As I look at what is emerging in the years ahead, I feel business exit planning remains the most fertile ground for our firm.
I have three marketing strategies I am implementing to take advantage of this growing market. First, we are going back to all the companies I have met through the years (clients or not) and reintroducing the concept of exit planning. Second, we are aggressively using Internet marketing tools to introduce several booklets and white papers we have written for this market. Third, we are building strategic alliances with other advisors in the field to cooperatively market together to our combined spheres of influence.
I also have always, dating back to 1977, used what I call my "Three Circles of Wealth" story with business owners. This addresses issues common to almost all successful business owners. They need to deal with these simultaneously — wealth accumulation (retirement and liquidity); wealth succession (transfer of business plus retention of key people); and finally wealth preservation (estate planning and liquidity risk management).
