Assisting a business owner with an Exit from their business is a complex planning engagement. So, how can a single advisor handle this daunting task effectively? The only answer to this question is 'to become aware of Exit Strategy techniques and to coordinate resources to address the client's issues'. Organized thought is your greatest ally in this fragmented and complex planning area.

One of the major points that an advisor can begin to understand is that they are truly in a privileged position to assist with this type of planning. Often times advisors believe that a business owner either knows what they need to do to exit their business, or that the business exit is someone else's responsibility (or, more accurate, opportunity). In truth, there is a lack of reliable information available to business owners today. Therefore, a trusted advisor can open the conversation with any of the questions listed in this Paper and, without being (or claiming to be) an expert in Exit Strategies, can assist their business owners with the most complex financial transaction of their lives.

Advisors do not have to become experts in Business Owner Exit Strategies to assist their business owner clients and prospects. The objective is NOT to master the ART of Mergers and Acquisitions as a prelude to becoming dealmakers for these business owners. The objective IS to initiate conversations on a delicate topic that is of paramount importance to that business owner; to inquire into areas of concern and to provide information relevant to those issues. This is a natural extension of the 'advice-giving' process that advisors enjoy imparting to their clients. We believe that the questions in this Paper will assist you in raising your awareness of this practice area and how you can participate in it.

Asking great questions is the hallmark trait of a trusted advisor. By asking questions that are on point with a client's concerns, that advisor demonstrates understanding and respect for the client as well as sets a proper foundation for the client-advisor relationship. In the process of asking the right questions, advisors position themselves as a knowledgeable resource to that business owner's Exit Strategy formation.

We start with the most important question of all,'What Does the Business Owner Want'? A trusted advisor with the confidence to ask this seemingly innocuous question will be surprised by the conversation that it opens with that business owner. What this question will do (if you let it) is begin a long and meaningful dialogue about exiting that business. The business owner will see you as a trusted source of information that can be gathered and applied to their individual situation. From this conversation, your relationship can strengthen as resources are delivered to answer specific questions and to deliver your valuable service.

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