Agenda

We are pleased to offer you an incredible lineup of quality sessions with approved certified credits that meet your annual professional continuing education needs.  Explore the agenda by clicking the tabs.

Continuing Education Credits

2018 Exit Planning Summit is approved for: 16 CPE Hours | 11 CFP® Credits

Post-Summit Advanced Workshops are approved for: 7 CPE Hours | 7 CFP® Credits

01:00 PM
01:00 PM - 04:00 PM

EPI President's Circle Workshop

This is a private session for the presidents of the 25 EPI chapters across the network.
04:30 PM
04:30 PM - 06:30 PM

Pre-Conference Registration Happy Hour

Get in early, check in for the Summit, and reconnect with your colleagues and partners at the casual Summit Happy Hour!
07:00 AM
07:00 AM - 07:30 AM

Registration & Breakfast

Didn't check in on Sunday night? Not a problem! Come down early on Monday morning for registration and continental breakfast. Grab a cup of coffee and a seat before the first session of the day.
07:30 AM
07:30 AM - 08:30 AM
General Session - CPE Credit: 1 HR

The Challenger Sale: How to Build your Professional Practice in the Age of Perfect Information

Sales have changed. Now that your prospects use the internet to research just about everything, they no longer need to call you to learn about what you do. In many cases, they’ve done their own research well in advance of any contact you have with them. This access to information has fundamentally changed how people buy. There also needs to be a fundamental shift in how we sell, which is the thesis presented in the best-selling book, The Challenger Sale. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions like exit planning. The authors’ study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one- The Challenger- delivers consistently high performance. In this session, John Warrillow, founder of The Value Builder System™, will take you through how to build your advisory practice using the proven Challenger Sale method, as specifically applied to exit planning services. So, whether you’re just getting started in this business or wanting to take your practice to a new level, you’ll walk away with practical and tactical steps to immediately apply to your marketing funnel and sales conversations. You’ll also receive valuable insights into the minds of business owners based on John’s 20 years of researching SMBs. Armed with the Challenger Sale method, you’ll be well equipped to convert leads into engaged clients.
08:30 AM
08:30 AM - 08:40 AM
General Session

Summit Kickoff

Exit is Now: Plan Accordingly | Opening remarks by our leader, Scott Snider, EPI Vice President, setting the tone for the Exit Planning Summit and examining the use and purpose of the first-of-its-kind interwoven case study experience.
08:40 AM
08:40 AM - 09:40 AM
Opening Keynote Session - CPE Credit: 1 HR | CFP® Credit: 1 HR

[FEATURED] Every Family's Business

Every day more than 10,000 adults turn 65. Many are business owners who continue to struggle against the overwhelming cultural bias to keep a business in family hands by gifting stock at the estate level. Every day approximately 7500 Adults die in this country thrusting businesses into the hands of family who are either ill-prepared, ill-equipped and dis-interested in operating the family business. With 9 out of every 10 businesses being family owned and controlled, a staggering number of businesses will never come to market. Tom Deans Ph.D. builds the case for the exit planning process to begin with a discussion of a business owner’s legal will. That 125 million American adults don’t have one, including 52% of all business owners, is not a problem, but rather an epic opportunity for advisors. For those business owners who do have a legal will, most are badly outdated and never shared with the intended beneficiaries. Deans will show how an advisor can turn a conversation about estate planning into a larger conversation about protecting family wealth by selling a family business, and dividing cash — something vastly easier than dividing an operating business.
09:40 AM
09:40 AM - 10:00 AM
Exit Solutions Marketplace

Exhibits & Refreshments

Meet the experts, partners, and solutions that top exit advisors need to take their firm to the next level.
10:00 AM
10:00 AM - 10:50 AM
Breakout Session [1] - CPE Credit: 1 HR | CFP® Credit: 1 HR

Partial Liquidity Events, Management Buyouts, and Generational Transfers

In this session, you’ll learn how private equity firms partner with owners, family members, and incumbent management teams to achieve their ultimate exit strategy through a recapitalization, management-led buyout, or generational transfer. We’ll use real case studies to identify the types of situations where a private equity firm would be applicable and the benefits of each exit strategy.
10:00 AM
10:00 AM - 10:50 AM
Breakout Session [2] - CPE Credit: 1 HR | CFP® Credit: 1 HR

Ensuring Tomorrow: Transforming Managers into Successful Owners

No exit is successful unless the owner gets paid the full value of a business. Transforming a successor from a manager into a leader and owner is critical if the business is to thrive. In this program we'll discuss the behaviors and competencies needed to be an effective leader and a successful business owner. We'll cover why each competency matters and how to develop them in a successor. In addition, we'll discuss strategies for reducing the successor's dependence on the owner along with strategies to implement in order to ensure the successor's development. Attendees will come away with the insights and guidance they'll need to help clients succeed in their exit.
10:00 AM
10:00 AM - 10:50 AM
Breakout Session [3] - CPE Credit: 1 HR | CFP® Credit: 1 HR

Myth-busting: How employee ownership can be a real option for business succession

Learn about employee ownership as an exit strategy, and how it can be a viable option, especially when there's not a family member ready to take the reins. Because this is less familiar option, it's typically not 'on the menu' for retiring business owners and exit planners. We can help you understand how it works, overcome the myths, and break it down to make it easy to understand – both for you and your clients. Myth #1: My employees don't want to buy the business Myth #2: My employees couldn't get the money to buy the business Myth #3: My employees can't run the business
10:50 AM
10:50 AM - 11:10 AM
Exit Solutions Marketplace

Exhibits & Refreshments

Meet the experts, partners, and solutions that top exit advisors need to take their firm to the next level.
11:10 AM
11:10 AM - 12:00 PM
Breakout Session [4] - CPE Credit: 1 HR | CFP® Credit: 1 HR

Business Acquisition and Shareholder Buyout Financing Utilizing SBA 7a Loans

11:10 AM
11:10 AM - 12:00 PM
Breakout Session [5] - CPE Credit: 1 HR

Compensating & Retaining Key Employees

Steve Beatty Financial Solutions for Business Nevada
11:10 AM
11:10 AM - 12:00 PM
Breakout Session [6] - CPE Credit: 1 HR | CFP® Credit: 1 HR

Post-Merger Integration

12:00 PM
12:00 PM - 01:30 PM
Hosted Luncheon | General Session - CPE Credit: 1 HR | CFP® Credit: 1 HR

The Exited Owner Q&A Panel Discussion

Exited owners have a valuable story to tell that business owners and advisors alike can learn from. Join this hosted luncheon and listen in to an experienced group of successful leaders who know what is means to experience "exit." Moderated by Gary Rzucidlo, CEPA, BNY Mellon Wealth Management
01:30 PM
01:30 PM - 02:30 PM
General Session - CPE Credit: 1 HR

"Exit is Now" Cliff Note Takeaways

There are too many good sessions at the conference and they are all relevant to the case study experience. Join EPI CEO/President Chris Snider as he takes the main stage to recap the big takeaways from each concurrent session.
02:30 PM
02:30 PM - 02:50 PM
Exit Solutions Marketplace

Exhibits & Refreshments

Meet the experts, partners, and solutions that top exit advisors need to take their firm to the next level.
02:50 PM
02:50 PM - 04:50 PM
General "Power" Session - CPE Credit: 2 HR

[FEATURED] Power Sessions: Advisor Pitfalls addressed in 7 Powerful Talks by 7 Real-World Experts

Julie Keyes speaker thought leader Justin Goodbread, CFP, CEPA, Founder of Heritage Investors and Author of Financially Simple Kent McKown Lorenzo Carver Sean Hutchinson CEO speaker thought leader
Our seven experts will deliver a short, frank, and impactful speech in 15 minutes or less on the seven topics specifically relevant to the exit planning professional: How to Build an Exit Planning Team, How to Create a Revenue-Producing Marketing Strategy, How to Ask an Owner the Right Questions, How to Scale a Business, How to Leverage Your Personal Brand, How to Motivate an Owner to Work on Exit Strategy, and How to Impact Value Drivers & Killers.
04:50 PM
04:50 PM - 05:00 PM
General Session

Day One Takeaways

Connect with the cross-session takeaways that pertain to the case study experience.
05:00 PM
05:00 PM - 06:00 PM
General Session - CPE Credit: 1 HR | CFP® Credit: 1 HR

The Concentration-Diversification Matrix: An Alternative Framework for Charting the Business Owner’s Journey

For private business owners, success is often the result of concentration – concentration of time and effort, talent, customers, decision making, ownership and, ultimately, wealth.
06:00 PM
06:00 PM - 07:30 PM

[CHARITY RECEPTION] The Annual Summit Giveback

Mix, mingle, unwind, bid, and do some good! We are pleased to support the needs of Abe's Garden, an Alzheimer's care center in Nashville that is changing the way Americans handle a growing tragedy. This event is sponsored the leaders of the EPI Nashville Chapter: BNY Mellon Wealth Management, 2nd Generation Capital, LLC, and Carr Riggs & Ingram, LLC
07:00 AM
07:00 AM - 07:30 AM

Registration & Breakfast

Come down early on Monday morning for registration and continental breakfast. Grab a cup of coffee and a seat before the first session of the day.
07:00 AM
07:00 AM - 08:00 AM
General Session - CPE Credit: 1 HR | CFP® Credit: 1 HR

What to Expect When You’re Expecting – Private Equity, The First 100 Days

While the effective business transformation to drive shareholder value post acquisition is ongoing and relentless, many of the most easily measurable actions often take place within the first 100 days. Activities performed in the first three months constitute the set-up of a value creation road map pertaining to costs, assets, and sales, but ultimately it begins with strategic vision, people and data. Over this period, management and the board develop a five- to seven-year plan, agreeing on new markets, channels, or products; assessing the people and capital needed to execute these initiatives; and developing an explicit set of new metrics and corresponding management incentives. Private Equity firms use this foundation and groundwork throughout its investment to develop, monitor and ultimately realize shareholder value.
08:00 AM
08:00 AM - 08:10 AM
General Session

Day Two Kickoff

08:10 AM
08:10 AM - 09:10 AM
General Session - CPE Credit: 1 HR | CFP® Credit: 1 HR

Managing the Rumor Mill

There are many things to consider when buying or selling a company. More often than not, the focus is on the financial side of the deal, but what about the uncertainty that can arise as a result of the dreaded rumor mill? In an industry where rumors can run rampant, focusing on the brand, people, and cultures involved in a transaction is paramount. The key is learning to look beyond the terms of the deal. People are involved on both sides of every deal and communication is the holy grail. Your communication strategy, or lack thereof, can negatively impact a deal pre-, during, and post-transaction. This session will offer lessons on how companies need to think beyond the terms of the deal and focus on the soft side of every transaction to manage rumors and enable success.
09:10 AM
09:10 AM - 09:30 AM
Exit Solutions Marketplace

Exhibits & Refreshments

Meet the experts, partners, and solutions that top exit advisors need to take their firm to the next level.
09:30 AM
09:30 AM - 11:00 AM
Breakout Groups - CPE Credit: 1 HR

[PART ONE] Exit is Now: Case Study Group Working Session

11:15 AM
11:15 AM - 12:30 PM
Keynote Session - CPE Credit: 1 HR | CFP® Credit: 1 HR

[FEATURED] Win the Millennial Race and Address Cross-Generational Conflict

What is your company doing to stay relevant, connect and drive engagement with the next generation? Don’t be left behind. Your company must understand the dramatic shift taking place in the workplace and the marketplace. Today, there are 2.4 billion millennials, they represent 36% of the workforce, control $660 billion in spending and will be 75% of your employees and customers by 2025. With valuable insights, extensive experience, and a great sense of humor, Dan delivers aha moments as he shares: - The key trends that define the millennial generation - 6 steps to bridge the generational gap between youth and experience - How to deliver value to connect with your customers and employees - How to stay relevant in today’s crazy, fast-changing world
12:30 PM
12:30 PM - 01:30 PM

Excellence in Exit Planning Awards Luncheon

The Excellence in Exit Planning Awards, sponsored by the leaders at BNY Mellon Wealth Management, is the annual event hosted by the Exit Planning Institute, which honors the Peter Christman Exit Planner of the Year. The Exit Planner of the Year is a professional advisor who demonstrates their
 thought leadership within the profession, who helps clients happily transition by
 successfully aligning their business, personal, and financial goals, and who demonstrates they have led and worked collaboratively with their fellow advisors. The awards ceremony
 also recognizes two additional advisors with Leader of the Year and Member of the Year. NOMINATIONS OPEN NOW.
01:30 PM
01:30 PM - 02:30 PM
General Session - CPE Credit: 1 HR

[PART TWO] Exit is Now: Case Study Group Presentations

Present your findings to an expert panel of specialists and exited owners and be prepared to field questions and pose your own.
02:30 PM
02:30 PM - 02:45 PM
General Session

Summit Closing Remarks & Year End Outlook

02:45 PM
02:45 PM - 03:30 PM
Exit Solutions Marketplace

Exit Solutions Marketplace Product Demos

Looking for a new tool, specialist, or educational resource to meet your firm's growing exit planning needs? This is your session to get with sponsors and learn how they can help you drive results.
09:00 AM
09:00 AM - 03:00 PM
Workshop Room - CPE CREDIT: 5 HRS

Jumpstart Your Exit Planning Practice

Julie Keyes speaker thought leader
One of the biggest challenges you’ll encounter as a new CEPA is figuring out how to integrate your new certification as an exit planner with your current professional practice. How do you align the services you have delivered in the past with those you want to add now that you’re a CEPA? Whether you plan to coordinate and lead the Exit Planning Process for your clients or plan to expand your current professional practice in this area, this course will give you the ideas, guidance and action steps you need to get it off the ground right away, by shortening the ‘how-to’ learning curve. You’ll learn why working with a team of professional advisors is important, how to assemble and integrate them into your practice. You’ll also learn Julie’s proven process for marketing, developing and executing your exit planning practice.
08:00 AM
08:00 AM - 04:00 PM
Workshop Room - CPE CREDIT: 7 HRS | CFP® CREDIT: 7 HRS

Mastering the Triggering Event Advanced Workshop

During this consulting workshop the professional advisor in an interactive setting will go through three modules which help to understand the process to conduct the enterprise value assessment while creating effective actions plans from it, will learn effective ways to engage the business owner and manage the value acceleration engagement, get a full review of the tools and deliverables used with owners to help them create action and move through the process and understand how effectively manage teams of professional advisors from multiple disciplines. Taught by the leading thought leader in the exit planning community, Christopher Snider, EPI CEO & President, creator of the Value Acceleration Methodology, and award-winning author and subject matter expert.

ADVANCED TRAINING WORKSHOPS

Available to those interested in attending advanced professional development with leading experts.

See details below and register now.  Space is limited.

Jumpstart Your Exit Planning Practice

Instructor: Julie Keyes, CEPA, founder of KeyeStrategies, President of EPI Twin Cities Metro Area, and 2017 Leader of the Year

 

One of the biggest challenges you’ll encounter as a new CEPA is figuring out how to integrate your new certification as an exit planner with your current professional practice. How do you align the services you have delivered in the past with those you want to add now that you’re a CEPA?

Whether you plan to coordinate and lead the Exit Planning Process for your clients or plan to expand your current professional practice in this area, this course will give you the ideas, guidance and action steps you need to get it off the ground right away, by shortening the ‘how-to’ learning curve. You’ll learn why working with a team of professional advisors is important, how to assemble and integrate them into your practice. You’ll also learn Julie’s proven process for marketing, developing and executing your exit planning practice.

 

Attendees will gain the following:

  • Getting Your Practice off the Ground: Creating your Metrics for success and your first 90 Day Action Plan.
  • Building your Collaborative Team: How to choose right-fit advisors to round out your team. Identifying who they are. Best Practices for Collaborative Teams.
  • Staying Motivated: How can you overcome the feeling of overwhelm with all you’ve just learned and integrate it properly with you existing practice? Having too much on your To-Do list can cause inertia. Learn how to eliminate that.
  • Spreading the Word: Learn proven business development strategies and tactics from one who practices them every day. Having a marketing and business development action plan is vital to your success; learn what works and what doesn’t. Identifying your Target Market and Ideal Client, then creating a promotional plan to position yourself as a Thought Leader expert
  • Mastering Practice Execution: Best practices in exit planning, managing a process and defining roles and accountabilities for your Team
  • Approved for 5 hours of CPE credit!

 

Registration Fee: $1,500 | Limited to 30 attendees

 

Register Now

Mastering the Triggering Event Workshop

Instructor: Christopher Snider, CEPA, EPI CEO & President, creator of the Value Acceleration Methodology, award-winning author, and industry thought leader

 

During this consulting workshop the professional advisor in an interactive setting will go through three modules which help to understand the process to conduct the enterprise value assessment while creating effective actions plans from it, will learn effective ways to engage the business owner and manage the value acceleration engagement, get a full review of the tools and deliverables used with owners to help them create action and move through the process and understand how effectively manage teams of professional advisors from multiple disciplines.

 

Attendees will gain the following:

  • 3 Deep-Dive modules taught in an interactive group setting with case studies
  •  Dig deep into the Enterprise Value Assessment process
  • Learn best practices for creating the action plan and deliverables from the Assessment
  • Gain access to key tool templates, including engagement letters, project plans, planning pyramid, creating a dashboard and scorecard, prioritizing actions plans, and more!
  • Interactive workshop style learning, collaborate with fellow advisors, learn best practices from veteran CEPAs
  •  Approved for 7 hours of CPE and CFP® credit!

 

Registration Fee: $1,500 | Limited to 30 attendees

 

Register Now

Continuing Education Disclosures

  • 2018 Exit Planning Summit: 16 CPE Hours
  • Mastering the Triggering Event Workshop: 7 CPE Hours
  • Jumpstart Your Exit Planning Practice Workshop: 5 CPE Hours
  • 2018 Exit Planning Summit: 11 CFP® Credits
  • Mastering the Triggering Event Workshop: 7 CFP® Credits
  • Jumpstart Your Exit Planning Practice Workshop: 0 CFP® Credits
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The Authority in Exit Planning and Value Acceleration

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