THE TRUST COLLAPSE: WHY OWNERS ARE CHOOSING ADVISORS DIFFERENTLY THAN THEY DID TWO YEARS AGO
Something changed in the last 24 months, and it is showing up in your pipeline.
The owner who should have signed took another three months to decide. The referral who used to call you already sold now runs his own background check first.
You are doing the same work you always did. Your prospects are evaluating it differently.
Pew asked 5,000 Americans whether it matters if a human or a machine wrote what they are reading. 76% said yes. Only 53% believe they can tell. That doubt does not stay in their news feed. It follows them into your proposal, your website, and the article you actually wrote yourself at eleven at night.
Advisors sell judgment, and judgment is the hardest thing to prove.
Steve Gordon shares what the research says, what is working for the advisors still closing, and the moves that make expertise provable instead of merely claimed.
You will leave with a clear read on what has changed, and what to do about it when you get to the office tomorrow.
Learning Objectives:
- Explain the three converging trends (a 52-year collapse in institutional trust, the rise of permanent uncertainty, and the AI content explosion) and why they have made owners slower to commit to any advisor
- Identify where their own firm currently relies on claims that a prospect has no way to verify, and recognize why credentials and polish no longer do the work they did five years ago
- Apply a framework for converting hard-won expertise into provable, ownable credibility that works when they are not in the room
- Assess the proof assets their clients’ businesses carry into a transaction, and where a lack of verifiable credibility quietly suppresses valuation
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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Private Business Owners
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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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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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Members of Family Business Boards
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Business Consultants
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Professional Advisors
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Business Owners
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Other Business Professionals
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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
Steve Gordon is a 2-time entrepreneur, bestselling author, speaker, and founder of Million Dollar Author™, where he helps entrepreneurs gain credibility, land clients, and create “category of one” positioning with a bestselling book in 90 days. Author of 5 books, including The Million Dollar Book and Amazon #1 Unstoppable Referrals, Steve has guided 200+ experts in turning ideas into market-defining books.