Case Study Group Work - Beyond the CEPA Credential: How to Get Business Owners to Act
This case study is structured to address a critical challenge for Certified Exit Planning Advisors (CEPAs): how to successfully attract and engage business owners into holistic planning at the very beginning of the advisory relationship. Many advisors, whether tax professionals, legal experts, wealth managers, or business consultants, struggle with this “failure to launch” problem, even after completing their CEPA credential.
For many CEPAs, the challenge isn’t in understanding exit planning—it’s in getting business owners to take action. Despite having the knowledge, tools, and credentials, many advisors find themselves waiting on the sidelines, unsure how to start meaningful conversations that engage owners early in the process. Business owners are often too focused on day-to-day operations to prioritize long-term planning, making it difficult for advisors to help them see the value of a proactive, structured approach. This gap between knowledge and engagement—where advisors know what needs to be done but struggle to bring owners into the process—is the core of the “failure to launch” problem.
Overcoming the “Failure to Launch” Problem
- Learn how to bridge the gap between exit planning education and business owner engagement by leveraging the Value Acceleration Methodology in your early conversations.
Building Trust and Early Buy-In from Business Owners
- Discover practical language and strategies that resonate with owners, helping them understand the urgency of planning beyond just financial metrics.
Connecting Value Acceleration to Wealth, Tax, and Legal Planning
- Explore how CEPAs can integrate business planning insights into personal financial, tax, and legal strategies to create a truly holistic advisory experience.
Using the Freedom Point Concept to Drive Action
- Understand how translating complex concepts like Wealth Gap and Value Gap into an owner's "Freedom Point" can accelerate decision-making and engagement.
Collaborating with the Right Advisor Team to Increase Owner Readiness
- Gain insights on assembling and positioning a multi-disciplinary advisory team (wealth managers, legal advisors, tax professionals, and value advisors) to improve business and financial outcomes for owners.
