The Six Stages Of Business: Exit Planning Edition


The Six Stages Of Business: Exit
Planning Edition

How to Manage the Emotions and Expectations that Sabotage Deals

Denial, anger, bargaining, grief, acceptance, euphoria… Buying and selling businesses is an emotional journey. Business owners constantly cycle through a range of emotions. Sometimes they’re rational feelings. Sometimes they aren’t. But these emotions frequently sabotage deals. Owners overvalue their companies and get offended when what they want isn’t offered. Sellers worry about overpaying. And that’s just the beginning.

As business advisors, you’ve probably seen it all. The egos. The blow ups. The lawsuits. How you manage the steps in the process and negotiate the pitfalls makes all the difference. We’ll go inside the mind of business owners (both sellers and buyers) and give you insights into what they’re feeling and how you can respond to help them break the cycle and successfully move through the sale process.


Learning Objectives:

  • Learn how different advisors experience your client and how to work together
  • Understand the emotional cycle that business owners go through that often hinders clear decision making
  • Learn how to recognize denial and bargaining behavior and how to address it
  • Tips on how to break your client out of the cycle so you can help them close the deal


About the Presenters:

Learn from industry experts Barb Morgan-Browning, Founder of One Complete Business, and Marc Hertz, Founder of One Complete Business, about how to manage the emotions and expectations that sabotage deals.

Meet the Presenters


This meeting will be held at 70 West Madison.

Address: 70 West Madison, Suite 230, Chicago, IL 60602


The EPI Local Chapter is different than other groups because it brings together a diverse group of professionals from a wide range of specialties that can naturally work collaboratively on exit planning, succession planning, value growth, transaction or any engagement from both sides of the equation. The chapter meets regularly to network, reconnect, grow knowledge, and sharpen their skills with a common goal: Change the outcome for transitioning business owners. Make plans to join us for future events and connect with the local leadership by visiting

About the Presenters

Barb Morgan-Browning

Barb Morgan-Browning

Founder of One Complete Business


Marc Hertz

Marc Hertz

Founder of One Complete Business


Continuing Education

This meeting qualifies for the following continuing education credits:

One (1) CPE hour

One (1) CFP® Credit (pending approval)


NOTE: Proper documentation must be collected and submitted to qualify for continuing education. For questions regarding awarded continuing education credits, please contact Josh Koza at