance of business owners having ongoing conversations with brokers and focusing on making their businesses attractive to buyers. He stresses the importance of documenting results, building trust with brokers, and being prepared to sell at any time. Finger also shares stories of successful sales and the importance of professional representation, including lawyers, accountants, and business brokers. Overall, Finger encourages business owners to take a proactive approach to selling their businesses and to seek out the advice and expertise of industry professionals.
Watch the video version of this episode
In the “IBBA Insights: Donatella Arpaia,” a celebrity chef is seen on Iron Chef America, Guy Fieri’s Tournament of Champions, and many more. Donatella Arpaia shares her inspiring journey from growing up in the restaurant business to defying her parents’ expectations and building a successful career.
Born to immigrant parents, Arpaia was initially discouraged from entering the industry but followed her passion despite facing challenges as a young, beautiful former attorney in a male-dominated field. Her success came from her deep understanding of the restaurant business, her willingness to be different, and her thick skin, allowing her to overcome criticism and obstacles.
Arpaia discusses her experiences transitioning from a local neighborhood favorite to a renowned figure in the food industry, the importance of family meals, and the challenges of being edited for television. She also reflects on the role of women in business, particularly in the male-dominated industry of business brokers, and the importance of women supporting each other.
Arpaia emphasizes the importance of prioritizing and focusing on what’s important in life and the challenges facing the restaurant industry, including the rising cost of goods, digital marketing, and labor shortages. Throughout the interview, Arpaia shares her experiences, insights, and passion for the culinary industry.
Watch the video version of this episodeThe post Finding Your Passion: From the Courtroom to the Dining Room appeared first on IBBA Insights.
In this episode of IBBA Insights, the host discusses how the 2024 U.S. election cycle could impact businesses with Emmy award-winning journalist Tim Boyum. The conversation explores various business-related concerns such as inflation, interest rates, taxes, immigration, energy costs, and consumer confidence. Tim also shares insights on his career in political journalism and the role media plays in shaping public perception. The discussion emphasizes the importance of preparing for potential economic shifts post-election and offers advice for business owners to navigate the uncertainties in this politically charged climate.
HostHost: Cress V. DiglioGuestGuest: Tim Boyum
Watch the video version of this episode
The post Political Factors Impacting Business Buyers and Sellers appeared first on IBBA Insights.
In the “IBBA Insights Perspectives on Buying and Selling Businesses,” business coach and entrepreneur David Barnett shares his expertise on the sale of businesses from a seller’s perspective. Barnett discusses the importance of empathy for buyers and sellers during the transaction process, preparing a business for sale, and hiring the right people, including business brokers, to ensure a successful sale. He emphasizes the unpredictability of personal plans and the need for a well-prepared business, as well as the importance of trust between buyers and sellers. Barnett also advises sellers to be cautious when dealing with high engagement fees from brokers and to choose industry-focused brokers for better results. Throughout the conversation, Barnett stresses the importance of preparation, understanding cash flow, and working with qualified professionals to navigate the complexities of buying and selling businesses.
Host: Cress V. Diglio
Guest: David Barnett
Watch the video version of this episode
The post Perspectives on Buying and Selling Businesses appeared first on IBBA Insights.
In this episode, Holly Magister, a seasoned CPA specializing in business sales, provides actionable insights into tax planning for entrepreneurs gearing up to sell their businesses. Gain a better understanding of the intricate tax implications discussed and discover how to proactively strategize to maximize sale proceeds while minimizing tax burdens. This episode serves as a practical guide for business owners, empowering them to make informed decisions and optimize their financial outcomes when navigating the complexities of business exits. Don’t miss it!
Host: Cress V. Diglio
Guest: Holly Magister, ExitPromise.com
Watch the video version of this episode
In this edition of IBBA insights, Cress V. Diglio and Evan Ottaviano of Bennett Thrasher CPAs discuss the importance of quality of earnings (QoE) reports in the sale of businesses. They discuss what a QoE is, why it is important, and how it impacts business buyers, sellers, lenders, and the M&A process. They also cover the various levels of QoE reports, approximate time to complete, related costs, factors that contribute to a good QoE report, the impact of current economic conditions and industry trends, as well as red flags to look out for in financial statements. Evan provides insights into the necessary documentation and confidentiality of QoE reports and how they are used by stakeholders. This podcast is a must-see for business owners considering the sale of their business to be prepared for the potential of a QoE report.
Host: Cress V. Diglio
Guest: Evan Ottaviano, Bennett Thrasher CPAs
Watch the video version of this episode
Learn from Joel Goldstein how goal planning and setting can be incorporated into your business and your life to change your mindset and create freedom in more ways than you can imagine.
Host: Cress V. Diglio
Guest: Joel Goldstein, Author and President of Mr. Checkout Distributers
Understanding add-backs can be the difference between a business selling for a premium and taking a haircut on the price. Whether you’re a business owner or a business broker, this episode promises real-world insights into adjustments and add-backs in Main Street transactions.
Industry professionals Steve Mariani and Jeff Snell join us in this discussion to help brokers get the most out of their listings and help sellers get the highest value. Don’t miss it!
Host: Cress V. Diglio
Guests: Steve Mariani, President of Diamond Financial Services
Jeff Snell, Founder and Owner of Enlign Business Brokers and Advisors Raleigh, NC, Past Chair of the IBBA.
Working capital is what it takes to keep a business going. Historically, working capital wasn’t a significant topic for Main Street business brokers. Still, as deal sizes have gotten larger and private equity groups have added on acquisitions, it’s more important than ever for brokers to understand.
CPA Monty Walker joins in a discussion defining working capital and its importance in a business’s sale. Listen to this informative lesson for tips and tools to understand this component.
Host: Cress V. Diglio
Guest: Monty Walker, Walker Business Advisory Services
Lawyers are often perceived as professionals who can advocate for the deal or be the deal killer. However, the reality is that buyers and sellers should both engage the services of an attorney to ensure their best interests are protected.
In this episode, we discuss the role of lawyers in dealmaking, the risks of representing yourself, and how brokers and attorneys can work together to get deals done. Whether you’re a business broker or thinking about buying or selling a business, take advantage of these insights into the value of working with a business attorney.
Host: Cress V. Diglio
Guest: Deborah Carman, Esquire, Founder of Carmen Law Firm
Franchised businesses come with different components and requirements. While selling an existing franchise location can allow new business owners to tap into an established business that's been servicing clients and generating revenue for years, business intermediaries need to be aware of what's involved. Tune in as we chat with Sabrina Wall, Founder and CEO of the Franchise Brokers Association, as she shares her expert knowledge of what goes into this type of sale.
Host: Cress V. Diglio Guest: Sabrina Wall, Founder and CEO of Franchise Brokers Association
How do you know when it's the right time to sell your business? What sort of representation do you need to navigate a deal? How do you make your business more attractive to buyers? Get answers to these questions and more as we're joined by seasoned business brokers Ryan Cave and Jeff Snell.
If you're a business owner, listen to this episode and set yourself up for a successful, profitable sale.
Host: Cress V. Diglio Guest: Ryan Cave, President of Sunbelt Business Brokers of South Florida and Business Brokers of Florida, South District Jeff Snell, Founder and Owner of Enlign Business Brokers and Advisors Raleigh, NC, Past Chair of the IBBA.
The Small Business Administration recently released its updated Standard Operating Procedures, including some exciting changes for business owners and business brokers. We’re joined by Steve Mariani, owner of Diamond Financial Services, in this informative episode. Learn more about the possibilities opened by the latest SOPs here!
Host: Cress V. Diglio
Guest: Steve Mariani, Diamond Financial Services
In recent years, business brokers have found more opportunities working with private equity groups than ever before. Lamar Stanley joins us in this discussion to explain the role of private equity and what types of companies they’re most likely to be interested in. We dive into the differences between Main Street listings, the information PEGs will look for, and more.
If you’re a business broker looking to dip into the lower middle market or a business owner wondering if your company could suit an acquisition, don’t miss this informative listen!
Host: Cress V. Diglio
Guests: Lamar Stanley, Lead Capital Partners
Tune into part two of our series on exiting your business through employee ownership. Take another step into the process and get into the nuance of the transition process. From building trust between employee-owners, making clients aware of the change, and how Teamshares functions within these transactions, we get into the nitty-gritty of the process.
This series is a must-listen for business owners and brokers alike that are interested in learning more about this option!
Host: Cress V. Diglio
Guests: Alex Eu, Co-founder and COO of Teamshares
Ed Maloff, Founder and Former Owner of MAN Marketing
Kevin Cui, President of MAN Marketing
With proper planning, you can transition out of your business while rewarding the employees that have helped you along the way. In this two-part series, we’re joined by Teamshares, a financial technology company that helps small businesses become employee-owned, and the former owner and new leadership of MAN Marketing.
If you’re wondering about the ins and outs of employee ownership, then don’t miss part one of these layered perspectives about the transition process!
Host: Cress V. Diglio
Guest: Alex Eu, Co-founder and COO of Teamshares
Ed Maloff, Founder and Former Owner of MAN Marketing
Kevin Cui, President of MAN Marketing
Employee recruitment and retention are frequent issues for business owners but have become even more complex in recent years. In this timely episode, world-renowned speaker, bestselling author, and accountability expert Sam Silverstein shares his expert insight on building a workplace that develops committed employees.
Sam is a past president of the National Speakers Association and has written over 12 books, including The Accountability Advantage, The Theory of Accountability, and Non-Negotiable. If you’re ready to build a culture that breeds accountability and attracts and retains the best people, don’t miss this episode!
Host: Cress V. Diglio
Guest: Sam Silverstein
After nearly 16 years of work by business intermediaries, the M&A Broker Registration Exemption has finally passed! Gain an understanding of what this monumental legislation means for those in the industry. If you’re dabbling in larger main street deals or completing lower middle market transactions, this episode is crucial to understanding the legal implications of this registration exemption.
Please note that information about the BSA is continually being released and, as such, some aspects of this episode may no longer be accurate. Be sure to check IBBA for the latest in legal updates.
Host: Cress V. Diglio
Guests: Mike Ertel, Co-Chair of Campaign for Clarity, Managing Director of Transworld Business Advisors
John Zayac, Co-Chair of BIEF, Managing Partner for IBG Business
Shane Hansen, Partner and Member of Warner Norcross + Judd LLP
New Year, new outlook! Whether you're starting your journey to becoming a business owner, or you survived 2020/2021 and are looking to sell your business, the new year may provide the opportunity for a fresh start, but the uncertainty of the coming year can be intimidating. Join Randy Bring, IBBA's 2022 Chair, and Jeff Swiggett, M&A Source's 2022 Chair, as they provide perspective on the 2022 outlook for business sales in main street and lower middle market. If you're a business broker, be sure to listen in for the outlook on lending for both SBA and Private Equity, what the market means for IBBA and M&A Source Associations, and how to get involved in IBBA and M&A Source.
Host: Cress V. Diglio Guest: Randy Bring, 2022 IBBA Chair and Jeff Swiggett, 2022 M&A Source Chair
What are the best tools available for an experienced business professional moving into business brokerage, and what is the best mindset to have? Listen in as host Cress Diglio joins Neal Isaacs and Georg von Greiff to discuss Georg's journey as a business broker thus far and how he plans to continue his new success in business brokerage with the tools available to him as an IBBA member. From the resources and credentialing provided by the IBBA to the mentors and individuals sharing experience and wisdom, the IBBA has something to offer every level of business broker. Neal is a business owner turned business broker. He is a CBI and helps others pursue their passion of business brokerage by serving on the IBBA's Steps to Success Committee. Georg is a newer IBBA member working towards his CBI. He is a guru in his industry but understands the benefits of being the "student" in a new venture. If you're a business owner looking to buy or sell a business, this episode will educate you on the importance of choosing a professional business broker for your needs.
Host: Cress V. Diglio Guest: Neal Isaacs, VR Business Brokers - Raleigh and Georg Von Greiff, Abalaris Business Ventures
While 2021 has been a year of recovery, 2022 is poised to be a year of expansion. Join us as Economist Dr. Robert M. McNab weighs in on hyperinflation as a result of the COVID related global Supply Chain disruption and more. Dr. McNab has appeared in the Wall Street Journal, Washington Post, and Daily Press, to name a few. If you're a business owner, listen in for the two biggest challenges you may face as an employer. If you're a business broker or seller, listen in for the economic conditions forecasted for early 2022.
Host: Cress V. Diglio Guest: Dr. Robert M. McNab, Professor and Director of the Dragas Center for Economic Analysis and Policy in the Strome College of Business at Old Dominion University.
As technology continues to advance, there are so many ways for hackers to access your data, whether you're working remotely or in an office. Knowing how to protect yourself is imperative for Business Owners and Business Brokers alike. Tune in for details on how cloud based virtual data rooms can be a gamechanger for you. Vault Rooms virtual data rooms enable worldwide clients to safely collect, share, and track business critical documents on the Vault Rooms platform. Listen as Vault Rooms' Kathy Olson, a former business owner herself, describes the importance of a seamless, supported, and secure data environment.
Host: Cress V. Diglio Guest: Kathy Olson, Director of Sales and Marketing at Vault Rooms
Thinking about specializing? Join us as Pioneer and IBBA Past Chairman, Louis Vescio, and Top Award Winner and Leader, Michael Mensch, lead us on the path to how they chose to specialize in the Insurance Industry. Tune in to learn about the benefits, the challenges, and most importantly, the competitive advantage this knowledge brings to a Business Broker.
Host: Cress V. Diglio Guest: Louis Vescio and Michael Mensch, Agency Brokerage Consultants
Did you know that one third of U.S. Small Businesses currently accept cryptocurrency as payment? No longer just a trend, be sure to listen as Tor Constantino breaks down what these software buzz words mean for the future of small businesses. His writings have appeared in Entrepreneur, INC, Daily Coin, Success, Forbes and Fortune to name a few. Listen now to learn more about preparing for the future!
Host: Cress V. Diglio Guest: Tor Constantino, Former Journalist, Consultant, Current Corporate Executive, and Business Writer
Chris has been featured on ABC, CBS, CNN, Fox News, Forbes and is recognized as one of the top negotiators in the world. He's also CEO of The Black Swan Group Ltd and Co-Author of the book Never Split the Difference, so tune in to learn the secrets to negotiating a successful life and career.
This 2-part episode brings you the negotiation skills you need to help you close the deal.
Host: Cress V. Diglio Guest: Chris Voss, Former FBI Hostage Negotiator CEO & Founder of The Black Swan Group Ltd Author of Never Split The Difference: Negotiating As If Your Life Depended On It©
Ever feel like you're on the short end of the stick when it comes to negotiation? Be sure to listen to this episode as Chris Voss, former FBI hostage negotiator, applies his expertise in international crisis and high-stakes negotiations to provide tactical techniques you can use to be a better negotiator.
This 2-part episode brings you the negotiation skills you need to help you close the deal.
Host: Cress V. Diglio Guest: Chris Voss, Former FBI Hostage Negotiator CEO & Founder of The Black Swan Group Ltd Author of Never Split The Difference: Negotiating As If Your Life Depended On It©
What is proper business etiquette? Be sure to listen as Jacqueline Whitmore, a world-renown etiquette expert, describes the mindful behavior needed in today's society. From representation on virtual platforms like LinkedIn and Zoom to building your credibility and personal brand, this is an episode every broker should tune in to. After all, it could be the difference in securing the deal and building relationships for years to come. Host: Cress V. Diglio Guest: Jacqueline Whitmore, International Etiquette Expert, Author, and Certified Speaking Professional
Did you know 84% of SBA loans are initially declined because of presentation? If you're a current or future business owner looking to secure an SBA loan, tune in to take a deeper look as Steve Mariani simplifies the process by explaining what it means to be pre-qualified, Lender Policy versus SBA Rules, valuation, add-backs and more. Be sure to listen for special incentives only available for a limited time - this is an episode you don't want to miss! Host: Cress V. Diglio Guest: Steve Mariani, President and Founder of Diamond Financial Services