Webinar Replay
The Art of the First Conversation: How to Start Strong with Business Owners
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The Webinar Replay:
WHAT YOU'LL LEARN:
Start the Relationship Right
The first conversation with a business owner sets the tone for everything that follows. Done well, it builds credibility, earns trust, and opens the door to deeper engagement.
Done poorly, it closes that door for good. This webinar will show you how to approach that first conversation with confidence—so you can connect on a meaningful level, uncover what really matters, and position yourself as a trusted advisor.
This webinar explains:
How to move from surface-level talk to meaningful, strategic guidance
Techniques to build rapport through curiosity instead of assumptions
Conversation starters that reveal emotional drivers, not just financial goals
How to navigate objections like “I’m not ready” or “My kids will figure it out”
How to set the foundation for long-term advisory relationships
If you’re a professional who works closely with clients – whether you’re a financial planner, CPA, attorney, wealth manager, or business advisor – this webinar is for you.
Understanding how each generation thinks is no longer optional—it’s essential. This webinar will help you meet your clients where they are, build stronger relationships, and lead more effective planning conversations across the generational divide.
Joe Girard
SALES PERFORMANCE COACH
CHANGE GROW ACHIEVE
Joe Girard is a sales performance coach and consultant from Victoria, British Columbia Canada. His mission is to rid the world of "salesy weirdos" and help people sell like humans. Joe has worked in sales for 25 years, from being a sales rep to manager and trainer to now helping coach and train companies around the world. He believes that it's not what he puts into people, but rather what he can pull out of them to find their unique opportunities. His understanding of the sales mentality coupled with complex strategic thinking allows Joe to find creative ways to solve challenges and make them fun.
CO-HOSTS
Jeff Faulkner
PARTNER
THE RAWLS GROUP
Specializing in business succession planning since 2002 as a partner with The Rawls Group, Jeff relies upon his background in family counseling to navigate the unique challenges of family dynamics in the succession planning process. Jeff earned his undergraduate degree from Samford University in Birmingham, AL with a major in Psychology, and is a graduate of Georgia State University, where he earned a Master of Science degree in Counseling.
Jeff also earned a diploma from Psychological Studies Institute where his studies focused on the integration of theology and psychology. His experience as a succession planner has allowed him to understand the delicate balance of the family-business system. The unique combination of Jeff’s knowledge base and skill sets allows him to assist families in structuring plans that will stand the challenges of a succession transition.
"The most important item I gained by obtaining training in succession planning was an understanding of the legion of drivers that impact a successful succession plan. It gave me the ability to understand my clients’ motives better (which in many instances are not fully articulated)."
Leon M Rogers, CPA/ABV/CFF, CFE, CVA, CSP
Managing Member, Tetrick and Bartlett
"I was always trying to find better ways to speak with business owners about succession planning. This training helped me transition from selling to asking better questions. This also enhanced my listening skills and I pivoted to teaching/consulting to their issues. I was better able to help privately held businesses move through the process of Succession, Exit and Transition."
Michael C. Valdez, AIF, CLU
Founder & President- Business Transition Council