Too many business owners delay decision making, waiting for a perfect moment that never comes. Advisors often hesitate too—unsure how to approach clients who seem distracted, hesitant, or overwhelmed.
But here’s the truth: “not now” usually means “I don’t know how” or “I’m not ready emotionally.” Readiness is rarely about timing—it’s about clarity and confidence.
In this session, we’ll show you how to engage clients where they are, using strategies that create momentum without pressure. You’ll walk away with tools to position succession planning as a smart business move—one that supports growth, continuity, and peace of mind.
WHAT YOU'LL LEARN:
Why “not now” is a disguise for uncertainty—and how to respond
How to foster urgency without using fear-based tactics
A powerful reframing of succession planning as growth, not just exit
Practical micro-steps that get disengaged clients moving
How to start low-pressure conversations that lead to meaningful action
This session is ideal for business advisors including CPAs, financial planners, attorneys, wealth managers, exit planners, and family business consultants—anyone working with business owners who can’t afford to keep postponing their future.
CO-HOSTS
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.
Chrissy Warmka is the Marketing Manager for The Rawls Group and ISPA, where she develops engaging content and strategic initiatives to drive audience engagement. With a passion for creativity and innovation, Chrissy continuously explores new ways to enhance communication and brand impact.
HOW DO YOU BECOME THE
TRUSTED ADVISOR?
It's not enough just to understand your client's business and help them solve the problems they bring to you. You must dive deep into the challenges they don't see and provide insights on opportunities.
Dive into the world of strategic goal setting and smart planning, where the insights and techniques you pick up empower you to navigate your clients through the intricacies of business planning confidently and precisely.
This newfound mastery in tackling common challenges and prioritizing tasks not only boosts your advisory prowess but also cements your status as a reliable beacon of guidance and insight in the business realm.
