A Guide to a Successful Business Brokerage Practice

This is the text book for the Texas Association of Business Brokers and the Texas Real Estate Commission two day course, ＂Introduction to Business Brokerage.＂ This earns 16 hours of continuing education credit.

＂This How to Book shares my knowledge of the Business Brokerage industry. My hope and desire is everyone who reads this gains numerous beneficial skills. Hopefully, my thirty plus years, of experience, will provide information which will help you make more money, fewer mistakes, and cause the brokerage industry to become better.＂ Bob C. Ross I have attempted to give you a detailed amount of information about the business brokerage industry without a lot of ＂fluff＂. Unlike other authors of books on business brokerage, you may call or e-mail me with any questions you have about the contents stated in this book or on a business you are attempting to list, pricing a listing, reviewing an Offer to Purchase, or anything you feel you need some help on or if you simply desire a second opinion. Take advantage of my thirty years of experience in brokerage and valuations.I wrote this ＂How to Book＂ because I want to share my knowledge of this industry with people thinking of entering the industry or with current brokers who want a good reference manual. It is my hope and desire that everyone who reads this gains knowledge.Hopefully, this information will help you make more money, fewer mistakes, and make the brokerage industry better. I wish it were possible to meet with each of you personally.

Bob Ross entered the business broker industry in the mid-1980’s working for a merger and acquisition group which purchased his consumer electronics wholesale distributorship. After one year of handling and reorganizing three major acquisitions, he realized he was working on the wrong side of the transaction. He then went to work as the general manager of a six person mid-market business brokerage firm where he spent two years, before deciding to go on his own. He formed Bob Ross & Associates and aligned himself with four other brokers under the umbrella of Alliance of Independent Brokers. This group became a dominate force in the Dallas/Fort Worth area. In association with one of his associates in Alliance, Business Brokers Network was established in 1992. The goal was to grow the network of brokers to one hundred offices by 2000. An additional company, Ross, Wendler, & Steen was formed to handle business valuation, with Bob as President. He gave final approval to over 6,000 valuation reports, with this firm. In late 1998, Bob sold his interest, in both companies, and returned to active business brokerage. BBN had over 450 affiliated offices when he sold his interest in the company. There were many things Bob learned and wanted to try while assisting the affiliates of Business Brokers Network. He continued to work as a broker until 2002 when he retired as an active business broker. Brokers Network Group was formed in 2003 allowing brokers who had left BBN and other top brokers the opportunity to be part of a network, without having to pay franchise fees, and it gave him the opportunity to help these brokers when they needed advice or assistance. Teaching business brokerage is something he has always enjoyed. He assists members of the Brokers Network Group when they have questions or problems while working on business listings. Bob earned a BBA degree from Texas A & M - Commerce. He also earned the Board Certified Broker designation from the Texas Association of Business Brokers. He was the thirty-second broker to earn the Certified Business Intermediary designation from the International Business Brokers Association, in 1989. He has been very active in the Institute of Certified Business Counselors. He is past-president and served on their board of directors, for six years. He then earned the Certified Business Counselor designation, in 1994. In 2004, he became one of the first seven to receive the Master Certified Business Counselor designation.