HOW TO HANDLE AN OWNER'S OBJECTIONS TO EXIT PLANNING/OWNER CONFLICTS
When working with Tom and Mary on their advisory team, they voice several concerns and objections to your suggested strategies and implementations. How do you highlight the benefit of your work while also being cognizant of their concerns? In this session, you will work through a hands-on case study to develop your 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:
- Understanding how to mitigate owner concerns over price and timeframe of the exit strategy.
- Detailing the importance of preparing an owner to exit at any time, not just when they feel they would like to exit.
- How does the owner keep their exit plan confidential from their customers and employees? What are your recommendations?
- Why is an valuation done for estate planning not important for the success of their exit?
About the Presenters:
Hear from industry experts Natalie Schnider, Josh Blum, and Michael DeSiato.
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.