Exit planning is a high-value engagement, but it happens once. The larger opportunity is the decade before it: 91% of owners aren’t selling this year; they’re building. This session makes the case for the practice that sits between now and the exit: an ownership-years strategy the advisor runs with every business-owner client, every year, across four connected disciplines. Protecting the business and owner, aligning compensation and tax, integrating wealth outside the business, and planning the eventual transfer. Together these form a framework, The PAID Architecture™: Protect, Align, Integrate, Distribute. Running them as one annual review is what elevates the advisor from a single specialist to the lead advisor: the one who diagnoses the owner’s priorities and coordinates the tax, insurance, investment, and legal work around them, year after year. It turns a one-time transaction into a recurring relationship, and positions the advisor to lead the exit itself when it comes.
Learning Objectives:
-
Explain why the ownership years, not just the transaction, are the larger opportunity for advisors who serve business owners
-
Apply the four disciplines of The PAID Architecture (Protect, Align, Integrate, Distribute) to an owner during the ownership years
-
Show how leading and coordinating these disciplines each year, without personally specializing in every one, positions the advisor as the owner’s lead advisor rather than one specialist among many
-
Build a repeatable annual planning cadence that turns one-time exit work into a recurring, coordinated engagement
Event Details
Who Should Attend?
-
Attorneys
You have close relationships with clients, and can benefit from being the first advisor to introduce the idea of exit planning.
-
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.
-
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.
-
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.
-
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.
-
Insurance Professionals
Exit planning addresses the 5 D's. So do you. Approach the risk conversation differently with exit planning.
-
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.
-
Estate Planners
Exit planning is a natural fit for estate planners who want to operate more holistically with their owner clients.
-
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.
-
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.
-
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.
-
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.
-
Members of Family Business Boards
-
Private Business Owners
-
Other Professional Advisors
Regardless of your unique specialty, there is seat at the exit planning table for you. Learn more at www.EarnCEPA.com.
-
Business Owners & Their Trusted Advisors
-
Business Owners
-
Other Business Professionals
-
Business Consultants
-
Professional 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
Matt Hertig is the Founder and CEO of Owner Advisory Group and a Certified Exit Planning Advisor. He spent nearly twenty years building an analytics technology company that made the Inc. 5000 six times, then exited. Today he helps advisors bring structured wealth planning to business owners during the ownership years, not just at the transaction. He is the author of Owning Differently and the creator of the Owning Differently Platform.