STARTING THE CONVERSATION: USING UNSOLICITED OFFERS TO UNLOCK EXIT PLANNING WITH CLIENTS
Unsolicited acquisition offers are on the rise, and while many business owners dismiss them outright, they represent one of the best opportunities for advisors to initiate meaningful exit planning conversations. Instead of treating these offers as distractions, CEPAs can reframe them as the perfect entry point to demonstrate value, uncover client goals, and activate their CEPA training.
This session will provide a practical framework for using unsolicited offers as a strategic tool to open doors, build trust, and guide clients toward proactive exit planning. Advisors will learn how to ask the right questions—starting with “Have you been getting unsolicited offers?”—and how to use the conversation to position themselves as indispensable partners in shaping long-term outcomes.
Topics of discussion will include:
- How unsolicited offers create natural openings for exit planning conversations
- Key questions CEPAs can ask to uncover hidden client needs and goals
- Frameworks for turning single offers into comprehensive planning opportunities
Learning Objectives:
- Learn how to use unsolicited offers as an entry point for proactive exit planning discussions
- Develop the right set of questions to shift the client's thinking from reactive to strategic
- Create a repeatable process that transforms surprise offers into opportunities for long-term value creation
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
Scott Mashuda is responsible for REAG's growth and strategic vision. He has more than two decades of mergers & acquisitions and business valuation experience. Scott has represented both public and private companies in matters of sale, purchase, valuation, and restructuring. His achievements include chairing the M&A Source in 2023, being named a “40 Under 40” top M&A service provider by The M&A Advisor in 2013, and contributing to the future of finance as an adjunct professor at Duquesne University’s Palumbo Donahue School of Business.