DEVELOPING YOUR GO TO MARKET STRATEGY TO ACQUIRE BUSINESS OWNER CLIENTS
This module will begin by helping you understand the exit planning network of professionals you need to build—who they are, how you find them, and how you partner with them.
You'll also learn the important questions you need to answer for your practice in order to be successful in this space, including deciding on your exit planning process, determining your process for executing business valuations for your clients, and determining how you'll deliver on helping clients create their plan for what they'll do post-exit.
From there, discover how to put process in your practice by developing a defined, repeatable process for each investment and wealth management service you offer, a method for communicating those processes, as well as the three primary revenue opportunities prior to the liquidity event.
This is all about embedding yourself with business owner clients far before the liquidity event with a defined set of deliverables that will support the right partnerships and create revenue opportunities.
About the Presenter:
Hear from industry expert Lee Small.
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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
Lee Small is the RIA Channel Sales Manager for Manulife John Hancock Investments, In this role, Lee leads the firm’s RIA distribution team, working with RIAs and family offices nationwide. Previously, he was a divisional sales manager overseeing investment product distribution in the central United States. He is a highly sought after keynote speaker specializing in practice management topics related to the business owner client segment. Prior to joining John Hancock Investment Management in 2016, Lee held senior sales positions with firms such as Lincoln Financial and AXA.