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Business Owner Prospecting and Engagement
A CEPA® Mastery Series
Course Overview
Business Owner Prospecting and Engagement equips Certified Exit Planning Advisors with the insights and strategies necessary to attract, engage, and retain business owner clients.
Grounded in industry research and practical application, this course helps advisors go beyond theory, transforming data into actionable strategies, conversations into commitments, and one-time engagements into long-term relationships. Through structured progression, participants will master the art of positioning themselves as indispensable advisors in the exit planning process.
Attendees will gain further knowledge on:
- Interpreting and leverage modern business owner data from the industry
- Confidently applying Value Acceleration language and tools towards targeting potential business owner clients
- Educating potential clients without feeling like you are “selling” to them
- Building your brand to separate yourself in the marketplace
CEPA® Mastery Series Format
- Five-week online program
- Weekly 90-120 min modules, to be completed by weeks end
- New tools and resources provided with each module
- Live virtual Q&A session with instructors
- 40-question online exam in week five
- Earn CEPA Mastery Series certificate upon passing exam
Course Details
Early Bird Price for first 50 to register.
Course Schedule
For more details on other EPI Academy courses, download the brochure.
Upcoming Course Dates
Course Curriculum:
- Module 01: Business Owner Data
- Reviewing business owner statistics on exit readiness from over 1,800 surveyed owners.
- Conducting an in-depth analysis of over 5.2 million messages sent to business owners.
- Analyzing how business owners vary based on generational characteristics.
- Harnessing the available data to customize your business development process.
- Module 02-03: Language and Tools
- Discussing key conversation starters and unique collateral specifically designed to share with business owners.
- Integrating Value Acceleration language and terminology into your approach and personal brand in way that clearly presents your value.
- Tailoring language used based on business owner demographics and background.
- Displaying how advisors can bring value in the preparation of a third-party sale
- Module 04: Pre-Engagement
- Establishing a baseline to build your center of influence as an advisor with value acceleration knowledge
- Generating and engaging new business owner leads that lead to client commitment
- Educating potential client leads without feeling like you are “selling” to them
- Module 05: Marketing and Branding
- Leveraging your differentiators to reach owners and win engagements
- Building an integrated marketing strategy unique to your role on the owner's team
- Utilizing various marketing channels to promote yourself to your target prospects
Develop Your Owner Engagement Strategy
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