1. Exit Planning Sales Funnel Management
Your Critical Path to Engaging Business Owners
and Selling Exit Planning and Value Acceleration
© 2016 Exit Planning Institute

2. Lead Sources & Sales Channels
Campaigns
COIs & Client Referrals
Social Media
Website/SEO
PR/Media
Sponsored Events
Purchased Lists
Direct Mail
Existing Clients
Lead Sources & Sales Channels
© 2016 Exit Planning Institute

3. Consider your client book opportunity
Existing Clients
© 2016 Exit Planning Institute

4. Existing Clients Your Corporate Clients 66% Baby Boomers
50% Transitioning in 0-5 years
Middle 60%
READY NOW
© 2016 Exit Planning Institute

5. Apply the Math 5000 Corporate Clients 3000 Baby Boomers
1500 Exiting in 0-5 Years
900 Interested
450
Would Act Now
© 2016 Exit Planning Institute

6. How to Sell Exit Planning Services Workshop
5000 Corporate Clients
Your
Corporate
Clients
Market Opportunity
ADVISOR OPPORTUNITY:
$850M of Wealth Transfer
$85M financial planning fees
$5M in ACC fees
$5M in Legal fees
$12M in Value Advisor fees
$21M in Transaction fees
300 Middle Market Businesses 6%
$5-100M
in Sales
200 Baby Boomers
63%
Baby
Boomers
150 Exiting Soon
Next
0 to 10
Years
100
Would Act Now
“Action
60%”
© 2016 Exit Planning Institute

7. Engage Structural Capital Email COIs Social Media Website/SEO
CRM System
Content Marketing
PR/Media
Inbound Marketing
Sponsored Events
Private Events
Speaking Engagements
Referral Programs
Direct Mail
Webinars
Lead Generation
© 2016 Exit Planning Institute

8. The Relationship
© 2016 Exit Planning Institute

9. Funnel Manager Bi-Weekly Meetings Develop Hot Lists “The Windows”
Develop Different Campaigns
Continue to Drip. Example; Gifting books to owners to build rapport and educate on unfamiliar services (Every Family’s Business, Willing Wisdom, Finish Big, Walking to Destiny, Beyond Survival)
Funnel Manager
© 2016 Exit Planning Institute

10. Deliver quality education and opportunities for an owner to sell themselves.
Hosting owner focus groups or roundtables.
Hosting advisor dinners to educate referral sources.
Sending out whitepapers and newsletters with quality content.
Gifting books to owners to build rapport and educate on unfamiliar services (Every Family’s Business, Willing Wisdom, Finish Big, Walking to Destiny, Beyond Survival)
Educate vs. Sell
© 2016 Exit Planning Institute

11. Exit Planning is BUSINESS STRATEGY
What is Exit Planning?
© 2016 Exit Planning Institute

12. The Advisor of the Future
Our Capabilities…
Not only Manage and Grow wealth, but Harvest and Preserve
Change the paradigm of business owners
Educator not a sales person or business advisor
Connect with owner professionally and personally
Manage teams; both advisors and the owners
Training, resources and support. Elevate your practice level.
The Advisor of the Future
© 2016 Exit Planning Institute

13. Visit www.OwnerReadiness.com