The Prospecting Gap — How to Win More Business Owner Clients

For most CEPAs, the biggest problem they run into in their business has nothing to do with the actual job of helping their clients prepare for an exit…

It’s getting those clients in the first place.

Most CEPAs have a pretty large network, but the fact of the matter is that most business owners only own a single business — they’re not serial entrepreneurs.

And once they sell, they’re done.

Sure, each client represents an enormous amount of work, but in the end, every CEPA needs a steady stream of new clients coming through the door to ensure those doors stay open in the first place.

Prospecting is tough in any business, but for CEPAs, who have a much smaller pool of potential clients to pick from, it can seem like an almost insurmountable problem.

Once you actually find these potential clients, getting them to take the actions they need to take to prepare to exit can take almost as much work as finding them in the first place, if not more.

We created a prospecting tracker for CEPAs who have a pretty good sales funnel going, but even they come up against that same issue — spending too much time trying to get potential clients to act.

It can be extremely difficult to convince potential clients that they might have 5 or 10 years’ worth of work ahead of them if they want even a chance of selling, let alone getting the number they’re shooting for.

This means you’ve got to spend a lot of time on education, helping them understand that they can’t wait until a couple of years before they’re ready to retire to start building additional value into their business.

Time spent educating prospective clients is time not being spent on the existing clients who are actually paying you.

This is the prospecting gap — the space between everything you need to do to get more business owner clients and what you actually have time to do.

For many CEPAs, it’s enormous.

Fortunately, we’ve created a way to close this gap.

It’s called The Advisor’s Edge.

The Advisor’s Edge — The Tools You Need to Convert More Prospects

The simple way of educating prospective clients quickly is to create a suite of educational materials that you can just send to them.

Instead of spending hours out of your week giving the same spiel to prospects over and over, you send them some video presentations that explain what they need to know.

The problem, of course, is that you now have to create a huge suite of educational materials, which will save you time on the back end but take an enormous amount of time to create on the front end.

Not to mention the money you’ll have to spend on creating high-quality videos.

You can create all that stuff yourself. You can hire an outside marketing department that doesn’t understand exit planning very well to try to do it for you…

Or you can sign up for The Advisor’s Edge.

The Advisor’s Edge is a library of content that you can use to educate potential and existing clients on exit planning.

It includes documents and videos that explain just about every aspect of what CEPAs, financial professionals, and other business advisors do in a way that’s clear and professional.

The content is extremely high quality and has been created by top names in the exit planning industry.

This means your potential clients will see you not just as a resource and someone they can trust, but as someone who is a true expert, who really knows what they’re talking about.

You won’t have to spend time educating them, they’ll get the education they need, and a big piece of the prospecting puzzle will be happening in the background — you just send potential clients the videos and let the videos do the work for you.

When they’re ready to sell, they’ll come to you.

One piece of content in The Advisor’s Edge that you’ll find particularly valuable is the Get a Grip program.

Get a Grip is a completely turnkey curriculum that you get as an Advisor’s Edge member. You can use it to educate clients and potential clients on understanding their financial needs, building business value, preparing to exit, and navigating their options.

You also get access to a complete marketing package for Get a Grip to help you market the program to clients, potential clients, and potential exit planning team members.

An Example of The Advisor’s Edge in Action

Learn more about The Advisor’s Edge here.