Introduction to Modern Exit Planning: Setting the Stage for Growth and Collaboration
Setting the stage for growth and collaboration that drives increased enterprise value for the clients of successful financial advisors and ensures that the exit value is retained by your firm.
Exit planning has transformed dramatically in recent years, evolving from a one-time transactional event into a comprehensive, value-driven strategy. Today’s business owners expect more than just a sale — they want to maximize the value of their business, ensure continuity for employees and clients, and secure a lasting legacy.
The modern advisor’s role is to orchestrate this process, guiding owners through a journey that creates options and drives measurable growth.
As George Sandmann, founder of Growth Drive, succinctly puts it:
“Your clients don't need more theory. They need someone who can drive real, measurable business growth.”
Two leading frameworks — Chris Snider’s Value Acceleration Methodology and George Sandmann’s Growth Drive Methodology — have emerged as the gold standards for this new era. Both emphasize a multidisciplinary, advisor-led approach where the financial advisor acts as the quarterback, assembling and coordinating a team of specialists to deliver results.
Snider’s Value Acceleration Methodology, for example, is laser-focused on growing business value now, not just preparing for a distant exit. It integrates personal, business, and financial goals into a single, actionable strategy, making the timing of an exit irrelevant and expanding the owner’s options.
“The Value Acceleration Methodology provides a common approach and language for financial advisors, accountants, lawyers, and consultants to all work in concert in helping owners improve the performance of their business, build intangible capital, and prepare the business and themselves for their exit, whenever that might happen.”
Why This Series?
As a best-selling author of multiple books on how to increase the quality and quantity of referrals, a proud holder of the CEPA (Certified Exit Planning Advisor) designation, and the 2024 Exit Planning Institute Member of the Year, my mission is clear: empower financial advisors to become the obvious choice for business owners seeking to maximize their exit while growing and profiting now.
My latest book, Can I Borrow Your Car?, highlights how lowering both perceived and actual risk in the referral process dramatically increases the likelihood and frequency of high-quality introductions. This mindset — thinking like a farmer, knowing your client numbers, and doubling your meeting targets based on closing percentages — ensures a full sales funnel and a waiting list of eager clients.
When you factor in collaboration between multiple professionals over a multi-year engagement, it becomes clear how the analogy of avoiding ‘relationship car wrecks’ can bear fruit.
But technical expertise alone isn’t enough. The most successful advisors are those who:
Maintain an active, referral-focused mindset — always cultivating relationships and opportunities.
Engage key contacts early and often — sharing their vision and building trust.
Build a diverse, best-in-class network — collaborating with accountants, attorneys, consultants, and other professionals to deliver holistic solutions.
Focus on giving, not begging, for referrals — creating value for others and becoming the go-to resource in the industry.
What to Expect from This Series
Over the coming articles, we’ll break down the modern exit planning process into actionable phases:
The core phases of exit planning — from discovery and valuation to preparation, execution, and post-exit strategies.
The roles and timing of each professional — how and when to engage accountants, attorneys, consultants, and other key players for maximum impact.
How to identify and assemble a best-in-class advisory team — including practical tips for collaboration, communication, and targeting new business owner prospects.
We’ll also address how to:
Increase the value of your business owner clients’ exit assets right now — using proven frameworks and continuous value acceleration cycles.
Accelerate collaboration with other professionals — to identify, target, and win new opportunities with business owners who are ready to plan their next chapter.
The Advisor’s Edge: Referrals, Collaboration, and Enterprise Value
In today’s market, the advisors who win are those who combine technical mastery with a relentless focus on relationships and referrals. By lowering risk in the referral process, sharing your vision with trusted contacts, and building a reputation as the orchestrator of predictable growth in client companies' profit and value accompanied by successful exits, you create a waiting list of clients who see you as the obvious choice.
This series is designed to build your confidence, sharpen your strategies, and help you become the top advisor in the financial services industry for exit planning and business growth by referral.
Stay tuned for Article 2, where we’ll dive into the discovery phase: how to assess value, readiness, and opportunity — and how to use these insights to engage both clients and your professional network from day one.
Ready to become the advisor every business owner wants on their team? Let’s get started
I know that successful sales professionals and business owners face unique challenges as their career matures. My goal is to help people like you manage the transition from producer to successful business leader while enjoying life now. To learn more about how we do that, subscribe to Can I Borrow Your Car on Substack.
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💡 Connect with Mike on LinkedIn
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