The Collaboration Tax
I had a conversation last week with two financial advisors at a firm in the Midwest. Both are CEPAs. One has held the designation for nearly five years. The other…
Are You a Sales Organization? If Not, You Will Struggle as an Advisor to Business Owners and a CEPA
Let me start with a question that makes a lot of advisors uncomfortable, usually because they already know the answer. Are you a sales organization? Not “do you sell.” Not…
The Transition from Expert to Advisor: How Smart Professionals Enter Exit Planning the Wrong Way
One of the most common and least discussed problems in professional services is this: What happens after you decide what you want to do? You’ve got credentials. You’ve got experience.…
The Art of Collaboration in Exit Planning: Why Referrals and Risk Mitigation Matter More Than Ever
I recently had one of those rare moments of absolute clarity. As someone who has spent a lifetime in the world of referrals and trusted relationships, I’ve always known the…
How to Select the Right Investment Banker: A Guide for Financial Advisors Navigating Exit Planning
Fellow Advisors, I’m committed to helping financial advisors like you deliver exceptional value to your clients—especially when it comes to one of the most critical moments in a business owner’s…
Why Referrals — and Human Relationships — Matter More Than Ever in the Age of AI
I recently came across this post about executive coaching being paused and replaced by AI. It’s a conversation I know is happening in boardrooms and client meetings across the financial…
The Role of Value Advisers in Exit Planning and Client Relationships
In the world of exit planning, clarity around the role of the value adviser is essential. While you’ll hear terms like “coach” or “consultant” tossed around, a true value adviser…
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…
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…