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Course Manual & Training Content
8-Week Program - Self-paced learning followed by a 60-minute live Zoom session each week.
Open office hours throughout the course for 1-on-1 support.
Wednesdays: 11AM (PT) | Noon (MT) | 1:00PM (CT) | 2:00PM (ET)
Starts September 17th and runs through November 5th
Executive Strategy Session & Pre-Course Work
One-on-One Executive Strategy Session
Participants will complete preliminary assignments to prepare for the boot camp and
meet one-on-one with a former C-suite executive for a personalized assessment of
their M&A readiness.
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Readiness Task
1. Self-Assessment Questionnaire
Evaluate your business's current financial health, culture, and operational systems.
Identify key strengths and weaknesses.
2. Company Vision & Goals Worksheet
Define your 5-year and 10-year vision.
Outline how M&A fits into your long-term business strategy.
3. M&A Readiness Checklist (Reviewed during your 1-on-1 session)
Review internal operational efficiency, financial health, and leadership structure.
Identify gaps that need to be addressed before pursuing an acquisition or sale.
Visioning & Readiness Assessment
Objective:
Assess personal and business readiness for M&A, define value proposition, and build an M&A strategy.
Agenda — Training, small group mastermind, and expert spotlight
1. Understanding the Power of M&A
Benefits of M&A for growth and expansion.
Common roadblocks and how to overcome them.
2. Assessing Readiness
Self-evaluation of business strengths and weaknesses.
Internal systems check: Financials, operations, culture.
3. Building Your M&A Team
Responsibilities by role type: Financial, Strategy, Training, Culture
Identifying missing expertise and filling gaps.
4. Defining Your Unique Value Proposition
What makes your brokerage attractive in an M&A transaction?
Identifying strategic advantages.
Exercises:
Self-Assessment & Readiness Survey
Company Vision & Strategic Goals Worksheet
Handouts:
Systems Review: Agent and Operating Systems
Defining your “A-Team” for M&A execution.
Prospecting & Business Valuation
March 19, 2025
Objective:
Learn how to identify and evaluate potential acquisition targets, determine valuations, and assess deal structures.
Exercises:
Watch micro-learning sessions on Adjusting EBITDA and ROI Calcualtions
Review NAR Research Report "2023 Profile of Real Estate Firms"
Get set up with the FIJI Marketplace and secure a third-party valuation for your brokerage
Handouts:
M&A Meeting Cadence
Target Brokerage Prospecting Comparison Chart
Factors that impact multiples in valuations
Agenda — Training, small group mastermind, and expert spotlight Broker Spotlight
1. Finding the Right Acquisition Target
Key metrics to evaluate target brokerages.
Identifying synergy opportunities.
2. Valuation Methods
Income Approach (EBITDA multiples).
Revenue Approach (Percentage of company dollar).
Asset-Based Approach.
3. Deal Structures
Comparing price vs. terms in a deal.
Cash upfront vs. earn-outs.
Asset Purchase vs. Stock Purchase.
4. Financial Due Diligence Essentials
Reviewing financial statements and tax returns.
Assessing commission structures, expenses, and agent productivity.
Due Diligence & Evaluating the Opportunity
Objective:
Understand the due diligence process, evaluate financial and operational risks, and conduct a cultural audit.
Agenda — Training, small group mastermind, and expert spotlight
1. The Due Diligence Process
Evaluating leadership, culture, and operational fit.
Reviewing financial and legal risks.
2. Financial & Operational Audit
Identifying red flags in P&L statements and balance sheets.
Understanding liabilities, outstanding debts, and contracts.
3. Cultural & Organizational Fit
Comparing company cultures and business models.
Analyzing agent retention and compensation structures.
4. Red Flags & Deal Breakers
When to walk away from a deal.
Managing risks before closing.
Exercises:
Watch a video on how to vet acquisition prospects
Review a sample M&A Trend Comparison
Handouts:
Explore the Surface: Interview questions to uncover items of value and red flags
Due Diligence Checklist Review.
Sample Brokerage Trend Comparison
Objective: Learn how to craft an offer, structure deal terms, and negotiate effectively.
Making the Offer & Structuring the Deal
Agenda — Training, small group mastermind, and expert spotlight
Key Components of an Offer
Letter of Intent (LOI) essentials.
Defining cash at close vs. earn-outs.
Agent retention & stop-loss clauses.
2. Negotiation Strategies
Balancing price vs. terms in M&A deals.
Handling seller price expectations and objections.
3. Legal & Financial Considerations
Structuring deals to minimize risk.
Ensuring compliance with industry regulations.
Exercises:
GO LIVE with The Entrepreneurs Boardroom Proprietary Calculator
Handouts:
Letter of Intent (LOI) Template
Acquisition Deal Terminology review
Due Diligence "What-If" Scenarios
Key Considerations for Selling your Brokerage
Transition Planning & Execution
March 19, 2025
Objective:
Develop a structured plan for integrating new agents, systems, and leadership post-acquisition.
Handouts:
Setting up an internal landing page with FAQs
Communication template
Review a sample Welcome Packet
Template Transition Guide for Agents
Agenda — Training, small group mastermind, and expert spotlight
1. Developing a Transition Plan
Onboarding process for new agents and staff.
Branding and marketing integration.
2. Managing Leadership & Cultural Change
Aligning staff and agents with the new culture.
Retaining top producers and key staff.
3. Technology & Systems Integration
Migrating data and client records.
Training agents on new platforms.
4. Communication & Announcements
Internal announcement strategy.
Handling agent concerns.
OPTIONAL Mastermind Session
Individual Opportunities Available
One-on-One Individual Check-in, Q&A
Attend Pre-Scheduled Office Hours for Topic Focus, Content Review, General Support
Mock Negotiation Prep & Instructor Q&A
March 19, 2025
Objective:
Prepare for the Week-8 Mock Negotiation Exercise.
Review or key concepts and strategies; address participant questions.
Exercises:
Review information provided to your role
(Buyer or Seller)
Meet with your assigned team and determine roles.
Review & Refine Individual M&A Strategies.
Agenda — 90-minute Prep Session:
1. Overview of Mock Negotiation Process
Explanation of roles: Buyers vs. Sellers.
Key areas to negotiate: Price, terms, earn-outs, agent retention.
2. Review of Common Negotiation Scenarios
Handling seller price objections.
Adjusting offers based on due diligence findings.
3. Tactics & Strategies for Successful Negotiations
How to leverage financial and cultural insights
Managing high-stakes conversations.
4. Instructor Q&A - Final Preparation
Reviewing participant questions.
Clarifying deal structures and expectations.
Mock Negotiations & Instructor Q&A
March 19, 2025
Objective:
Participants engage in a live negotiation simulation to apply learning in a real-world scenario.
Exercises:
Live Negotiation Roleplay.
Post-M&A Success Planning.
Final Course Assessment
Agenda — 2 Hour Workshop:
1. Mock Negotiation Roleplay
Participants were assigned buyer and seller roles.
Negotiating price, terms, and key deal points.
Handling objections and counteroffers.
2. Debrief & Analysis
Reviewing negotiation outcomes.
Identifying strengths and areas for improvement.
3. Post-Acquisition Strategy
Addressing unexpected financial and operational challenges.
Developing a plan for long-term success.
4. Course Wrap-Up & Next Steps
Final reflections and key takeaways.
Ongoing resources and support for M&A success.
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