GABB Spring Conference: Learn How to be a Better Business Broker

Do you want to learn more about Business Brokerage?

The Georgia Association of Business Brokers is offering a Spring Conference that will cover the basics of business brokerage including

  • Reading a Profit & Loss statement to help determine business value
  • Components of a Balance Sheet
  • Qualifying Buyers
  • Finding Seller’s Discretionary Earnings
  • Basic Legal Issues in Business Brokerage
  • Avoiding Legal Pitfalls

The Spring Conference will be held on April 30th at the Georgia Realtors Building at 6065 Barfield Rd. from 9 a.m. – 4:30 p.m. at the Georgia Association of Realtors Conference Center. The cost will be $125, but GABB members can register for $75 if they register by April 15.  If you want to just take half a day of classes, that’s $75. Scroll to the bottom of the page to register.

Breakfast and lunch are included. Patrick Norris, Esq., of Norris Legal Atlanta Law Group, LLC will provide lunch, and Kim Eells and Susan Kite of Renasant Bank are providing breakfast.

The morning session will cover some basic business brokering skills, while the afternoon session will tackle legal issues. Attendees may register for the entire conference, or just the morning or afternoon session. The classes are offered through the Georgia Association of REALTORS school #271 and have been approved for six hours of continuing education credit towards renewing your Georgia real estate license.

AM: An Introduction to Business Brokerage: Business Profitability and Qualifying Buyers:  (70542) Real Estate CE / 3 credits

Greg DeFoor, former GABB president and 2018 GABB Board member

DESCRIPTION: The student will be able to identify, understand and complete basic documents used to determine the potential sales value of a business, will learn how to identify key elements of a profit and loss statement, calculate a business’s profitability and value using the business’s tax returns, and determine a business’ discretionary earnings. At the conclusion of the session, attendees will be able to determine the profitability of a business and if a buyer can qualify to purchase it. 9 a.m.-12:30 p.m.

How to Read a P&L statement and Balance Sheet: Former GABB President Greg Defoor, Founder DeFoor Business Services, Inc.

OBJECTIVE: Upon completion of this segment of the class, students will be able to identify important features of profit and loss statements and balance sheets, and demonstrate how to determine the ways balance sheet items affect cash in the bank.

Ryan Stoll, SBA lender, Cadence Bank

Determining Real Estate Loan Structure using Business Tax Returns: Ryan Stoll, SBA Banker at Cadence Bank

Objective: Upon completion of this segment, students will be able to determine whether a buyer can qualify or not to purchase a business based on their tax returns, as well as determine the profitability of a business and its value. Students will be able to use a tax return to determine CADA.

Dan Browning

Dan Browning, JD, MAFF, ABAR, DB Consulting, Inc.

Discretionary Earnings and Business Valuation: Dan Browning

OBJECTIVE:  Upon completion of this section of the class, the student will be able to demonstrate how a  Seller’s Discretionary Earnings affects the value of a business. The student will be able to identify and explain private and bank valuations, how to determine owner’s compensation, and how to identify items that will not enhance the value of a business.


GABB Spring Conference: PM Session: Business Brokerage Basics: Legal Issues (70543) Real Estate CE / 3 credits

1:15-4:30 p.m.

Tanya Nebo, Nebo Law Firm, LLC

DESCRIPTION: Participants will learn how to identify potential legal problems that could arise in the purchase or sale of a business such as identifying  asset purchases versus stock purchases; how to verify a business’ legal status; identifying ownership structures; how to use the basic legal forms provided by GABB; identifying and understanding the steps in the due diligence process; and securing their commission and avoiding litigation

Basic Legal Issues in Business Brokering: Tanya Nebo

OBJECTIVE: Basic Legal Issues in Business Brokerage. After completing this hour, students will be able to identify and explain basic legal issues business brokers may encounter in the sale or purchase of a business, identify types of purchases, identify legal entities, and demonstrate how to verify the status of a business,  and demonstrate an understanding of the due diligence process.

Shannan Collier Stalvey, business and estate attorney

Shannan Collier Stalvey, business and estate attorney

Legal Forms Used in Business Brokerage: Attorney Shannon Collier Stalvey

OBJECTIVE: The student will be able to identify and use common legal documents used in the purchase of a business, including how to obtain and use GABB Forms, identify legal problems that a broker may encounter when using a standardized forms, demonstrate the use of a standardized form, and identify situations in which a broker should consult an attorney.

Avoiding Legal Pitfalls in Business Brokering: Attorney Larry Domenico

Lawrence Domenico, litigation attorney

OBJECTIVE: Students will be able to identify and explain legal pitfalls when selling a business, demonstrate ways they can avoid lawsuits, identify asset purchase agreements and non-compete agreements, and demonstrate how they can avoid problem clients

Register for the class.

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Contact GABB at or 404-374-3990 for help if you have difficulty.

If you wish to pay by credit card, select the PayPal Option. If you are paying by check, please mail your payment to

GABB Treasurer
4780 Ashford Dunwoody Road, Suite A-241
Atlanta, GA 30338-5564