Business Broking Business Management Training

Learning Outcomes

• Apply strategic planning principles to develop a business plan for a broking division.
• Analyze market trends and client needs to identify growth opportunities.
• Evaluate financial performance and implement corrective actions to improve profitability.
• Design operational processes that ensure compliance with regulatory requirements.
• Implement effective client relationship management strategies to retain and grow business.
• Demonstrate leadership skills to manage teams and foster a high-performance culture.

Target Audience

This course is designed for current or aspiring business brokers, branch managers, and division heads within broking firms. It is also suitable for entrepreneurs looking to establish or expand a broking business.

Prerequisites

None — open enrollment. However, basic knowledge of business principles is recommended.

Course Outline

Practicals

Overview

Practical sessions provide hands-on experience in valuing a business, preparing marketing materials, conducting buyer interviews, negotiating deal terms, and completing due diligence checklists. Learners apply theoretical knowledge to simulated business broking scenarios, supervised by the facilitator.

Practical Activities

• Practical 1: Business Valuation Exercise — Learners receive financial statements of a sample business and perform a valuation using the multiple of earnings method. They normalise earnings, calculate key ratios, and present a valuation report. (8h)
• Practical 2: Marketing and Buyer Qualification Role-Play — Learners create a business listing and marketing plan, then role-play buyer interviews using qualification checklists. They practice handling confidentiality and verifying buyer credentials. (8h)
• Practical 3: Negotiation and Deal Structuring Simulation — In pairs, learners negotiate a simulated business sale, including price, terms, and earn-outs. They draft a letter of intent and present the deal structure to the facilitator. (8h)
• Practical 4: Due Diligence and Documentation Review — Learners review a due diligence checklist and sample documents (financials, contracts, licenses) to identify red flags. They then complete a sale of business agreement template with key clauses. (6h)

Summatives

Each delegate is assessed continuously throughout the course via daily exercises, scored practical assignments, and a final summative test at the end.

Practical Assignments — 30%

Practical assignments are observed and scored against a rubric during the practical sessions. Each delegate's practical mark is averaged into a single 100% score and contributes 30% to the final total.

Daily Exercises — 20%

Every training day ends with a multiple-choice exercise scored out of 100%. The scores from each daily exercise are averaged across the duration of the course to produce a Daily Average mark, which contributes 20% to the final total.

Final Test — 50%

On the last day a final summative test is written. It is a multiple-choice paper with multiple-answer questions: each question may have more than one correct option, and a single wrong selection on a question marks the entire question wrong — no partial credit. The final test is scored out of 100% and contributes 50% to the overall mark.

Final Total

Component	Out of	Weight
Practical Assignments (rubric-scored)	100%	30%
Daily Average (multiple choice)	100%	20%
Final Test (multi-answer multiple choice)	100%	50%
Final Total	—	100%

All marks are recorded on the AATICD LMS and visible to each learner under their account.

Certificate

How it works

• Certificates are auto-generated on the AATICD LMS as soon as the marks pass the 50% threshold.
• Each certificate is a branded PDF with the delegate's name, the course title, the unit standard ID, NQF level, credits, and the date of issue.
• You can download or print your certificate from your LMS dashboard at any time after issue — there's no reissue fee and no expiry date.
• If you scored under 50% you can sit the final test again at the next scheduled session at no extra cost.

Where to find it

Sign in to the LMS, open your dashboard, and your certificates appear under My Certificates. Each entry has a View / Download button and a print option.

Training Discounts

Group discounts apply automatically — the more delegates you enrol, the greater the saving. Discounts are calculated at 3% per 5 delegates, scaling up to 40% off for 100+ delegates.

Delegates	Discount
5	3% off
10	6% off
15	9% off
20	12% off
25	15% off
30	18% off
50	30% off
75	35% off
100	40% off

3% discount per 5 delegates, up to 40% off for 100+ delegates. Contact us for a custom group quote.