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

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. “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:
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. 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. Honesty
Self Assessment

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. What is a Merger & Acquisition?

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. Grow your Business
Merger or Acquisition

9. Benefits of a
Merger or Acquisition

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. Tucker Technique’s
Things they never tell you!
Merger or Acquisition

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.  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. Final Thoughts

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. Who ever makes the
initial call & contact!
Pays For the Coffee

17. The question remains?
Do you want to ….
1. stay the way you are?
2. change something?
3. or grow the business?

18. So offer someone you know
today a
“Cup of Coffee”
And decide if
You should stay or should You go?

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. Questions …
“How about a Cup of Coffee”
MERGERS & ACQUISITIONS
by: Sharon Tucker
Broker Business Consultants
tuckerera@era.com