Business owners face succession issues long before they are ready to sell or transition their companies. For the professionals who advise them, that creates a significant opportunity to deepen client relationships, expand the value they provide, differentiate their practices, and create new revenue opportunities.

But how can advisors recognize those opportunities and turn them into meaningful engagements?

In this practical session, we’ll address your questions, including those submitted during our July BTC/ISPA webinar, and explore the questions advisors should be asking their business owner clients. Drawing on the experience of ISPA members, Board leaders and Certified Succession Planners™ (CSP®), we’ll tackle the real-world issues advisors encounter. We’ll look at how to get owners engaged, assess readiness, identify what needs attention first, navigate family and successor challenges, and know when other professionals need to be brought into the process.

Using ISPA’s succession planning frameworks and tools, including the Succession Matrix® and Succession Planning Assessment (SPA™), we’ll bring these concepts together into a practical approach advisors can apply with business owner clients. You’ll leave with a clearer understanding of how to uncover succession planning needs, create greater value for your clients and turn those needs into new opportunities for your practice.