How About a Cup of Coffee

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Should I Stay or Should I go? Remember that song? Well, in today\'s market many brokers are looking at all the options. You will learn from this session on Mergers & Acquisitions:
How to grow your company with Mergers & Acquisitions
Learn how avoid mistakes in the process
See if it’s time to make a graceful exit

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How About a Cup of Coffee

  1. 1. “How about a Cup of Coffee” MERGERS & ACQUISITIONS By Sharon Tucker, Broker BS Accounting, ABR, CRB, green, GRI, SRES, SFR New York State Association of Realtors Instructor Broker Business Consultants tuckerera@era.com
  2. 2. “Should I Stay or Should I Go?” Remember that song? Well, in todays market many brokers are looking at all the options. You will learn from this session on Mergers & Acquisitions: 1. How to grow your company with Mergers & Acquisitions 2. Learn how avoid mistakes in the process 3. See if it’s time to make a graceful exit
  3. 3. What do you want to do? Three questions to ask yourself! Do you want to … 1. stay the way you are? 2. change something? 3. or grow the business?
  4. 4. HonestySelf Assessment
  5. 5. Self Assessment 1. What type of company are you? 2. What is your company’s specialty? 3. What is your company ranking in your market? 4. Highlights of your company? 5. Policy / Procedures of company?
  6. 6. What is a Merger & Acquisition?
  7. 7. Business / Economic Concept• Merger - Old firms dissolve and create a “New Entity” (a/k/a partnership)• Acquisition - Take Over a/k/a “Roll In” (walk over)• Exit Strategy - Plan to market a business at a specific date and time
  8. 8. Grow your Business Merger or Acquisition
  9. 9. Benefits of aMerger or Acquisition
  10. 10. Benefits of a Merger or Acquisition • Quick Growth • Synergism / Office • Buzz in the Market • Gain Market Share • New Market Area • New Specialty • Agent Growth • New Ideas • Reduce overhead • Share work • Design Exit Strategy • More Money • More Back up • You are “it”
  11. 11. Tucker Technique’sThings they never tell you! Merger or Acquisition
  12. 12.  Confidentiality Agreement Timeline critical “Dating Cycle” Business Agreement / Contract Everything in writing – No handshakes! Cultural Considerations Paying for a M & A Non-compete Agreement “Bad Apples” You can’t buy “agents” a/k/a people Competition Each M & A creates another Company Manuals vs. Reality Database of Clients Owners Production / Salary If you are doing a Merger – try to pick a “Generic” name
  13. 13.  Quiet till target date! Jumping Ship! Titles – Saving Face! Ego Check – Talk to all prospects! Honesty, fairness & integrity Call it a “Merger” vs. an Acquisition Open Communications Stay close and be patience Respect the “Former Broker” / Company & ease into new Company. Respect the TEAM! Slow changes on the new agents Negotiate Terms & Conditions on an “earn out” Use Experts for advice: Accountant, Attorney & Business Brokers/Franchise The Devil is in the Details! Create a Project List & follow the steps. Don’t forget: Phone Number, Web Site, Domain Name Relationship of staff, managers & agents Google the unknown!
  14. 14. Final Thoughts
  15. 15. Final Thoughts  Prospect  Opportunities  Company size / type  Competition  Business transaction  Check your ego  Confidentiality agreement  Valuation is an “Art” not an Accounting Equation  The more M & A’s you do, the better you get!  Some work, some don’t!  Mergers – Dot the “i’s” and cross the “t’s”.  Acquisitions – Don’t over extend & over promise!  Exit – Don’t over value or over expect! Who ever makes the initial call & contact! Pays For the Coffee
  16. 16. Who ever makes theinitial call & contact! Pays For the Coffee
  17. 17. The question remains? Do you want to …. 1. stay the way you are? 2. change something? 3. or grow the business?
  18. 18. So offer someone you know today a “Cup of Coffee” And decide ifYou should stay or should You go?
  19. 19. This is a sample version of an extensive course designed to help you or your managers to build your business. In the full course, you will receive a entire workbook, detailed instructions and sample materials. The course has been approved for Continuing Education in New York State. For further information, please do not hesitate to contact me at 845-216-8468 cell.
  20. 20. Questions …“How about a Cup of Coffee” MERGERS & ACQUISITIONS by: Sharon TuckerBroker Business Consultants tuckerera@era.com

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