“YOU CAN’T ALWAYS GET WHAT YOU WANT” - VALUATION AND EXIT PLANNING
Many business owners overestimate what their company is worth, creating a dangerous “value gap” that can derail exit plans and retirement goals. This session explores why owner expectations often diverge from fair market value and how advisors can bridge that gap. The session will discuss the valuation process and valuation drivers for any business: normalized cash flow, risk assessments, and growth expectations. The session will also highlight common blind spots for business owners, including customer concentration, reliance on the owner, and lack of recurring revenue. Ultimately, the session aims to demystify the valuation process to deliver better outcomes for business owner clients and identify where advisors can enhance value for their clients. Advisors will walk away with actionable frameworks, case studies, and tools to immediately apply with business owner clients.
Learning Objectives:
- Identify common reasons for valuation gaps between owner expectations and market reality. Discuss the typical business valuation, including process, methodologies, adjustments, and the why.
- Identify key valuation drivers – cash flow, risk, and growth – and discuss common blind spots for business owners impacting valuation.
- Discuss areas of professional advisor collaboration and value enhancement.
About the Presenters:
Hear from industry expert Atticus Frank.
Thank you to our Sponsors
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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
Atticus Frank, CFA, ABV, works from HBK’s Sarasota office as Regional Director of the firm’s Florida Valuation Group, which includes offices in Fort Myers, Naples, Stuart, and Boca Raton. He joined the firm in 2024. Previously he was a Vice President at Mercer Capital, where he was involved in hundreds of valuation engagements. Atticus’ valuation focus includes gift and estate tax, transaction advisory, and dispute and litigation support. His extensive business valuation experience includes financial education, valuation, and other strategic financial consulting to multi-generation family businesses. His responsibilities include developing new business relationships and referral sources in the Florida market. Atticus spent time at D-R Media and Investments, a diversified media company based in Venice, Florida, and served in the role of CFO and led a start-up concert promotion business and division of the company. He currently serves on the State College of Florida Foundation Board of Directors, Sarasota County School Board Financial Advisory Committee, Charlotte Community Foundation Finance and Audit Committee, and the FICPA Valuation, Forensic Accounting, and Litigation Services Committee. Atticus is a member of the Venice, Southwest Florida, and Charlotte County Estate Planning Councils, ACG Tampa Bay, the FICPA, the CFA Institute and CFA Society of Tampa Bay, and the Sarasota Exit Planning Institute Chapter.