Many advisors are experiencing the "Trust Recession" within their own sales process, having to do "free consulting", by educating and chasing/following-up with their prospects… with only declining results to show for it. Organic growth in the profession is declining, so every single initial prospect meeting is mission-critical to the growth of their practice. Getting more leads is often not the real issue, converting the leads they already have, is the true hidden issue, not often discussed, that they must solve to maximize their profits and grow their businesses. If they don’t break out of the Trust Recession cycle were they're being "shopped" against other less qualified advisors, their growth will ultimately be stunted. Advisors in a low-volume/high-margin model, with long sales cycles and multiple steps, being forced to “chase” potential clients -- happens because they don't have a trust-based model in place, to collapse their sales cycle into one single trust-based conversation.
Learning Objectives:
- How to make the sale in a competitive-free zone
- Why your next sale hinges on a split-second decision
- How to stop being the “pharmacist” and start being the “doctor”
- The keys to collapsing your sales cycle to one single trust-based conversation
- How to stop doing free consulting and chasing leads that don’t call you back
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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Private Business Owners
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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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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
Ari Galper, is the author of six best-selling books and is the world’s number one authority on trust-based selling for exit, growth and financial advisors. He is also the founder of AriAI: Your 24/7 Private Trust-Based Selling Mentor. He has been featured in Financial Advisor Magazine, Advisor Perspectives/Vettafi, AdvisorPedia, AdvisorHub and many others. He was a recent speaker at the Financial Planning Association National Conference and was interviewed recently by Kevin Harrington of Shark Tank. He has defined the state of selling in today’s economy as the “Trust Recession”.
If you’re in a low-volume/high-margin business, and you have a long sales cycle, with multiple steps, causing you to “chase” potential clients, Ari has created a completely unique inbound lead generation model that is designed to scale.