Financial advisors spend significant time and money to try and attract and retain business owner clients in the hopes that one day when they sell their business, they will end up with a large lump sum of money to manage. Unfortunately, most financial advisors are using techniques and strategies that are out-of-date and/or simply don't work. Cornerstone commissioned a national study in January 2025 to better understand the mindset of the business owner around the sale of their business. We asked several questions around the financial advisor, what owners expect of them, what they can do to obtain the AUM and what most do to lose the AUM. In this session we will share the critical findings and insights into the study along with proven questionnaires, tools and processes to help ensure the AUM after the sale. The goal of this webinar is to help financial advisors significantly grow their business, with fewer clients.
Learning Objectives:
- Identify the most effective question to ask a business owner client in order to maximize the likelihood of obtaining post-sale assets under management.
- Debunk the most common myth about client retention after a business sale—and analyze how believing it could be costing millions annually.
- Describe and apply a 3-step process to successfully secure AUM following the sale of a client’s business.
- Understand what business owners typically expect from their financial advisor during and after the sale of their business.
- Develop strategies to differentiate yourself and your firm from other financial advisors in a competitive marketplace.
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
Scott Bushkie is the Managing Partner and Founder of Cornerstone Business Services. With more than 20 years in the M&A industry, Scott is a recognized leader in the field, providing exit strategies, sell- and buy-side transitions, along with valuation services in the lower middle market.
Over the years, Scott has successfully executed hundreds of transactions, domestically and internationally, working with private equity firms, family offices, and strategic buyers, both public and private. Scott has the trust and respect of CPA and financial advisor alliances, investment banks, and other professional service firms around the M&A marketplace.
He is a sought-after expert on the M&A market and has been quoted by the New York Times, the Chicago Tribune, and the Associated Press. He writes for regional business papers, including a monthly syndicated column for Gannett. As a keynote speaker, he has engaged audiences from national organizations to local trade groups and international delegations, with a key focus on helping professional advisors and their clients prepare for future business transitions.
Scott is the founder and past chair of the Wisconsin chapter of Midwest Business Brokers & Intermediaries (MBBI) association and also the past chair of the International Business Broker Association (IBBA), the largest association for business brokers and M&A professionals worldwide. In 2014, Scott became the youngest person ever awarded the IBBA prestigious fellow designation. The lifetime award recognizes industry expertise and significant contributions to the profession. In 2017, Scott was named a fellow of the M&A Source, once again the youngest recipient in the organization’s history. Scott is the current chair of M&A Source 2021 and also the current founding president for the Entrepreneurs Organization (EO) Wisconsin chapter.
Among other industry accolades, Scott received the IBBA Closing of the Year award and the Chairman’s Circle Award for 2017. He’s been recognized with the MBBI Outstanding Leadership Award and Member of the Year and as the Wisconsin SBA Emerging Small Business Person of the Year.
In 2018, Scott launched the Cornerstone International Alliance, providing member firms with enhanced buyer reach, access to industry experts, resources, and structured best practice sharing. Operating with the philosophy that success breeds success, the alliance helps top tier lower middle market M&A firms create more value for their clients.
Scott holds the Mergers & Acquisitions Master Intermediary (M&AMI) designation. He is a Certified Business Intermediary and a registered representative of the broker dealer Ceiba Financial with the Series 62 & 63 securities licenses.
Over Several Hundred Million in Sales
Today, Cornerstone is one of the largest lower middle market M&A firms in the Midwest. Operating from offices in Wisconsin and Iowa, its associates have completed several hundred million in sales. The company fields worldwide interest in client opportunities and has led transactions with buyers and sellers based in Europe, Asia and Russia.
Thought-Leader
A thought-leader in the industry, Scott developed the Cornerstone Process to offer investment banking M&A-level services to the lower middle market. The result is a closing ratio that’s more than double the national average.
Published Author and Recognized Speaker
Scott has authored numerous articles on M&A best practices, and his work is syndicated in regional publications. He is a sought-after expert on the national M&A