Guest Contributing Author: John Warrillow, CEO of the Value Builder System
We know that the number of small business owners getting ready to transition out of their business and head towards retirement is growing. However, only a fraction of them have a business that is truly ready to sell. But as an exit planner, how do you find these people? And once you’ve found them, how do you show off your expertise, without going straight to the hard sell?
Here at The Value Builder System™—an EPI partner—we’ve just released a new white paper that contains six lead generation tools you can implement immediately. These are proven approaches already in use by some of our top advisors around the world. Whether you need help boosting your online presence, or you prefer to introduce yourself and your skills in person, this white paper provides real case studies about how practitioners just like you have found success.
Ready to get reading? Download the white paper today.
[Live Webinar] Sneak Peek: How The Challenger Sale Will Help You Build Your Practice
Sales have changed. Now that your prospects use the internet to research just about everything, they no longer need to call you to learn about what you do. In many cases, they’ve done their own research well in advance of any contact you have with them. This access to information has fundamentally changed how people buy. There also needs to be a fundamental shift in how we sell, which is the thesis presented in the best-selling book, The Challenger Sale.
Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions like exit planning. The authors’ study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one- The Challenger- delivers consistently high performance.
John Warrillow, founder of The Value Builder System™, shares how The Challenger Sale method is the best approach to building your exit planning practice. You’ll also receive valuable insights into the minds of business owners based on John’s 20 years of researching SMBs. Armed with the Challenger Sale method, you’ll be well equipped to convert leads into engaged clients.
- Highlights of The Challenger Sale, the go-to sales method used by top-performing salespeople
- The 5 types of salespeople and a sure-fire way to self-diagnose your style
- Key insights into the mind of the business owner that you can use in sales conversations
- Immediately applicable principles to drive profits
Join the Broadcast on September 11.
- Date: Tuesday, September 11
- Time: 12:00 P.M. – 12:30 P.M. ET
- Presenter: John Warrillow, founder of Value Builder System
- Cost: Free to Attend
The Value Builder System™ is a statistically proven tool used by business advisors around the world to help their clients improve the value of their business and get a better deal upon their exit.
If you’re passionate about leveling the playing field for business owners, let us introduce you to one of our product specialists so we can learn more about your practice and discuss whether The Value Builder System™ is a good fit for you.
About Exit Planning Institute:
The Exit Planning Institute (EPI) is an education company that provides exit planning education to advisors and middle market business owners. We view exit planning as a strategy, not an event.
EPI leads the professional services profession with the best industry content, ongoing support, and owner education platform, all of which align with our mission: Change the outcome.
Only 2 out of every 10 businesses that come to market actually sell. We want to increase the number of saleable businesses.
Only 30% of family businesses successfully transition to the second generation, only 12% transfer to the third, and the success rates diminish from there. We want to improve those intergenerational transitions.
Of those that succeed in the sale of their business, 75% experience “profound regret” within one year of exiting their business. We want to understand why and create strategies that achieve profound success, wealth, and satisfaction.
EPI is an education company, powered by an elite community of top advisors and owners, all focused toward creating a valuable, transferable future for the business marketplace.