#109 – How Financial Advisors Win & Keep Business Owner Assets with Scott Bushkie

Did you know? 96% of business owners are open to switching advisors right before, during, or after the sale of their business.

That’s a staggering stat from a recent study discussed on the Top Advisor Podcast with Scott Bushkie – highlighting both a threat and a huge opportunity for financial advisors.

If you’re working with business owners or want to attract more, here are three actionable takeaways from the episode:

Start the Conversation Early:

Don’t wait for your clients approach you for a conversation about selling their business. Proactively discuss their exit plans and the value of their business before someone else does.

Build a Trusted Team:

Business owners expect their advisor to have a team of experts (including tax, M&A, and legal professionals) ready to help maximize their value and minimize taxes during this critical transition.

Never Accept the First Offer:

The study revealed that business owners almost always net a significantly higher sale price (sometimes 60–100% more) when they run a competitive sale process rather than accepting unsolicited offers.

Case in Point: The Danger of Waiting

Hear what happens when a trusted advisor “waits for the call” after a client sells – only to lose out on tens of millions in new assets because they weren’t proactive.

Or discover how partnering with experts and running a competitive sale process turned an initial $31M offer into a $51M payday for both the business owner and their advisor.