Home / Page Build Expertise in Business & Exit Planning Learn BEI’s proven methodology through hands-on training designed for advisors who want to deliver world-class planning to business owner clients. Book A Demo Learn More World-Class Training That Transforms Your Practice BEI’s training programs fundamentally elevate how you serve business owner clients. Our structured curriculum combines proven frameworks, real-world applications, and expert instruction to give you the confidence and competence to lead high-value business and exit planning engagements. Start Your Journey Choose Your Planning Track BEI supports advisors across two complementary planning approaches Owner Based Planning Pre-exit value growth and operational readiness. Build company value for business owners before transition is on the table. Maximize business growth over time Build company value Prepare for future transition opportunities Exit Planning Transition ready and structured exit process. Help businesses navigate ownership transition with clarity and confidence Structure and execute transition strategy Enable clear communication and process discipline Ensure owner’s personal and financial goals What You’ll Achieve Through BEI Training Clear outcomes designed to strengthen how you plan, deliver and lead business and exit planning engagements. 01 A Repeatable Planning Framework Gain a clear, end-to-end approach for business and exit planning that brings structure to complex client situations. 02 Consistent, Confident Delivery Apply proven methodologies to deliver planning engagements with clarity, consistency and confidence. 03 Stronger Client Impact and Advisor Credibility Gain a clear, end-to-end approach for business and exit planning that brings structure to complex client situations. BEI’s Training Programs We offer both foundational and advanced programs for business and exit planning. Choose the path that’s right for you. Foundational OBP Bootcamp $1,495 Estimated time: 6 hrs Virtual on Demand 60-Day Completion Our training program covering BEI’s business value and growth practices Three Step Owner-Based Planning Process Discovery Guides & Engagement Tools Frameworks & Templates Completion Certificate CE Credit Available Register Now Foundational Exit Planning Bootcamp $1,495 Estimated time: 6 hrs Virtual on Demand 60-Day Completion Our flagship training program covering BEI’s complete Exit Planning BEI Seven Step Exit Planning Process™ Real-World Case Studies Frameworks & Templates Completion Certificate CE Credit Available Register Now Advanced CExP™ Planner $7,290 Flexible timing Virtual on Demand 1 year-completion Our three-stage pathway to earning the CExP™ credential Foundational + advanced courses in exit planning Valuation tools and planning frameworks Real-world case studies CExP™ exam & certification CE credit available Register Now Ready to Get Started? Join the next Bootcamp and start delivering business planning within 30 days. Book A Demo
About Business Enterprise Institute For over three decades, BEI has equipped advisors with the knowledge, tools, and community to help business owners build transferable value and achieve successful exits. Book A Demo Learn More Our Story BEI was founded on a simple but powerful insight: most business owners lack a strategic plan for their most valuable asset. We exist to change that by empowering the advisors who serve them. Our Mission Empower advisors with the structure and support to grow business value and guide successful owner transitions Our Methodology Systematic, research-backed processes that translate complex business and exit planning. Our Community A nationwide network of certified and trusted professionals. Founded by estate planning attorney John Brown, BEI was built on decades of real-world experience working directly with business owners. John developed one of the industry’s earliest structured approaches to exit planning, work that later became the BEI Seven Step Exit Planning Process™️ and helped shape exit planning as a professional discipline. Since our founding in 1991, BEI has trained thousands of financial advisors, accountants, attorneys, and consultants in business and exit planning. Our programs combine deep technical expertise with practical tools advisors can immediately implement with clients. What sets BEI apart is our commitment to both tracks of business ownership, building value throughout the ownership lifecycle through Owner Based Planning and executing successful exit transitions through Exit Planning. This dual approach ensures advisors can serve business owners at every stage of their journey. The BEI Journey A clear, guided path from learning to applying business and exit planning. 1 Build Your Planning Expertise Develop business and exit planning skills through BEI’s training and credentialing programs. 2 Apply the Tools Use BEI’s PlanIt software, templates and assessments to structure and streamline your planning work. 3 Execute Planning Access hands-on coaching and community support from BEI as you work with business owners. Meet Our Team Experienced professionals dedicated to supporting the business and exit planning. Fletcher Brown CEO Felicia Wright Chief Growth Officer Shannon McCullagh VP of Client Success John Brown Founder Ready to Transform Your Advisory Practice? Join thousands of professionals who have elevated their business and exit planning with BEI. Book A Demo Contact Us
The All-in-One Platform for Business & Exit Planning Business Enterprise Institute equips advisors with proven structure, expert guidance, and credible planning tools to deliver business and exit planning with confidence. Let’s Find the Right Exit Planning Solution for You. Or explore BEI programs → Trusted by 2k+ advisors Unsure which fits? Book A Demo The BEI Journey A clear, guided path from learning to applying business and exit planning. 1 Build Your Planning Expertise Develop business and exit planning skills through BEI’s training and credentialing programs. 2 Apply the Tools Use BEI’s PlanIt software, templates and assessments to structure and streamline your planning work. 3 Execute Planning Access hands-on coaching and community support from BEI as you work with business owners. Explore Our Services Browse BEI’s offerings and choose the solution that’s right for you. Training CExP™ Certification Membership Programs Explore All Options Business & Exit Planning Training Comprehensive training programs to build your expertise Foundational Course OBP Boot Camp Self-paced introductory course for guiding owners who aren’t ready to exit and want to grow value. Foundational Course Exit Planning Boot Camp Self-paced course covering core exit planning principles, worksheets, tools, and advisor resources. Advanced Course CExP™ Exit Planner Comprehensive certification program combining foundational + advanced training and more. View more details → CExP™ Certification Become a Certified Exit Planning Advisor (CExP™) through our three-stage training pathway. Foundational Course Exit Planning Bootcamp Our flagship training program covering BEI’s complete Exit Planning methodology Advanced Course Advanced Exit Planning In-depth training on complex deal structures, tax strategies, continuity planning, and growth. Advanced Course CExP™ Designation Exam Case-based credentialing exam to earn the Certified Exit Planner credential. View more details → BEI Memberships BEI offers memberships that grow with your planning work. Foundational Chapter Membership Foundational access to collaboration, referrals, and advisor visibility. Advanced OBP Membership Tools and support for owner-based planning engagements. Comprehensive Exit Planning Membership Tools and support for executing and validating Exit Plans. View more details → Explore All Options Training Programs Comprehensive training programs to build your expertise CExP™ Certification Become a Certified Exit Planning Advisor (CExP™) BEI Memberships BEI offers memberships that grow with your planning work. Explore All Programs → Business & Exit Planning Training Comprehensive training programs to build your expertise Foundational Course OBP Boot Camp Self-paced introductory course for guiding owners who aren’t ready to exit and want to grow value. Foundational Course Exit Planning Boot Camp Self-paced course covering core exit planning principles, worksheets, tools, and advisor resources. Advanced Course CExP™ Exit Planner Comprehensive certification program combining foundational + advanced training and more. View more details → CExP™ Certification Become a Certified Exit Planning Advisor (CExP™) through our three-stage training pathway. Foundational Course Exit Planning Bootcamp Our flagship training program covering BEI’s complete Exit Planning methodology Advanced Course Advanced Exit Planning In-depth training on complex deal structures, tax strategies, continuity planning, and growth. Advanced Course CExP™ Designation Exam Case-based credentialing exam to earn the Certified Exit Planner credential. View more details → BEI Memberships BEI offers memberships that grow with your planning work. Foundational Chapter Membership Foundational access to collaboration, referrals, and advisor visibility. Advanced OBP Membership Tools and support for owner-based planning engagements. Comprehensive Exit Planning Membership Tools and support for executing and validating Exit Plans. View more details → Explore All Options Training Programs Comprehensive training programs to build your expertise CExP™ Certification Become a Certified Exit Planning Advisor (CExP™) BEI Memberships BEI offers memberships that grow with your planning work. Explore All Programs → Everything you need to build a stronger advisory practice. BEI Membership gives you access to the full system behind successful business and exit planning. With proven frameworks, training, software, tools, and hands-on support, you can work more effectively with business owners and grow your planning services. What You Get From BEI Membership: 01 Proven Methodology 25+ years of refinement with BEI’s Seven Step Exit Planning Process™ and Three Step Owner-Based Planning Process. 02 Comprehensive Training Access Boot Camps, courses, and/or the CExP™ certification track, with opportunities for ongoing learning. 03 Advisor Coaching Opportunities for coaching, plan reviews, and advisor collaboration to support your development as a planner. 04 Community & Events Engage with a national network of advisors through forums, roundtables and member events. 05 PlanIt Planning Software Use BEI’s integrated software to build business and exit plans with guided workflows and client tools. 06 Templates & Resources A library of templates, assessments, and guides to support every stage of planning. 07 Client-Ready Deliverables Access polished reports, white papers, and presentations that elevate your client conversations. 08 Webinars & Member Updates Stay current with regularly released webinars, tools and practice insights. Explore Memberships Ready to Build Your Business Planning Strategy Join thousands of advisors who trust BEI to deliver comprehensive, professional business and exit planning services. Book A Demo Explore All Programs
Home / Page Maintain Your CeXP™ Certification Stay current, stay credentialed, and stay ahead with continuing education designed for practicing exit planning professionals. Book A Demo Learn More Why Renewal Matters BEI’s certification program is more than just a credential; it’s a dedication to being the best in your field. Renewal demonstrates your ongoing pursuit of knowledge and your pledge to provide clients with the most up-to-date and effective strategies. By renewing your certification, you’re investing in your professional growth and solidifying your position as a leader in the exit planning industry. It showcases your commitment to excellence and sets you apart as a trusted advisor. Start Earning Credit 01 Preserve Your Credential Engage with a national network of advisors through forums, roundtables and member events to maintain your status. 02 Stay Competitive Strengthen expertise as the industry evolves and standards advance 03 Signal Commitment Show clients you’re dedicated to continuous professional growth 04 Learn Continuously Access fresh insights, case studies, and advanced techniques Renewal Requirements Simple, straightforward requirements to maintain your CEXP™️ credential Complete CE Credits Required 30 credits required per 2 years Participate in approved learning activies throughout the year. BEI and non-affiliated events are eligible. Pay Annual Dues Required Annual $200 USD Required each year to maintain active status. Ethics Commitment Required Annual Acknowledge adherence to BEI professional standards Practice Documentation Recommended As needed Demonstrate ongoing practice in exit or business planning. Earn CE credits through multiple options available to BEI members and non-members. BEI Members Membership Advantage: Access CE-eligible programs and events through the BEI Member Portal. Members can earn CE credits by: Attending National Technical Web Conferences and Coaching Calls Participating in monthly BEI training programs Attending BEI chapter meetings Attending the BEI National Conference Accessing on-demand BEI training videos Accessing BEI National Conference recordings All CE-eligible programs and events for members are available through the BEI Member Portal. Sign in to the Member Portal Non-Members Earn CE credits through CE-eligible BEI events or with a BEI membership. Non-members can: Register for CE-eligible BEI events Purchase BEI National Conference recordings (Eligible for up to 15 CE credits) Purchase any BEI membership, including Chapters. Become a Member CE-Eligible Events Purchase Credits Submit Your CE Credit To maintain your CExP™ designation, you must complete 30 CE credits every two years. At least 15 credits must come from BEI programs. Submit Submit CE credits once every two years, during your CE reporting year. For example, if 2025 is your reporting year, submit programs completed in 2024–2025 by December 31, 2025. How to Submit Complete the submission form Fill out and upload the CE tracking spreadsheet Upload supporting CE documents Submit all programs at one time, if possible Important Submissions must be made through the form Email submissions are not accepted Here’s a link to our client success team who can answer questions: support@exitplanning.com Download BEI Submission Spreadsheet CE Credit Submission Form
Home / Page The CExP™ Roadmap: A Structured Path to Exit Planning Certification Earn the premier professional designation for exit planning advisors through our proven three-stage training and certification pathway. Book A Demo Learn More A Clear Path to Exit Planning Developed over 25+ years of working with thousands of advisors, the CExP™ pathway represents the gold standard in exit planning certification. You’ll learn not just what to do, but how to do it—with practical tools, templates, and methodologies you can implement immediately. Start Your Journey Your Certification Journey Three progressive stages designed to build comprehensive exit planning expertise 01 Foundation Building Start with the Exit Planning Boot Camp to master core concepts, frameworks, and the BEI methodology. 02 Advanced Strategies Complete the Advanced Exit Planning Series (AExP) to deepen expertise in complex deal structures and implementation. 03 Certification Achievement Pass the CExP™ Designation Exam and join the elite community of certified exit planning professionals. Complete BEI Training Roadmap Three progressive investments that build upon each other to deliver comprehensive certification Foundational Exit Planning Bootcamp $1,495 Estimated time: 6 hrs Virtual on Demand 60-Day Completion Our flagship training program covering BEI’s complete Exit Planning What You’ll Get: BEI Seven Step Exit Planning Process™ Real-World Case Studies Frameworks & Templates Completion Certificate CE Credit Available Purchase Now Advanced Advanced Exit Planning Course $4,000 Estimated 30+hours Virtual on Demand 1 Year Completion Training on complex deal structures, tax strategies, and continuity planning What You’ll Get: Deeper expertise in advanced Exit Planning Valuation tools and planning frameworks Real-world case studies Certificate of completion CE Credit Available Prerequisite: Bootcamp completion. Purchase Now Advanced CExP™ Certification Exam $1,795 Estimated 15+hours Virtual on Demand 1 Year Completion Case-based credentialing exam to earn the Certified Exit Planner credential. What You’ll Get: Comprehensive certification examination CExP™ professional designation rights Official certification seal and badge Listing in BEI certified advisor directory Prerequisite: Bootcamp & Advanced Exit Planning Course completion. Purchase Now Completion times may vary by individual Purchase Full Package There’s More After Certification Your CExP™ designation is just the beginning. BEI Membership provides ongoing tools, resources, templates, and community support to help you continuously grow your business and exit planning practice. Explore Membership Benefits Renewal Information Related Resources How Advisors Are Confidently Adding Exit Planning to Their Practice Advisors who move beyond transactional work and begin guiding business… Read More Maximize Business Value with Owner Based Planning In today’s dynamic business environment, strategic planning is more critical… Read More Exit Planning Is a Whole-Person Journey How to recognize and respond to the emotional roadblocks owners… Read More Load More
Home / Page Build Expertise in Business & Exit Planning Learn BEI’s proven methodology through hands-on training designed for advisors who want to deliver world-class planning to business owner clients. Book A Demo Learn More World-Class Training That Transforms Your Practice BEI’s training programs fundamentally elevate how you serve business owner clients. Our structured curriculum combines proven frameworks, real-world applications, and expert instruction to give you the confidence and competence to lead high-value business and exit planning engagements. Start Your Journey Choose Your Planning Track BEI supports advisors across two complementary planning approaches Owner Based Planning Pre-exit value growth and operational readiness. Build company value for business owners before transition is on the table. Maximize business growth over time Build company value Prepare for future transition opportunities Exit Planning Transition ready and structured exit process. Help businesses navigate ownership transition with clarity and confidence Structure and execute transition strategy Enable clear communication and process discipline Ensure owner’s personal and financial goals What You’ll Achieve Through BEI Training Clear outcomes designed to strengthen how you plan, deliver and lead business and exit planning engagements. 01 A Repeatable Planning Framework Gain a clear, end-to-end approach for business and exit planning that brings structure to complex client situations. 02 Consistent, Confident Delivery Apply proven methodologies to deliver planning engagements with clarity, consistency and confidence. 03 Stronger Client Impact and Advisor Credibility Gain a clear, end-to-end approach for business and exit planning that brings structure to complex client situations. BEI’s Training Programs We offer both foundational and advanced programs for business and exit planning. Choose the path that’s right for you. Foundational OBP Bootcamp $1,495 Estimated time: 6 hrs Virtual on Demand 60-Day Completion Our training program covering BEI’s business value and growth practices Three Step Owner-Based Planning Process Discovery Guides & Engagement Tools Frameworks & Templates Completion Certificate CE Credit Available Register Now Foundational Exit Planning Bootcamp $1,495 Estimated time: 6 hrs Virtual on Demand 60-Day Completion Our flagship training program covering BEI’s complete Exit Planning BEI Seven Step Exit Planning Process™ Real-World Case Studies Frameworks & Templates Completion Certificate CE Credit Available Register Now Advanced CExP™ Planner $7,290 Flexible timing Virtual on Demand 1 year-completion Our three-stage pathway to earning the CExP™ credential Foundational + advanced courses in exit planning Valuation tools and planning frameworks Real-world case studies CExP(™) exam & certification CE credit available Register Now Ready to Get Started? Join the next Bootcamp and start delivering business planning within 30 days. Book A Demo
Become a Certified Exit Planner (CExP™) or Build Your Foundation with a BEI Boot Camp BEI’s Certified Exit Planner (CExP™) designation is the industry’s most trusted credential for advisors who want to lead business owners through a proven business Exit Planning process. Whether you’re building your foundation with one of BEI’s On-Demand Exit Planning or Owner Based Planning Boot Camps or pursuing full certification through the CExP™ pathway, we provide a structured learning experience to help you become a confident and capable Exit Planning professional. Sign Up Now Learn More Your Roadmap to Certified Exit Planner (CExP™) Certification 1 BEI Exit Planning Boot Camp Begin with foundational training in business Exit Planning fundamentals. 2 CExP™ Exit Planning Course Build expertise with in-depth training on succession, tax, continuity, and value growth strategies. 3 CExP™ Exam Complete a case-based assessment to demonstrate your expertise and earn the CExP™ designation. Business Exit Planning Training Programs: BEI On-Demand Boot Camps and Certified Exit Planner (CExP™) Certification BEI’s Certified Exit Planner (CExP™) designation is the industry’s most trusted credential for advisors who want to lead business owners through a proven business Exit Planning process. Whether you’re building your foundation with one of BEI’s On-Demand Exit Planning or Owner Based Planning Boot Camps or pursuing full certification through the CExP™ pathway, we provide a structured learning experience to help you become a confident and capable Exit Planning professional. Owner Based Planning Bootcamp Learn how to structure and deliver comprehensive owner based plans.$1495 Sign Up Now ✓ Learn the Three Spheres of Owner Based Planning ✓ Identify owner goals, readiness and planning opportunities ✓ Facilitate business planning focused conversations ✓ Use discovery guides and engagement tools to make product-focused recommendations Exit Planning Bootcamp Learn how to structure and deliver comprehensive business exit plans.$1495 Sign Up Now ✓ Learn The Seven Step Exit Planning Process™ ✓ Apply the BEI Exit Planning framework ✓ Define advisor roles and collaborate as a planning team ✓ Use Exit Planning tools for plan design and delivery Certified Exit Planner (CExP™) Designation Package For advisors who want to go beyond the fundamentals and earn their Certified Exit Planner (CExP™) credential.$6495 Sign Up Now ✓ BEI Exit Planning Boot Camp ✓ CExP™ Exit Planning Course: in-depth training on succession, tax, continuity, and value growth strategies ✓ CExP™ Exam: case-based assessment to demonstrate expertise and earn certification ✓ Access to BEI resources, planning tools and advisor community ✓ Recognition as a Certified Exit Planner (CExP™) Coming soon: Owner Based Planning Designation Package World-Class Training That Drives Real Results BEI’s training programs are nationally recognized as the gold standard in Exit Planning education. Whether you’re looking to add business succession planning to your wheelhouse, or want to become a leader in the industry, we’re here to help you on your journey. There’s more after certification. Advisors who earn their CExP® and join BEI as members unlock the full potential of Exit Planning. Membership includes a comprehensive suite of engagement tools, customizable deliverables, and ongoing coaching from a network of experienced professionals. Everything we teach is built for real-world use—giving you the resources to implement, succeed, and turn your expertise into revenue. Explore Membership Options
Royal Bank of Canada Advisors – Earn your Approved CExP™ Certified Exit Planner credential with BEI. Gain the structured training, comprehensive tools, and expert support to guide RBC clients through strategic Exit Planning. RBC advisors qualify for discounted pricing when you sign up for BEI’s CExP™ certification program. Learn More Contact Your RBC Representative Why RBC Advisors Choose BEI’s CExP™ Certified Exit Planner Credential RBC-Approved Training: Our CExP™ program is officially recognized by RBC for advisor professional development. Client-Centric Expertise: Distinguish your advisory practice with deep expertise in Exit Planning strategies that resonate with business owners. Enhanced Credibility: Elevate your position and win trust faster with official CExP™ status. Your Roadmap to Certified Exit Planner (CExP™) Certification for Royal Bank of Canada Advisors 1 BEI Exit Planning Boot Camp Begin with foundational training in business Exit Planning fundamentals. 2 CExP™ Exit Planning Course Build expertise with in-depth training on succession, tax, continuity, and value growth strategies. 3 CExP™ Exam Complete a case-based assessment to demonstrate your expertise and earn the CExP™ designation. Contact Your RBC Representative CExP™ Certification Pricing for Royal Bank of Canada Advisors Certified Exit Planner (CExP™) Designation Package For advisors who want to go beyond the fundamentals and earn the Certified Exit Planner (CExP™) credential.$6495 Sign Up Now ✓ BEI Exit Planning Boot Camp ✓ CExP™ Exit Planning Course: in-depth training on succession, tax, continuity, and value growth strategies ✓ CExP™ Exam: case-based assessment to demonstrate expertise and earn certification ✓ Access to BEI resources, planning tools and advisor community ✓ Recognition as a Certified Exit Planner (CExP™) Stand Out as a Trusted Royal Bank of Canada Advisor with your RBC-Approved CExP™ Exit Planner Certification BEI’s training programs are nationally recognized as the gold standard in Exit Planning education. Whether you’re looking to add business succession planning to your wheelhouse, or want to become a leader in the industry, we’re here to help you on your journey. Contact Your Account Representative There’s more after certification. RBC Advisors who earn their CExP™ and join BEI as members unlock the full potential of Exit Planning. Membership includes a comprehensive suite of engagement tools, customizable deliverables, and ongoing coaching from a network of experienced professionals. Everything in our Exit Planning curriculum is built for real-world use—giving you the resources to implement, succeed, and turn your expertise into revenue. Explore Membership Options Meet your RBC representative, Sheryl Kaplan. Give her a call or email her — Sheryl would love to help you get started! OFFICE HOURS Monday – Friday: 8am – 5pm MST (we honor major US holidays) CALL DURING OFFICE HOURS (303) 551-9677 EMAIL ANYTIME skaplan@exitplanning.com More Professional Insights from BEI Exit Planning Articles More Articles Chapter Network and collaborate$2400/yr Sign Up Now ✓ Local Chapter Membership ✓ Revenue generating collaboration ✓ Trusted advisor network ✓ Monthly meetings ✓ Quarterly events ✓ Member Directory
In today’s dynamic business environment, strategic planning is more critical than ever. Owner Based Planning provides a robust framework that guides clients toward sustainable success. This approach focuses not only on immediate gains but also on building a resilient foundation that can withstand future uncertainties. By prioritizing value creation, risk mitigation, and continuity planning, Owner Based Planning empowers advisors to offer a comprehensive service that addresses the unique needs of business owners. Owner Based Planning offers a structured process that enables advisors to deeply understand their clients’ objectives and craft personalized recommendations. It positions advisors as trusted partners, facilitating growth and stability for businesses at every stage of development. There are three core areas to Owner Based Planning: 1. Building Business Value: Strategies for Growth The cornerstone of Owner Based Planning is the ability to enhance business value. This involves implementing strategies that boost profitability, streamline operations, and foster leadership development. Advisors can utilize this framework to identify key areas for improvement and provide tailored solutions that drive growth. Whether through cash flow optimization, management development, or strategic investments, the goal is to establish a thriving business environment that can sustain itself over time. Moreover, Owner Based Planning encourages advisors to think beyond traditional growth metrics. It emphasizes the significance of developing a robust management structure that can adapt to change and seize new opportunities. By concentrating on leadership development and succession planning, advisors can assist business owners in ensuring that their growth is not only rapid but also sustainable, paving the way for future success. 2. Mitigating Risks: Protecting Your Business Future Business risks are inevitable; however, with the right planning, they can be managed effectively. Owner Based Planning equips advisors with the tools to help clients identify and mitigate potential risks. This includes safeguarding against financial, legal, and operational vulnerabilities that could jeopardize a business’s stability. Through comprehensive risk assessments and tailored insurance solutions, advisors can protect their clients’ interests and provide peace of mind. Key risk mitigation strategies involve developing personal financial plans, securing key person insurance, and establishing effective asset protection measures. By addressing these critical areas, advisors can help business owners minimize the impact of unforeseen events and maintain operational continuity. This proactive approach not only safeguards the business but also supports its long-term objectives, ensuring that it can thrive in any environment. 3. Ensuring Continuity: Planning for Longevity and Success Ensuring business continuity is a vital aspect of Owner Based Planning. Advisors are responsible for developing strategies that secure the future of their clients’ businesses, enabling seamless transitions and long-term sustainability. This involves creating continuity plans that consider potential leadership changes, ownership transfers, and market shifts that could impact the business’s trajectory. By focusing on continuity planning, advisors can help business owners prepare for the future, whether through buy-sell agreements, continuity bonus programs, or structured buy-out deals. These strategies are designed to maintain the business’s operational integrity and ensure ongoing competitiveness in the marketplace. By planning for longevity, advisors empower business owners to leave a lasting legacy and achieve their long-term goals. Transforming Your Practice with Owner Based Planning For business advisors looking to differentiate themselves in a competitive market, Owner-Based Planning offers a transformative opportunity. By adopting this strategic approach, advisors can expand their service offerings and add more value to their clients. It allows them to move beyond transactional relationships and establish lasting partnerships. Discover what Owner Based Planning can do for your practice.
How to recognize and respond to the emotional roadblocks owners face when planning their exits. Most advisors know this moment well: a business owner says they want to exit on their terms, yet months (or years) pass with no meaningful action. You’ve shared financial models, talked timelines, and outlined next steps—only to be met with hesitation or silence. It’s not that they don’t understand the plan. It’s that they’re not emotionally ready to follow it. It’s Not Just Business—It’s Personal Most owners have spent decades pouring their energy, identity, and purpose into their businesses. When you bring up the idea of selling or stepping away, you’re not just introducing a transaction. You’re introducing a life change. As Steven Furtado, Co-Founder of Savoir Wealth and a former business owner himself, explains: “The idea of selling their business is both daunting and bittersweet. After all, businesses are built with immense pride, sacrifice and an investment of time, energy and resources… There is a deep emotional attachment to the business, and the thought of letting go often feels like letting go of a part of themselves.” From Planning Your Business Exit: A Professional And Personal Perspective, via Forbes How to Spot Emotional Resistance Here are a few signs you’re dealing with emotional—rather than rational—resistance: These aren’t signs of disinterest. They’re signals of emotional hesitation. How to Navigate Exit Planning Emotion with Clients Here are three ways you can support your clients through the emotional side of Exit Planning: 1. Name What’s Normal “You’ve built something meaningful—it’s completely understandable that this isn’t easy.” A simple statement like this validates their emotions and builds trust. It also helps reframe inaction as something human, not a flaw. 2. Ask Questions That Invite Reflection Try: These kinds of questions shift the conversation from logistics to legacy—and can open up new motivation for action. 3. Reframe the Exit as a Transition Like Steven Furtado advises, encourage owners to view the exit as a gateway rather than an end. Many owners wrongly associate Exit Planning with walking away entirely, when in reality, most plans allow for phased transitions, reduced hours, or advisory roles. You can say: “Exit Planning doesn’t mean walking out tomorrow. It means setting you up to have more choice—on your terms.” That emotional shift—from loss to possibility—is often the breakthrough moment. Don’t Wait for a Wake-Up Call Furtado notes that many owners don’t take action until something external forces their hand—a health scare, burnout, or a life change. But those moments often reduce options and value. As advisors, we can do better for our clients. We can help them plan when the business is still thriving, so they can exit from a place of strength—not reaction. A More Effective Exit Planning Conversation The most effective Exit Planning conversations are human-first. They combine business logic with emotional intelligence. They build a plan, yes—but they also build confidence and clarity. So the next time you meet an owner who “agrees but delays,” don’t double down on numbers. Pause. Ask. Listen. Then help them move forward—not just as an owner, but as a whole person preparing for their next chapter. Need help bringing the emotional side into your Exit Planning process? Let’s talk. Contact us at 303‑321‑2242 or email us to learn how to support your clients more effectively.
Core Insights Breaking Through: How to Overcome Barriers in the Exit Planning Market Last week, we explored the common roadblocks advisors face when introducing business owners to the Exit Planning process. Many owners believe they can wait until they’re ready to exit or assume they don’t have the time right now to begin planning. But as experienced advisors know, the only way to exit on your terms—your timing, your buyer, your value—is to start planning today. So, Where Do You Begin in the Exit Planning Market? You may be looping in your head, wondering: Who should I be talking to? How do I start a conversation? Will they even listen to me? Reach the Right Business Owners: Leverage Your Professional Network Start by connecting with other professionals who already serve business owners—accountants, attorneys, bankers, consultants. These individuals can be invaluable allies. When you demonstrate how Exit Planning benefits their clients and creates new opportunities for their firm, you lay the foundation for a mutually beneficial relationship. Focus on how collaboration helps everyone win—especially the business owner. Start the Conversation: Lead with Education, Not Sales Education is the most powerful, cost-effective tool at your disposal. Business owners don’t want to be sold to—they want insights, solutions, and clarity. Use storytelling, client success examples, and practical tips to communicate the value of early planning. You’re not alone in educating clients about the urgency of planning. Experts like Douglas R. Batts Sr. are making national headlines calling on Baby Boomer business owners to start Exit Planning now—before it’s too late. Sharing insights like this can reinforce your message and help overcome skepticism. Consistent, educational outreach—like a well-crafted newsletter with links to content like the article above—keeps you top of mind when owners are ready to act. It also positions you as a trusted resource rather than just another service provider. Get Business Owners’ Attention: Build Your Exit Planning Thought Leadership Establish your credibility across multiple channels—articles, blogs, webinars, speaking engagements, podcasts, and yes, even social media. While business owners might not follow you directly, their inner circle does. When your content resonates with someone they trust, it’s more likely to be shared—and remembered. Be sure to: Make it easy for people to access your content—and for new Exit Planning or Owner Based Planning opportunities to find you. What Comes Next? Turn Exit Planning Clients into Advocates Your first few Exit Planning clients are your strongest advocates. As you deliver real value and build trusted relationships, referrals will follow. Over time, your network grows—and so does your influence.
Using Insurance to Protect and Grow Business Value Insurance professionals may not always be seen as the first stop for business owners seeking long-term guidance—but their deep, ongoing client relationships uniquely position them to lead impactful conversations. Through business planning, insurance advisors can go beyond product placement and begin uncovering business owners’ personal, financial, and strategic goals. By using frameworks like Owner Based Planning, insurance professionals can identify planning gaps, initiate value-building strategies, and align their services with both business continuity and future growth. With Owner Based Planning, insurance advisors can shift from product-centric service to strategic partnership—helping owners align business performance with personal and financial priorities, while laying the groundwork for future success and continuity. Three Core Responsibilities of the Insurance Advisor As part of the business owner’s advisory team, insurance professionals bring critical value by: Owner Based Planning empowers insurance professionals to lead with questions about the owner’s vision for the business—rather than waiting for retirement or transition planning to emerge. Step One: Understanding Owner Goals Begin by helping the owner define income needs—during their lifetime, at retirement, and in the event of disability or death. These discussions are foundational in OBP, which emphasizes planning around the owner’s values and future aspirations. Step Two: Evaluating Business Value and Risk in Insurance Advisor-Led Business Planning Support the valuation process for insurance, estate, or gifting purposes. Identify income deficiencies and coverage gaps that could impact the owner’s family or business in unforeseen circumstances. This risk-based insight adds immediate value, even if a transition isn’t on the horizon. Step Three: Preserving, Protecting & Promoting Value Insurance advisors play a direct role in strengthening business value through protection strategies. This includes: Key person coverage is especially critical when a business’s value is tied to the contributions of specific individuals. It ensures that the business can absorb the financial impact of losing a key employee, fund temporary leadership, or support recruiting efforts—helping the company maintain momentum during a difficult transition. Carriers like Pacific Life offer a range of planning solutions, advanced markets support, and executive benefit solutions that empower insurance professionals to deliver more value through business planning. These resources can enhance your ability to support owners with strategies like deferred compensation, key person coverage, and retirement income planning. Step Four: Preparing for Future Liquidity Events Even if a sale or succession is years away—or uncertain—insurance professionals can help assess whether the business is on track to meet the owner’s eventual financial goals. Owner Based Planning encourages earlier, broader conversations that focus on readiness, not timelines. Step Five: Planning for Business Transitions with Advisor-Led Insurance Solutions In insider transitions (e.g., to children, co-owners, or key employees), insurance professionals help: More Owner Based Planning recommendation examples. This level of planning ensures that if anything happens to a future owner or the current one, the business remains stable and the owner’s financial goals stay on track. Step Six: Insurance Advisor-Led Business Continuity & Contingency Planning Help review and update Buy-Sell Agreements, recommend Stay Bonuses for key employees, and ensure contingency plans are consistent with the owner’s broader goals. These strategies are vital for both single-owner businesses and multi-owner enterprises—and often overlooked until it’s too late. Step Seven: Family Wealth and Estate Planning Review the owner’s estate plan to ensure it aligns with current business structures, valuation realities, and personal goals. Insurance funding can help cover estate taxes, enable wealth transfer, and ensure financial security for future generations. Connecting Insurance Advisor Strategy to Business Owner Goals Through Owner Based Planning, insurance professionals become more than policy providers—they become trusted guides in long-term planning, value creation, and legacy protection. You don’t have to wait for an owner to ask about leaving the business. By leading with thoughtful questions and strategic insight, you help them build a stronger business today—and a more secure future tomorrow. Learn how to bring Owner Based Planning into your insurance advisory approach.
