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EXPOSED If You Are Stuck In A Rut And You Need To Make More Money, Expand Your Business Or Reduce The Risk Of Liability…

Discover The 7 Secrets Behind Why You Should Act NOW To Earn A CMEA Professional Designation & Why We’re Different!

CMEA Training Preview Pak

www.nebbinstitute.org www.nebbi.org © Copyright 2006 by John R. Harris, NEBB Institute, Inc.

Discover The 9 Secrets Why You Need To Earn The Certified Machinery & Equipment Appraiser (CMEA) Professional Designation Today…

NEBB Institute is the only nationally recognized Institute that gives its elite members machinery/equipment appraisal training, machinery/equipment brokerage training, certification, a complete turn key proven system, and 24 hour use of our exclusive Appraiser’s Database filled with over 5 million comparables and sources. That’s not all, NEBB Institute members receive 24 hour support 7 days a week on machinery/equipment appraisals, brokerage, and website. Our commitment to our members and the public is adhering to the highest standards of excellence backed by over 30 years of knowledge, solid expertise, integrity, a sterling reputation and recognized certification in the machinery and equipment field. The cornerstone of NEBB Institute, is its international network conducting appraisals in accordance with the ethics, standards and regulations set forth in the Uniform Standards of Professional Appraisal Practice (USPAP).

Secret #1 Expand And Add On To Your Business 9 out of 10 Appraisers, M&E Dealers, M&A Professionals, Accountants, CPAs, Attorneys, Bankers, Adjusters, Insurance and Real Estate Professionals agree on one strategy for their business...today, more than ever, more than one discipline is required in order to grow and succeed! Your clients look to you for more than one area of expertise.

For example, how can you value a business if there is “little” or “no” goodwill? Only the tangible assets have value, How do you value those assets? You do have a couple of options...which one have you typically use?

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Look at the book value (not accurate)?

Take the owner’s word for it? (risky) Take the word of some person who is non-certified in machinery and equipment? (filled with liability) Guess? (filled with liability) Walk away? (lose business) Pay big bucks for someone else to conduct the appraisal?

Just think, “How many times you could have expanded your business just by being qualified and able to deliver a Certified Machinery and Equipment Appraisal!” Business professionals have proven it is the PERFECT add-on compliment to their current business! How much money has slipped through your fingers?

What Are The Typical Reasons For A Qualified And CERTIFIED Machinery And Equipment Appraisal?

How many times a day have you come across a business owner that had a business situation where they were in need of just 1 of these services?                   

Business Valuations Buy/Sell Agreements Financing / SBA Loans / Leasing Converting From C to S Corp Tax Purposes (Pension Protection Act) Insurable Value ESOPs Estate Settlements Cost Segregation Partnerships Gift Planning Trust Agreements Retirement Planning 1031 Exchanges Dissolutions Litigation Support Sarbanes-Oxley FASB 141 & 142 GASB 34

It Is Important To Note: The SBA’s new SOP’s, a qualified USPAP compliant machinery & equipment appraisal is required! In addition, AICPA demands a valuation depend upon substantiated relevant data and a qualified, substantiated, and certified value!

25 Million Businesses In The United States Will Require A Certified Machinery And Equipment Appraisal At One Time Or Another.

Who Do You Think Will Get The Business?

Secret #2 There Is A Difference Between…

Certified vs. Non-Certified What is the difference between a Certified Appraiser and a Non-Certified Appraiser? Simply said, a Certified Appraiser is a professional. Certification implies that the appraiser has had special training in the methodology of appraisal and knows the guidelines for determining values. A Certified Appraiser also has ethics. These ethics hold the Certified Professional (the Appraiser) to a higher standard of thinking and conduct than a Non-Certified person.

Also, a Certified Appraiser knows not only how to find values in a systematic approach but also knows how to report those values in a format that is acceptable to the client, the industry and the financial world. The guidelines followed by a Certified Appraiser are known as the Uniform Standards of Professional Appraisal Practice (USPAP), which has been endorsed by the Appraisal Foundation and ultimately the United States Congress.

In many communities, lenders, attorneys, accountants, buyers and sellers, and other users of appraisal reports have had to rely on Non-Certified individuals to report values for various reasons. Interestingly, many consumers do not know the detail and the methodology that a Certified Appraiser goes through in determining values and in reporting those values.

How many times has it happened that a Non-Certified (untrained) individual has walked around with a clipboard looking at equipment and, while observing the equipment, write down a value, which was later reported to the user of the report? These individuals use their experience with a large dose of “guesstimation.” This is not to say that such an individual is incorrect with his/her values. However, when the consumer wants to truly depend on the outcome, he/she usually wants a bit more effort spent in the determination of values reported.

Oftentimes, values make a major impact on the financial survival of an individual, family or a company. When major values exist, or do not exist as the case may be, who would want someone with a clipboard just guessing at the values?

Oftentimes, the Non-Certified person with a clipboard is not aware of the liability involved in “guessing based on experience.” They do not understand the definition of appraisal. An appraisal is “a defensible estimate of value.”

When they just “guess based on experience,” that is not defensible. The Certified Appraiser knows that if he/she can lay down facts of sold comparables, (similar equipment that has actually sold on the market), he/she is protected to a large degree by the professional prudence employed.

In summary, Non-Certified Appraisers are dangerous. They are dangerous to the clients for whom they work, and they are a danger to themselves although they may not realize it. As someone expressed to this writer recently, “If I need brain surgery, I don’t necessarily want the cheapest guy in town. I will want to check out his qualifications also. It’s just too important! Many people are willing to cut your skull open and look for a problem. I want a surgeon with experience and one that I know has been to school.” We would agree..

Hear A Podcast From Your Peers... http://www.cmea.nebbi.org

Secret #3 Why The CMEA Certification Is Important To You! There are income approaches to value and there are asset approaches to value. Large corporations rely primarily on income approaches. Privately held corporations, in the realm of small to medium size businesses, are in a different world. In this world, there are combinations of income approaches as well as tangible valuation approaches utilized in performing appraisal work.

In stronger economic times, when businesses were very profitable, the income approaches were quite popular. But in recent years, we have seen business values fall.

Some analysts have told us that since September 11, 2001, the gross income of some businesses has dropped as much as 25%. The subsequent reduction in economic income has caused many cash flow minded lenders (and business appraisers) to begin worrying about income approaches to value. Many, as we have noted, are now returning to being “asset minded” in their thinking (bankers too).

Receive Instantaneous Credibility Business Appraisers give themselves much more credibility and set themselves apart from competitors when they become a Certified Machinery and Equipment Appraiser (CMEA).

“Highest and best use” is always an axiom of appraisal and sometimes highest and best use is to focus on the tangible assets of the company as opposed to goodwill (again, if there is little goodwill or no goodwill).

Historically, Business Appraisers have found values for tangible assets in three ways: (a) used balance sheet values which are not the same as fair market value; (b) relied on the owner’s statement as to value of the tangible assets; or (c) relied on some non-certified person’s word such as a dealer or auctioneer who often has “another agenda.” Therefore, real credibility comes to the Business Appraiser when they can say, “I am also Certified in tangible assets such as machinery and equipment.” © Copyright 2006 by John R. Harris, NEBB Institute, Inc.

Secret #4 Reduce The Risk Of Liability Also certain approaches, which are standard in the business appraisal industry, require knowledge of the fair market value of the assets. For example, take the Excess Earnings Approach (sometimes referred to as the Investment Value Analysis). This approach requires that a return on investment be calculated on the value of the tangible assets, and that resulting numerical value must be subtracted from cash flow before capitalization of the income stream.

Then the resulting capitalized value is added to the Fair Market Value of the tangible assets for the total value of the business. All of this is to say... if one does not start out knowing the true value of the tangible assets, he/she cannot perform this analysis correctly.

And what about those times when there is no goodwill? The assignment basically becomes an appraisal of the tangible assets. Many Business Appraisers are avoiding the embarrassment of being on a witness stand and having to admit that a substantial portion (if not all) of their value came from non-certified sources. It really turns out to be just a guess on their part.

Real Estate appraisers have found that a CMEA designation provides a natural “PROFIT CENTER” ! As many real estate appraisers claim, “I am now working SMARTER rather than harder!”

A CMEA is an avenue for residential appraisers to “move up” to the commercial sector. Everyone knows there is more profit to be made working for commercial accounts than residential customers. But, without taking on the increased liability of commercial real estate.

The designation also opens up another market with a new set of clients that can enhance real estate business. Yes, machinery/equipment appraisal users have a need for real estate appraisals sometimes too.

Secret #6

Secret #5 Open Doors That Were Once Closed

Member Benefits That Save You Money And Time

NEBB Institute members are getting doors opened that were once closed. Banks, CPA’s, Attorneys, Courts all are demanding to know the answer to one very important question…”What’s the machinery and equipment really worth?”

Professional Designation: CMEA pin, certificate and professional wall plaque.

When you’re a CMEA, you are in demand because you are able to provide the answer to their poignant question backed by research and in accordance with USPAP ethics and standards.

Monthly Training Calls: Once a month hear success stories, guest speakers, and training.

An Appraisal Report written by a CMEA professional, will hold up to challenge and scrutiny with banks, lenders, IRS, attorneys, courts, CPA’s, buyers and sellers.

Don’t Take Our Word For It...

“Every time I needed an appraisal of the machinery and equipment, I either had to pay big bucks for the appraisal and incorporate it into my fee or walk away from the business. The best decision I made was to join NEBB Institute and earn my CMEA designation. I have expanded my business significantly performing my own machinery and equipment appraisals. Plus, I have eliminated the need to rely on a third party.”

J. Love, CPA/PFS, CFP, CVA, CMEA Abilene, TX

“I made a significant amount of money in just 30 days after CMEA training! I know that in order to succeed, I had to add another discipline and surround myself with an organization that was credible, provided support and had an active national network. I have expanded my business 45% just by adding the CMEA professional designation behind my name.”

D. Weber, SBA, CMEA Belleair, FL

“I’ve increased my business significantly since joining because I have an avenue to perform my business in a much more professional manner. I’ve been able to accommodate the demand for machinery and equipment appraisals that I was unable to provide before joining. Once I went through the two days of comprehensive training, I understood much better why a machinery and equipment appraisal is vital to the appraisal process. I was able to implement the Institute’s turnkey system immediately.

A. Perez, CBS, CMEA San Diego, CA

National Member Database: Individual member profiles with a link to a member’s website and email address.

National Marketing: NEBB places ads with major CPA, attorney and lender publications which drives prospects to the NEBB websites to locate a CMEA in their area.

Press Releases: NEBB Institute writes and places a press release with the member’s newspaper of choice.

Refresher Training: Each member is offered a refresher CMEA course once a year at no charge.

Appraiser’s Resource Database: An exclusive Appraiser’s Resource database contains in excess of 6 million comparables and sources.

Website: Members can opt to obtain a professional website at a significantly discounted rate designed by an industry leader.

Website Hosting: Low rates for domain name registration or transfer, hosting and all of the bells and whistles complete with stats and search engine optimization.

FREE Professional Email Address: NEBB Institute members receive a FREE email address.

Access your email from anywhere complete with contacts, notes, calendar, etc.

Industry Reports: Members can receive FREE specific reports relating to their assignment. Provides credibility and substantiation to every report.

Marketing: Professionally created brochures, letterhead, cards and envelopes available for a member to purchase at a low rate.

Marketing Resources: FREE resources from top marketing, advertising and sales trainers.

Initial Start-Up : Each member leaves training with templates for a Yellow Page ad, marketing letters and power “to get in” ideas. It’s a turn-key system.

… And Much, Much More! © Copyright 2006 by John R. Harris, NEBB Institute, Inc.

CMEA Training Arms You With All The Information You’ll Need To Successfully And Confidently Perform A Certified Machinery & Equipment Appraisal That Holds Up To Scrutiny

Here is a brief preview of what you’ll learn:                   

What is USPAP? Performing a USPAP compliant Certified Machinery & Equipment Appraisal Report.

Machinery/Equipment appraisal profit center.

Typical reasons for an appraisal.

Point-by-point industry “hot buttons”.

Approaches to value.

What is the window of value?

What are NEBB’s rules of thumbs and secrets to success?

What is the industry norm for equipment appraisal fees?

What is considered an item?

Step-by-step instructions on how to bid, conduct, and submit an appraisal.

Is there residual income? How to get it.

Court testimony, selling appraisals and finding values.

Turn-key proven results marketing system.

USPAP compliant Certified Machinery/ Equipment Desktop And Summary Appraisal Report.

Forms you’ll need and why.

Why you don’t need a background in machinery or equipment to be a good and successful CMEA. Exclusive use of NEBB Institute’s Appraisers Database - how to navigate and obtain substantiated values.

Earning your CMEA professional designation by submitting and passing a 100-question written exam and Sample Appraisal Report reviewed by the Director and Board.

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And Much, Much More!

Toll Free (866) 632-2467 www.nebbi.org and www.nebbinstitute.org

Whether You Are In The United States Or In Another Country, You Can Benefit From Earning The Prestigious CMEA Professional Credential!

Here’s A Quick Snap Shot And Overview Of What You Can Expect If You Join The Vast Network Of 450 CMEA’s (Certified Machinery & Equipment Appraisers) Coast-to-Coast And Worldwide….

If You’re An Auctioneer, The CMEA Will Benefit You By:

 Increased auctions  Increased professional credibility  Additional and expanded business opportunities  Reduces the risk of liability  Surpass competition  Make more money

If You’re A Real Estate Appraiser, The CMEA Will Benefit You By:

 Perfect compliment to your appraisal business  Increased professional credibility  Additional and expanded business opportunities  Reduces the risk of liability  Surpass competition  Make more money

If You’re A Business Valuation Professional, The CMEA Will Benefit You By:

If You’re A Business Intermediary, The CMEA Will Benefit You By:

 Substantiated equipment values within the valuation  Increased professional credibility  Additional and expanded business opportunities  Reduces the risk of liability  Surpass competition  Make more money

 ”Earn A Living While You’re Waiting To Make A Killing”  Increased professional credibility  Additional and expanded business opportunities  Get by the gatekeeper  Surpass competition  Make more money  Earn 10 hours of CPE through IBBA If You’re A CPA, The CMEA Will Benefit You By:

 Substantiated equipment values - no more     

guessing or relying on the word of an owner Equipment values hold up to scrutiny before courts, IRS, lenders, and others Additional and expanded business opportunities Reduces the risk of liability Surpass competition Earn 12 hours of CPE through NASB

Secret #7 Two Options For CMEA Training

Group Internet Based CMEA Training You want to earn your CMEA professional designation and start taking advantage of the many benefits it has to offer you and your clients but you can’t get away from the office or we’re training in a location that is just too difficult to get to…

Group Internet Based CMEA Training is for you! It’s like training one-on-one with your own personal instructor. Here’s how it works… If you decide to train in the comfort of your home or office, we’ll rush you a NEBB Institute Training Manual. You’ll also receive a professionally embossed Certified Appraisal Report. The CMEA training class is simultaneous web instruction and conference call with the Trainer and other new members. You will receive the same information as if you were sitting right in the classroom but you don’t need to leave your office! We encourage interaction, questions and answers during the training. Class size is limited to 8.

So hurry and register, we fill up fast!

Group Classroom CMEA Training Two consecutive days with Daniel Hall the Director of NEBB Institute. CMEA training is comprehensive and complete. We’ll cover in detail the standards and ethics of USPAP, how to conduct an appraisal, marketing, and you’ll walk away with a turn-key system that you can immediately implement.

When is the next Group Classroom CMEA Training scheduled?

Thursday—May 26 & Friday May 27 Online “Virtual” Training

I Want To Attend...What Do I Do Next?

1. Review and complete the attached NEBB License Agreement and Membership Agreement.

2. Fax the BOTH and your payment to (866) 992-8669 to reserve your seat!

Questions? Call Toll FREE (866) 632-2467

Here’s The $1,000,000 Question We Want You To Ask… “What Makes NEBB Institute Different From Anyone Else?”

That’s a great question, and we are so glad that you asked! There are other fine associations that deal with equipment appraisal … we’re just different. Here’s just a brief list how we are different … put us to the test! 100% focused on your success in landing and performing Certified Equipment Appraisals;  Comprehensive and intensive instruction;  24/7 support 365 days a year;  Land assignments from national advertising.

We send prospects to the “Locate a CMEA” map;  We display your bio and photo on both websites;  Complete turn-key results proven marketing tool-kit;  120 Fast Start Check List;  FREE list of lenders, CPA’s, & Attorneys when you are perfect aligned and earn the CMEA;  FREE Press Release promoting you;

 Machinery & Equipment Brokerage training;  MEA ReportWriter - the ONLY software for a USPAP compliant Appraisal Templates;  ListServe connecting all Members together easily;  FREE membership into the International Society of Business Analysts;  FREE industry specific reports to substantiate values; and  Monthly newsletter and International Conference Call.