The Future of Business Brokerage

THE FUTURE OF BUSINESS BROKERAGE

"Let's Chat with Jim Parker Business Broker" is proudly affiliated with the BBP Podcast Network

EPISODE: 11

RELEASE DATE: June 5, 2024

YOUTUBE CHANNEL: https://www.youtube.com/@JimParkerBusinessBroker

WEBSITE: https://www.JimParkerBusinessBroker.com

Join host Jim Parker on "Let's Chat with Jim Parker" for an enlightening interview with Lou Vescio, a leading business broker and former chairman of the International Business Brokers Association. This episode explores the evolution of business brokerage, spotlighting the benefits of team-based approaches and specialization in fields like insurance. Lou shares his journey from starting his practice to running a successful brokerage firm, emphasizing the importance of education, camaraderie, and efficient processes. Discover how technology, particularly Zoom, has revolutionized the industry, making it easier to build credibility and close deals across distances. Lou also highlights the significance of continuous learning, mentorship, and maintaining a quality life balance. Packed with invaluable insights, this conversation is a must-watch for anyone looking to enhance their business brokerage practices and industry knowledge.

To connect with Lou: https://www.linkedin.com/in/lou-vescio-cbi-m-ami-98b7616

Join the discussion! Like and share, and for more from "Let's Chat," subscribe on YouTube  @JimParkerBusinessBroker 

00:00 Introduction and Guest Welcome

01:13 Lou Vescio's Career Journey

02:10 Team Concept in Business Brokerage

03:28 Specialization in Insurance Brokerages

04:27 Valuation Services and SBA Lenders

05:47 Building a Successful Team

07:28 Importance of Communication

12:21 Training and Mentorship

14:08 The Role of Motivation

31:07 Working on Your Business, Not In It

36:39 Maintaining Communication Between Buyer and Seller

37:28 The Importance of Controlled Calls

39:24 Challenges and Solutions in Business Transactions

42:41 The Art of Saying No

46:55 Improving Business Broker Practices

58:24 Specializing in Industry Verticals

01:07:54 Advice for New Business Brokers

01:11:36 Closing Thoughts and Farewell

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"Let's Chat:" An In-Depth Discussion with Lou Vescio 

Welcome fellow business brokers! In this edition of "Let's Chat with Jim Parker," we delve into an insightful conversation with Lou Vescio, a renowned business broker in the United States. Lou is the former chairman of the International Business Brokers Association (IBBA) and has an impressive resume that underscores his extensive contributions to our industry. Lou shares his enthralling journey, insights on a team-based approach to business brokerage, and the advantages of specializing in specific industry verticals. Let's dive into this engaging conversation!

Lou's Journey into Business Brokerage

Lou and his wife ventured into business brokerage about 20 years ago after selling their computer training businesses. They moved to Florida, where Lou discovered his passion for business brokerage. Initially working under another broker, Lou gradually built his own successful business model by hiring employees instead of contractors, paying them salaries and bonuses, and adopting a team-based approach. This allowed for better control, scheduling, and a more efficient operation.

The Team Approach and the Benefits for Agents and Practices

Lou emphasizes that the team concept offers numerous advantages, particularly the ability to hire young, motivated individuals who can thrive on a W2 salary with bonus commissions. This nurtures a sense of responsibility and productivity among brokers while allowing them to focus on specific tasks such as marketing, packaging deals, or closing transactions. 

Training and Development

Training is paramount in Lou's approach. He spent considerable resources on training his team in consultative sales and other essential skills. This investment in education and mentorship paid off as it elevated his team's performance and streamlined their operations.

Fostering Relationships

Both Jim and Lou agree that regular, structured communication between buyers and sellers, using tools like bi-weekly phone calls, is crucial. This transparency and consistent engagement help build trust, address concerns promptly, and ultimately lead to smoother transactions.

Education and Mentorship

Lou and Jim underscore the importance of continuous education through IBBA classes, workshops, and conferences. They both advocate for employers to invest in their team's professional development. Not only does it enhance individual competencies, but it also raises the overall standard of the industry.

The Power of Specialization

Specializing in a particular vertical, such as insurance companies for Lou, allows brokers to develop deep industry knowledge. This expertise not only makes them more credible in the eyes of potential clients but also helps them understand the nuances and unique challenges of that industry. 

Nationwide Reach

Lou successfully sold insurance businesses across the country. His specialization enabled him to anticipate market trends, understand industry-specific metrics, and establish connections with key players nationwide. The advent of virtual communication tools like Zoom has made it even easier to manage transactions across geographical boundaries.

Quality of Life

While discussing the importance of work, Lou brings up a critical point – quality of life. He advises brokers to enjoy their lives, invest in personal well-being, and not forget to "smell the roses." After an impactful career, Lou and his wife are now relishing their retirement, traveling, and enjoying the fruits of their labor.

Advice for Aspiring Business Brokers: Build Relationships

Meeting and engaging with other successful brokers can provide invaluable insights. Being open about your strengths and weaknesses and learning from others' experiences can significantly elevate your practice.

Say No When Necessary

Knowing when to turn down a listing is vital. Assess the business's potential thoroughly and ensure it's genuinely ready for the market. This selective approach helps maintain a high success rate and ensures that your efforts are focused on viable opportunities.

Leverage Technology

Modern tools like Zoom have revolutionized how we conduct our business. These tools facilitate better communication with clients and colleagues across distances, making it easier to manage and close deals efficiently.

Conclusion

 In wrapping up our conversation, Lou encourages brokers, especially young entrants and women, to embrace the industry. He reiterates the importance of learning, mentoring, and continually improving our practices. Lou's insights and experiences remind us of the rewarding and dynamic nature of our field, filled with opportunities for those who are willing to learn and grow. We hope you enjoyed this discussion with Lou Vescio. Stay tuned for more insightful conversations, and remember, continuous learning and adaptability are key to success in business brokerage! --- If you're not already a subscriber, please consider subscribing to our YouTube channel. Like, comment on this post, and share it with your network. Your engagement helps us continue to provide valuable content for our industry. Until next time, take care and happy brokering!

TOPIC KEYWORDS:
"Let's Chat", Jim Parker, Lou Vescio, business broker, team approach, education, team concept