IFB Workshops

Buying and Selling a Practice

* Registration now closed*

A 4-Part Workshop Series

Presented by: FindBob CEO and Founder, Roland Chan

Whether you’re looking to grow, maintain or transition your business, understanding its value and the market for buyers and sellers is key to protecting this important asset. Join FindBob CEO and Founder, Roland Chan, as he takes a deep dive into the ins and outs of buying and selling a practice. Roland will bring in lenders and a well respected business broker to round out his expertise and give you in-depth understanding of these topics. This workshop will provide an intermediate to advanced-level overview of all the aspects of the purchase or sale of a business.

PART 1 – The Seller’s Perspective

Wednesday July 7, 2021 | 12 noon ET – 1 p.m. ET

Life (ON, BC, SK) 1.0  |  RIBO (Personal Skills) 1.0  |  FP Canada (Practice Management) 1.0  | AAC #57915 (Life and General)  1.0 |  MB #37098 (Life and/or A&S) 1.0

Establishing goals and developing a selling strategy are the essential first steps in finding a suitable buyer for your practice.  Your goals define what you accomplish through the sale and your sales strategy will help you differentiate your practice from the enormous pool of potential buyers.  Far too often practice owners do not take the necessary steps.  In this session, Roland Chan, CEO of FindBob, will share initial things to consider prior when contemplating a sale, first steps in going to market and how to test the waters.  Lastly, he’ll share how you can put this newfound knowledge into action on Coming Up Next, IFB’s exclusive member benefit.

Presented by: Roland Chan

PART 2 – The Buyer’s Perspective

Wednesday July 14, 2021 | 12 noon ET – 1 p.m. ET

Life (ON, BC, SK) 1.0  |  RIBO (Personal Skills) 1.0  |  FP Canada (Practice Management) 1.0 | AAC #57916 (Life and General)  1.0 |  MB  #37099 (Life and/or A&S) 1.0

Purchasing an insurance and investment practice calls for similar planning to that of a practice owner contemplating the sale of their business. As a prospective buyer you’ll need to determine what kind of practice would make the best purchase and how much you’re willing to spend to achieve your acquisition goals. In this session, Roland Chan, CEO of FindBob, will help you define your acquisition framework where it’s centered around ROI, practice synergies, increasing your overall capacity or growing market share. Similar to how we work with our clients, Roland will share ideas on how you can create a robust structure to define the most suitable acquisition targets based on goals, resource and risk tolerance. Lastly, buyers will be given a glimpse into how they can use Coming Up Next to help them realize their goals.

Presented by: Roland Chan

PART 3 – The Current Market

Wednesday July 21, 2021 | 12 noon ET – 1 p.m. ET

Life (ON, BC, SK) 1.0  |  RIBO (Practice Management) 1.0  |  FP Canada (Practice Management) 1.0 | AAC #57917 (Life and General)  1.0 |  MB #37100 (Life and/or A&S) 1.0

We’ll examine the current market for buying and selling insurance & financial service businesses, valuation and succession trends. We’ll be joined by experts in the banking sector to help provide answers to the industry’s most frequently asked questions, including:

• Deal structure in today’s environment
• Strategic trends when it comes to succession
• Update on financing options and industry impact

Presented by:

 Pierre Sauve 

Pierre Sauvé is Director, Originations at CWB Maxium Financial, a subsidiary of Canadian Western Bank, and has over 25 years of experience in structured lending. As a member of CWB Maxium’s Financial Advisory Lending Group, Pierre works with professionals in the financial advisor and wealth management industries to provide tailored cash flow lending solutions for acquisitions, refinancing, expansions, succession, and infrastructure. Whether it is purchasing a book of business or buying out a partner or shareholder, Pierre will work closely with the advisor to structure a flexible and creative solution to facilitate the efficient closing of the transaction.


Billy-Joe McInnis

Billy-Joe McInnis joined Manulife Bank in 2014 after a 17 year career with TD Bank. Throughout his career he has specialized in lending money. A lender for over 20 years, Billy-Joe has lent money in the retail, commercial, automobile and insurance lending spaces. He draws upon this experience to build lending solutions that help advisors put in place strategies to grow their insurance and investment books of business. He is a lender that understands insurance and how a proper lending strategy can make optimum use of an insurance contract.

An avid golfer and volunteer across several organizations, Billy-Joe was born and raised in Nova Scotia and currently lives in Halifax. He looks forward to working with you and your clients in growing and protecting their wealth.


PART 4 – The Business Broker’s Perspective

Wednesday July 28, 2021 | 12 noon ET – 1 p.m. ET

Life (ON, BC, SK) 1.0  |  RIBO (Practice Management) 1.0  |  FP Canada (Practice Management) 1.0 | AAC #57918  (Life and General)  1.0  |  MB #37101 (Life and/or A&S) 1.0

Hear from a recognized business broker who specializes in guiding insurance and financial service professionals through the M&A process.  This retrospective will include case studies where audience members will learn what to start, stop and continue doing when it comes to preparing for acquisition or succession. In this session, Roland will be joined by Jerry Butler of Queenston Consulting, and expert on valuations, transitions and mergers and acquisitions.

Presented by:

Jerry Butler

Jerry Butler MBA CFP CIM has been in the financial services industry for 25 years as an accountant, investment broker and financial planner. Jerry started Queenston in 2012 working with financial advice businesses to do valuations, consulting, dealer to dealer transitions and mergers & acquisitions. Queenston has valued and transitioned over $125 million in value and $5 billion in AUM. In addition, Queenston has worked with advisors and dealers on Succession and Exit Planning. Mr. Butler has consulted with advisors and done presentations all over Canada. Queenston has become an expert in the value of the different business models and an expert on increasing the value of a financial advisor’s business.


Cost to attend:

Early Bird (until June 28) – $49 IFB members/$99 all others

Regular – $69 IFB members/$119 all others

Registration Now Closed