HOW TO EFFECTIVELY JOIN AN OWNER'S ADVISORY TEAM/FIRST MEETING WITH OWNER
Tom and Mary’s CPA heard about your services from another local CPA, with whom you have worked in the past, and has requested lunch with you to learn more about your services. How will you approach this initial meeting with the CPA and express your expertise and interest in working with the owner on their advisory team. In this session, you will work through a hands-on case study to develop your conversation skills. Through this case study, you will collaborate with an interdisciplinary team of advisors to gain experience you can directly apply to your practice.
Learning Objectives:
- How would you approach the conversation?
- How would you get Tom and Mary to open up?
- What key concepts/questions might you ask to intrigue the owners?
- What educational programs and materials might you suggest to the owners to get more educated?
- Discuss the role of each advisor on Tom and Mary’s advisory Team.
- Discuss and prepare a sales script for the initial meeting with the owners.
About the Presenters:
Hear from industry experts John Clidas and Marc Solomon.
Event Location
Event Details
Who Should Attend?
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Attorneys
You have close relationships with clients, and can benefit from being the first advisor to introduce the idea of exit planning.
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CPAs/Accountants
Owners participating in the State of Owner Readiness research continue to indicate that you are the No. 1 "Most Trusted Advisor." You are a natural fit to lead the exit planning team and deepen your relationship (and retention) of next generation owners.
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Wealth Managers
You’re a skilled relationship person. Being entangled into your clients’ professional lives matters as you build a strategy to manage their wealth upon them harvesting it from their business. Exit planning allows you to build a deeper relationship with your client, expands your COI network, while giving you an early seat at table well before the liquidity event.
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Financial Advisors
One of the critical ‘legs of the stool’ is personal financing planning. An owner must have a strong financial plan & contingency plan post-transition to enable them to thrive in the next act of the lives personally and financially. Exit planning brings this future mindset into the present. Exit is now.
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Valuation Analysts
Valuation is both a billable engagement AND an opportunity to provide owners some perspective on how to accelerate value drivers (and deal with value killers). Use exit planning to make that valuation into a longer term value acceleration engagement.
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Investment Bankers
Only 2 of every 10 businesses that come to market actually sell. Learn how exit planning can bring attractive AND ready business to your purview.
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Estate Planners
Exit planning is a natural fit for estate planners who want to operate more holistically with their owner clients.
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Strategic Consultants
One of the most critical roles in exit planning is building transferable value. Strategic consultants have the ability to expand options and drive rapid business value that affect performance today.
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Insurance Professionals
Exit planning addresses the 5 D's. So do you. Approach the risk conversation differently with exit planning.
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Mergers & Acquisition Advisors
Proper exit planning causes less deals to fall through at the last minute. Connect with CEPAs to build your healthy deal flow network.
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Commercial Lenders
One of the best relationships a business owner makes is with their banker. How can you help your corporate clients think about the future and ensure financial continuity? Answer: exit planning.
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Family Business Advisors
More than 50% of lower middle market business owners would prefer to transition to the next generation. Help them succeed with exit planning strategies.
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Other Professional Advisors
Regardless of your unique specialty, there is seat at the exit planning table for you. Learn more at www.EarnCEPA.com.
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Private Business Owners
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Members of Family Business Boards
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Professional Advisors
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Business Consultants
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Other Business Professionals
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Business Owners
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Business Owners & Their Trusted Advisors
EXIT PLANNING IS GOOD BUSINESS STRATEGY
The Exit Planning Institute, provides Financial Advisors, Accountants, Consultants, and other advisors of business owners with the critical education to differentiate themselves and add value to their existing client relationships through a credential, conference, courses, and content. Download the CEPA brochure for more information.
ABOUT THE PRESENTER
Meet Mike DeSiato:
Mike started his career in public accounting in 1977 upon his graduation from Florida International University (FIU) with his Bachelor’s degree in accounting. Soon thereafter, he went back to FIU to obtain his Master’s degree in taxation. Mike was elected the Managing Partner of his firm and led the sale of the firm to a national firm in the late 1990s. During his 40+ years in public accounting, Mike has worked with mid-sized businesses and their owners, advising them primarily on tax and financial matters becoming their most trusted business advisor.
Around a decade ago, Mike started to notice a trend emerging among his mid-sized business owner clients. More and more of his clients started to reach out to him on the issue of exiting their businesses. In response to this emerging need, Mike started to focus his attention on the issue of exit planning and obtained the necessary training and certifications to become proficient in this line of work. He achieved the CExP (Certified Exit Planner), the CEPA (Certified Exit Planning Advisor) and the CVGA (Certified Value Growth Advisor) designations.
Since then and upon his retirement from public accounting, Mike founded his own Exit Planning and Advisory Firm- Business Transition Specialists. LLC where he works with many mid-sized business owners and their companies helping them to successfully navigate the most significant financial event of their lives – the successful exit from their businesses on terms that are consistent with their personal and financial goals.
Mike also started the Fort Lauderdale Chapter of the Exit Planning Institute and currently serves as its President.
Meet Michael Schuster:
Michael Schuster is a seasoned executive-entrepreneur and investment banker having significant experience founding, operating and exiting several businesses over the last 35 years. Today, Michael works closely with lower and middle market executives, entrepreneurs, owner/founders, and family-owned businesses identifying and optimizing well planned exits, recapitalizations, and divestitures typically ranging in revenues from $10 million to $200 million with EBITDA from $2 million to $20 million. Helping stakeholders realize a great outcome in a sell-side representation is what really provides Michael with the ultimate satisfaction in each transaction. Michael joined Cross Keys Capital’s industrial and manufacturing generalist practice in 2019 covering a broad range of industries including a concentration in the aviation and aerospace industry.
Prior experience includes, serving as a business intermediary at World Business Brokers, focusing on sell-side engagements for well-planned exits, including succession plans, retirement, partner separations, and unplanned life events. Prior to this, Michael’s career experience includes Executive Management and CFO of Super Transport, a $60 million middle market Logistics and Less-than-Truckload Freight Transportation business which he exited after twenty-five years. Super Transport was a startup which Michael helped grow to over 800 employees and 1,000pieces of equipment in seventeen facilities. Michael has also served as CEO of a nutritional supplement manufacturer and distributor, as well as Managing Partner/Officer of a real estate portfolio of industrial and special use properties. The entrepreneurial skills gained through owning and operating businesses enables Michael to identify with middle market companies and entrepreneurs as an effective hands-on advisor.
Michael earned a Bachelor of Science degree in Business Finance from the University of Miami with a double major in Supply Chain and Logistics/Transportation. Michael is a native of the state of Connecticut and made his way down to Florida over 40 years ago. When not laser-focused on completing an M&A transaction, Michael enjoys spending time with his beautiful wife traveling around the world now that his three incredible children are following in his footsteps by leading successful careers.
ProfileJohn has been helping individuals and families achieve their financial goals for over 35 years. He is a CPA by background and spent over 11 years in public accounting. His last role in public accounting was as South Florida Director of Personal Financial Planning for KPMG - one of the world’s largest accounting firms. John also holds the AICPA’s Personal Financial Specialist (PFS), Certified Financial Planner® (CFP®), Chartered Financial Consultant® (ChFC®), and Accredited Estate Planner® (AEP®) designations.. He holds a BS in accounting and an MS in taxation from Long Island University and brings additional value to clients with this background. John joined Synovus in April 2019 after spending over 20 years with the Private Wealth, Trust and Investment Management divisions of two large financial services firms. John presently serves as a Senior Relationship Manager with Synovus Trust Company, N.A. He remains extremely passionate about working with a team of specialist partners to help individuals and their families achieve their current lifestyle, retirement and, legacy goals. In his spare time, John enjoys running (having completed marathons on all 7 continents), participating in triathlon events (Ironman distance), SCUBA diving, flying (instrument rated private pilot), traveling, reading, Broadway theater, spending time with family and friends, and, giving back to the community through his involvement in various charitable and professional organizations. He is a past Vice Chair of the Boys and Girls Clubs of Broward County, serves in several different capacities with the George Snow Scholarship Fund, and served as 2021/2022 President of the Greater Boca Raton Estate Planning Council (he still serves on this Board).