Evolving Definitions of Ideal Clients: A “Can I Borrow Your Car?” Perspective
Advisors, This week, I want to challenge your thinking around the concept of the “ideal client” — a term that’s central to my Can I Borrow Your Car? referral methodology.…
Are You A Safe Driver? Navigating Collaboration With Other Professionals In The Exit Planning Process
As we wrap up the 2025 Exit Planning Institute Summit — where I’m honored to be the 2024 Member of the Year — I want to share some key insights…
Charismatic Collaboration
This week’s newsletter comes to you from Port Charlotte, Florida, where I’m attending the 2025 Exit Planning Institute Annual Summit. As always, my mind is on collaboration because after connecting…
Introduction to Modern Exit Planning: Setting the Stage for Growth and Collaboration
Exit planning has transformed dramatically in recent years, evolving from a one-time transactional event into a comprehensive, value-driven strategy. Today’s business owners expect more than just a sale — they…
Unlocking Growth and Exit Success: The Power of Centers of Influence and the “Can I Borrow Your Car?” Methodology
This week’s newsletter kicks off a new series on one of the most powerful drivers of business growth and successful exit planning: Centers of Influence (COIs). We’ll also spotlight the…
Navigating the Exit Planning Process: Avoiding Car Wrecks in Business Transitions
Dear Business Owners, Exit Planning Professionals, and Financial Advisors, What’s the biggest risk in exit planning? It’s not just market volatility or valuation swings — it’s the “car wrecks” that…
Simplifying the Referral Process: A Strategic Approach for Financial Services Leaders
Are you ready to fill your sales funnel with more high-quality potential clients than you can handle — while loving the process and building a business that thrives on referrals? …
Authenticity, Vulnerability, and Why Referrals Win In The Age of AI
“Storytelling is a universal language, and its oral tradition is an incredible — but ancient — form of communication. It’s also still wildly effective today.” I was honored to be…
Seizing Opportunities: The Importance of Client Relationships in Financial Planning During Market Turmoil
Market turmoil, such as the current tariff situation and its impact on financial markets, presents both challenges and opportunities for financial planners and advisers in the United States. Those who…
How Hard Are You to Introduce?
Let’s get straight to the point: Do you understand one of the most uncomfortable truths about predictable referrals for serious professionals? Here it is: the more difficult, the more effort,…