Workshops

At Murphy, brokerage excellence isn’t just about valuation models or deal structures — it’s about understanding people. Prior to the conference, all attendees will complete a Color Profile assessment to uncover your natural communication style, motivators, and decision-making tendencies.

Modeled after Sessions 5 and 6 of our Rising Stars program, this workshop explores how different personality drivers influence:

• Buyer urgency and decision speed
• Seller motivation and emotional readiness
• Negotiation behavior
• Objection patterns
• Professional collaboration
• Conflict and tension during transactions

Understanding your personality and the motivations of others allows you to:

• Build trust faster with sellers and buyers
• Align with buyer decision styles
• Reduce friction in negotiations
• Strengthen referral partner relationships
• Get more value from every interaction

This session is practical, reflective, and immediately actionable — helping you extract greater results from every buyer conversation, every seller relationship, and every professional partnership.

Because when we understand personalities, we stop reacting — and start leading.

Presenter: Ron Buck
Hands-on practical application of proprietary prompts to help you manage the transaction process from assessing and comparing offers, preparing for due diligence, and create Q&A documents. (Murphy Associates Only)

Presenter: Ron Buck
Does the thought of spending 12-15 hours writing a CIM make your skin crawl? This hands-on workshop will show you how to get to the 10-15 yard line of creating the BLI, Teaser, and CIM in 30 minutes using proprietary prompts. Cut your total time by 2/3 and use your time more effectively by reviewing, polishing, and adding company-specific graphs and nuances to create robust, detailed BLIs, Teasers, and CIMs that buyers rave about. (Murphy Associates Only)

Presenter: Monty Walker
Discussion on how different allocation classes affect a seller’s final tax bill. Essential for advising clients before the LOI is signed.

Presenter: Monty Walker
Learn to calculate and negotiate NWC targets to prevent last-minute purchase price erosions. Covers “cash-free, debt-free” deal structures and seasonal inventory adjustments.

Presenter: Estate Planning Team
Learn more about this tax deferment strategy to help sellers defer capital gains and move beyond price-deadlocks. This session focuses on technical trust mechanics to maximize after-tax proceeds.

Presenter: Banesco USA
Deals don’t die; they just aren’t structured correctly. Master the 2026 SBA toolkit to turn “maybe” buyers into funded owners and protect your deal flow from common financing pitfalls that drain your time and your commissions.

Presenter: Phoenix Lending Group
Attractive deals generate momentum, but approval depends on something deeper than presentation. This session explores what truly drives credit confidence and how brokers can position transactions to move from first impression to the closing table.

Presenter: BizWorth – Sheila Darby
Many brokers rely on free Broker Opinions of Value (BOVs) for fear of losing listings. This workshop equips you to confidently recommend paid valuations when needed – while securing client trust. You will gain practical tools to assess a business’s complexity, learn strategies to overcome objections, and position valuations as critical to a successful sale. Mastering this process sets you apart as a trusted advisor – delivering better outcomes for clients while growing your success as a broker.

Presenter: Hal Feder
50 “rules” or operating practices I have found that have made my broker practice more successful … 1) things like never list a business without a pre-qualification letter or 2) never take a listing if the seller tears up your engagement contract or … and have 48 more in the hopper.

Presenter: Jen Broeckling
A roadmap for new advisors to build a sustainable listing pipeline. Focuses on high-ROI activities, time-wasters to avoid, and establishing initial credibility.

Presenter: Susan Bishop & Ben Shaw
Dive into the various levels and layers of a marketing campaign (including maximizing search (SEO, AEO, GEO), email and LinkedIn outreach, direct mail, social media, 3rd party led gen, etc. Discuss the pros, cons, challenges, and next steps to of each.

Presenter: Phil Eleson
How to position yourself as a resource to other professionals so they send you their best clients. Share what “value-add” materials (like BOVs) actually get their attention.

Presenter: Tom Foster
Master the art of establishing strategic trust with sellers and buyers to ensure a collaborative transaction environment from the first meeting. This workshop provides a practical framework the initial seller meetings, building trust, the engagement process and how to manage buyers/sellers in the due diligence process.

Presenter: Tully Ryan
This workshop analyzes the unique motivations and capital structures of PEGs, strategic acquirers, search funds, and family offices to optimize deal positioning. Participants will examine how each buyer type influences valuation multiples, due diligence intensity, and post – closing integration strategies.