The Core Exit Planning Skill

Room: Anacacho

7:30 am - 8:30 am

MARKETING & BUSINESS DEVELOPMENT

Meet Your Presenter

SESSION OVERVIEW

A comprehensive exit plan requires participation by multiple professionals. Each brings a specific area of technical skill to the table. Highly skilled advice is useless, however, if it falls on deaf ears.
In this session we will discuss how to position yourself as a “psychological fiduciary,” someone who is seen not only as putting the client’s interests first, but who also has the credibility to call the client’s own beliefs into question.

Success as a trusted advisor comes from understanding the motivations and fears of a business owner, and establishing this credibility from the very first meeting. We will discuss specific techniques for establishing rapport, disagreeing without challenging, and shifting between the roles of coach and consultant.

MEET THE PRESENTER

EMAIL | LINKEDIN | WEBSITE

Meet John Dini: John F. Dini is a business coach, consultant and author of the award-winning books Your Exit Map: Navigating the Boomer Bust and Hunting in a Farmer’s World, Celebrating the Mind of an Entrepreneur, as well as11 Things you Absolutely Need to Know about Selling Your Business. He also writes a column for Baby Boomer business owners at Awakeat2oclock.com. He is the founder of the ExitMap® system for client engagement and speaks to business owners and their advisors throughout North America about understanding the options that exit planning provides.

Learn more about the expert by visiting the speaker profile.

 

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Continuing Education (CE) Credits

CPE: 1 hours
CFP®: 0 unit
CEPA: 1 credits

LEARNING OBJECTIVES

Attendees will learn the following key takeaways:

  • Structuring an initial prospect interview
  • How to dig for a client’s real motivation in asking for your advice
  • How to select the subjects that matter most
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