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(630) 596-5090 www.InKnowVision.com All Content Copyright © 2014
@InKnowVision
InKnowVision, LLC
InKnowVision
The Buy-Sell Problem Solver
A Turnkey Solution for Professionals Who Serve
Business Owners
www.InKnowVision.com All Content Copyright © 2014
Are you finding:
• Hard to differentiate
• Competition  harder to develop new business
• Business owners are very hard to engage
• Comprehensive planning scares clients
• Need to systematically increase revenues fast
www.InKnowVision.com All Content Copyright © 2014
1. Prospect Already Has One
• You have to wait until the incumbent dies, or until client is disappointed
• You have to be there when it happens
2. Prospect Doesn’t Need One Until Something Happens
• You have to be there when it happens
• They already have a Guy
3. Prospect Can Do It Themselves, Until It Gets Too Complex
• They rarely know when that is
• You have to be there when it happens
4. They Can Use You Right Now
• Whatever’s in place now, probably needs improvement & updating
• Opportunity is there, but it doesn’t occur to them that they need you
• You have to be there when it does
5. There Are Many Professionals Who Do What You Do
• There’s a lot of competition
6. The Most Desirable Prospects Get Approached All the Time
• By all kinds of Advisors and Vendors
• From all sides
www.InKnowVision.com All Content Copyright © 2014
www.InKnowVision.com All Content Copyright © 2014
There is another proven strategy:
A story is told that sometime in the 13th century, an army
tried to conquer a fortified city for 10 years with no
success.
During the final battle, the attackers retreated in their
ships and sailed away. One man was left abandoned,
sitting on the base of a huge statue they had built to
appease their gods.
www.InKnowVision.com All Content Copyright © 2014
www.InKnowVision.com All Content Copyright © 2014
Their reality:
• The business owns them
• If they lost their stake in the business, they’d lose
everything
• Upset about paying too much in taxes
• Their wealth is locked up inside of business
• Worried about how to motivate key EE’s without
giving away the business
• They get bombarded with sales approaches daily
• Too focused on growing their business to meet with
you
www.InKnowVision.com All Content Copyright © 2014
• 12M baby boomers own businesses
• 70% expected to change hands between 2020-2025
• With non-boomers, 14M owners need help getting
themselves and their $ out of the business in next
decade
• 69% of small biz owners expect that their company
value will be a source of retirement income*
*July 2010 Gallup pole of 604 small business owners with annual revenue<$20M
Robert Avery of Cornell University, 2006
www.InKnowVision.com All Content Copyright © 2014
Of current business owners:
• 40% plan to exit in the next 5 years
• 80% plan to exit within the next 15 years
• Eventually they all leave
UBS Financial Services, Inc., 9/16/2010
www.InKnowVision.com All Content Copyright © 2014
• All eggs in 1 basket… but blind to the risk
• Business is best investment… until it isn’t
• OK with personal piggy bank approach… but not your
suggestions
• Frustrated with illiquidity… but don’t want to diversify
• Letting you in to help is difficult at best
www.InKnowVision.com All Content Copyright © 2014
• Lead with your core services
• At least you’re getting some business
• Industry thinks this is normal
• Delayed gratification financial caretaker model
• Stay close  He finally executes  You (finally) get paid
www.InKnowVision.com All Content Copyright © 2014
• Not everybody gets a liquidity event
• The “lucky few” who do, believe that now that they’ve
arrived, it is a good time to upgrade their advisors
www.InKnowVision.com All Content Copyright © 2014
• Only 20-25% of businesses for sale actually sell*
• 90% of those don’t get anywhere near what they
wanted/needed
• Shut the doors and walk away
• The “boots first” exit
*Jan 2007, The Complete Guide to Business Brokerage by Tom West
USB Financial Services, Inc., 9/16/2010
www.InKnowVision.com All Content Copyright © 2014
• Only 30% successfully transition to the next
generation
• 72% of private business owners have no continuity
plans
• 47% have no estate plans
• 55% of CEO’s retiring next year have NOT chosen a
successor
USB Financial Services, Inc., 9/16/2010
www.InKnowVision.com All Content Copyright © 2014
• Even if your clients are blessed to have a liquidity
event
• Really good chance they won’t get what they were
hoping for
But that’s NOT the worst part…
www.InKnowVision.com All Content Copyright © 2014
• Once they get in the big leagues, the game changes
• They’ll feel bad, but…
• Big paydays attract the big dogs to the beauty pageant
• No longer about relationship…how good do you look
on paper
www.InKnowVision.com All Content Copyright © 2014
The Buy-Sell Problem Solver
A Turnkey Solution For Professionals Who Serve
Private Business Owners
A process to protect the business owner’s most valuable
financial asset…
Their stake in the business!
www.InKnowVision.com All Content Copyright © 2014
Helps owners
• Protect their largest asset from creditors and lawsuits
• Reduce taxes on business interest transfers and
current income
• Understand and leverage the financial value of their
business under a variety of circumstances
• Make sure the money is there when they need it
www.InKnowVision.com All Content Copyright © 2014
Helps advisors
• Get more referrals
• Engage more business owner clients
• Predictably increase revenues
• Create more value and follow-on work
www.InKnowVision.com All Content Copyright © 2014
2-part system that creates leverage
1. 4-part analysis & deliverable
2. Turnkey client engagement system
www.InKnowVision.com All Content Copyright © 2014
• The Legal Audit
 To protect the business from creditors and lawsuits
• The Tax Minimizer
 To reduce taxes on business interest transfers and current
income
• The Value Identifier
 To understand and leverage the financial value of the
business
• The Funding Review
 To make sure the money is there when they need it
www.InKnowVision.com All Content Copyright © 2014
• Client Engagement Brochure
• Client Focused Process Diagram
• Drip marketing content
• Case Studies
• A Sample Review
• Data Gathering Forms
All Tools Can Be Co-Branded
www.InKnowVision.com All Content Copyright © 2014
Let’s explore each section…
www.InKnowVision.com All Content Copyright © 2014
1. The Legal Audit
• 32-point legal review of buy-sell agreement
• ID’s critical issues typically missing from traditional
agreements
• Detailed analysis of how to fix problems ID’d
• Proactively avoids the “ticking time bomb” problem
www.InKnowVision.com All Content Copyright © 2014
“As a business and trust and estates attorney with a number of years in
practice, I have reviewed and redrafted many buy sell agreements. I have
also been exposed to other buy sell review products in the marketplace.
In my experience, the Buy Sell Problem Solver is a superior approach
because it systematically identifies critical issues that are missing from
most traditional agreements, while providing a level of detail and
analysis on how to address these issues that is unmatched in the
market.
Not properly addressing these issues now, before there is a problem, could
lead to potentially disastrous results for your business owner clients. I’m so
impressed with their framework that I’m using it to enhance the buy
sell agreements that I draft for my clients moving forward.”
Jessica Wojtowicz
Attorney
www.InKnowVision.com All Content Copyright © 2014
2. The Tax Minimizer
• ID’s tax problems for the business
• ID’s tax problems for the owners
• Provides creative solutions to reduce taxes now and in
the future
www.InKnowVision.com All Content Copyright © 2014
3. The Value Identifier
• ID’s an accurate range of values for planning purposes
• Highlights areas where future planning can be greatly
improved
• Provides opportunity for integrating personal and
business planning based on value and owner goals
www.InKnowVision.com All Content Copyright © 2014
4. The Funding Review
• Is strategy missing?
• Out of date?
• Able to survive real world stress tests?
• Will the money end up where the owner intended?
www.InKnowVision.com All Content Copyright © 2014
www.InKnowVision.com All Content Copyright © 2014
Business Value $5M
Annual Free Cash $600,000
Growth of Free Cash 2%
Number of Partners 2
Partner 1 Ownership 50%
Partner 2 Ownership 50%
Buyout Price $2.5M
Installment Sale (Years) 5
Interest Non-specified in Buy Sell
Decrease Free Cash (Stress Test) 20%
www.InKnowVision.com All Content Copyright © 2014
-
100,000
200,000
300,000
400,000
500,000
600,000
700,000
800,000
900,000
1 2 3 4 5
Pre-Tax Cost After-Tax Cost
Tax Impact To Cover Buyout
www.InKnowVision.com All Content Copyright © 2014
(50,000)
-
50,000
100,000
150,000
200,000
250,000
300,000
350,000
1 2 3 4 5
Cash Before Buy-out Cash After Buy-out Cash After Buy-out - Reduced Cash flow 20%
Cash Available for Surviving Owner
www.InKnowVision.com All Content Copyright © 2014
www.InKnowVision.com All Content Copyright © 2014
• Client Engagement Brochure
• Client Focused Process Diagram
• Drip marketing content
• Case Studies
• A Sample Review
• Data Gathering Forms
All Tools Can Be Co-Branded
www.InKnowVision.com All Content Copyright © 2014
www.InKnowVision.com All Content Copyright © 2014
www.InKnowVision.com All Content Copyright © 2014
www.InKnowVision.com All Content Copyright © 2014
www.InKnowVision.com All Content Copyright © 2014
1. Buy-Sell Value Costs Owner $15M
2. Buyout Proceeds Withheld From Heirs
3. Buy-Sell Agreement Creates Tax Hit – For No Reason
4. Surviving Owner Forced to Overpay to Keep Business
5. Buyout Triggers Loan Acceleration
6. The Golden Goose Leaves and Takes The Eggs
www.InKnowVision.com All Content Copyright © 2014
The Buy-Sell Problem Solver
A Turnkey Solution For Professionals Who Serve
Private Business Owners
A process to protect the business owner’s most valuable
financial asset…
Their stake in the business!
www.InKnowVision.com All Content Copyright © 2014
2-part System that creates leverage
1. 4-part analysis & deliverable
2. Turnkey client engagement system
www.InKnowVision.com All Content Copyright © 2014
• The Legal Audit
 To protect the business from creditors and lawsuits
• The Tax Minimizer
 To reduce taxes on business interest transfers and current
income
• The Value Identifier
 To understand and leverage the financial value of the
business
• The Funding Review
 To make sure the money is there when they need it
www.InKnowVision.com All Content Copyright © 2014
• Client Engagement Brochure
• Client Focused Process Diagram
• Drip marketing content
• Case Studies
• A Sample Review
• Data Gathering Forms
All Tools Can Be Co-Branded
www.InKnowVision.com All Content Copyright © 2014
We want to help you get more business, but we
need your help!
1. Give us feedback from the field to improve offer/tools
2. Share what your clients/prospects have to say
3. Commit to 1 “test” engagement
www.InKnowVision.com All Content Copyright © 2014
• No charge to be part of program (at this time)
• Significant discounts to our fees (for now)
• Zero risk (for you and your clients)
• Personal support in using tools to engage clients
www.InKnowVision.com All Content Copyright © 2014
• Flat fee of $2500 per client engagement (loss leader)
 4-part analysis
 Turnkey/Co-branded marketing system
• Zero risk money back guarantee
 No fine print, no questions asked
 If not 100% satisfied, we’ll refund the $2500
• 50/50 split of insurance commission (if any)
www.InKnowVision.com All Content Copyright © 2014
If you want to be part of our test group:
1. Email Greg Maddox at greg@ikvllc.com
2. Complete our short agreement & schedule strategy
session with Greg
• Greg will send you our short agreement for signature
• Email signed agreement back to Greg
3. Receive sample materials & complete strategy session
with Greg
• Review materials
• Answer questions
• Co-Develop engagement strategy that works for you
(630) 596-5090
715 Enterprise Drive
Oak Brook, IL 60523
All Content Copyright © 2014
www.InKnowVision.com
@InKnowVision
InKnowVision, LLC
InKnowVision
Google+
Q&A
For more information contact
Greg Maddox
Greg@ikvllc.com
847.269.4624
Thank You!

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InKnowVision May 2014 Buy-Sell Problem Solver PPT

  • 1. (630) 596-5090 www.InKnowVision.com All Content Copyright © 2014 @InKnowVision InKnowVision, LLC InKnowVision The Buy-Sell Problem Solver A Turnkey Solution for Professionals Who Serve Business Owners
  • 2. www.InKnowVision.com All Content Copyright © 2014 Are you finding: • Hard to differentiate • Competition  harder to develop new business • Business owners are very hard to engage • Comprehensive planning scares clients • Need to systematically increase revenues fast
  • 3. www.InKnowVision.com All Content Copyright © 2014 1. Prospect Already Has One • You have to wait until the incumbent dies, or until client is disappointed • You have to be there when it happens 2. Prospect Doesn’t Need One Until Something Happens • You have to be there when it happens • They already have a Guy 3. Prospect Can Do It Themselves, Until It Gets Too Complex • They rarely know when that is • You have to be there when it happens 4. They Can Use You Right Now • Whatever’s in place now, probably needs improvement & updating • Opportunity is there, but it doesn’t occur to them that they need you • You have to be there when it does 5. There Are Many Professionals Who Do What You Do • There’s a lot of competition 6. The Most Desirable Prospects Get Approached All the Time • By all kinds of Advisors and Vendors • From all sides
  • 5. www.InKnowVision.com All Content Copyright © 2014 There is another proven strategy: A story is told that sometime in the 13th century, an army tried to conquer a fortified city for 10 years with no success. During the final battle, the attackers retreated in their ships and sailed away. One man was left abandoned, sitting on the base of a huge statue they had built to appease their gods.
  • 7. www.InKnowVision.com All Content Copyright © 2014 Their reality: • The business owns them • If they lost their stake in the business, they’d lose everything • Upset about paying too much in taxes • Their wealth is locked up inside of business • Worried about how to motivate key EE’s without giving away the business • They get bombarded with sales approaches daily • Too focused on growing their business to meet with you
  • 8. www.InKnowVision.com All Content Copyright © 2014 • 12M baby boomers own businesses • 70% expected to change hands between 2020-2025 • With non-boomers, 14M owners need help getting themselves and their $ out of the business in next decade • 69% of small biz owners expect that their company value will be a source of retirement income* *July 2010 Gallup pole of 604 small business owners with annual revenue<$20M Robert Avery of Cornell University, 2006
  • 9. www.InKnowVision.com All Content Copyright © 2014 Of current business owners: • 40% plan to exit in the next 5 years • 80% plan to exit within the next 15 years • Eventually they all leave UBS Financial Services, Inc., 9/16/2010
  • 10. www.InKnowVision.com All Content Copyright © 2014 • All eggs in 1 basket… but blind to the risk • Business is best investment… until it isn’t • OK with personal piggy bank approach… but not your suggestions • Frustrated with illiquidity… but don’t want to diversify • Letting you in to help is difficult at best
  • 11. www.InKnowVision.com All Content Copyright © 2014 • Lead with your core services • At least you’re getting some business • Industry thinks this is normal • Delayed gratification financial caretaker model • Stay close  He finally executes  You (finally) get paid
  • 12. www.InKnowVision.com All Content Copyright © 2014 • Not everybody gets a liquidity event • The “lucky few” who do, believe that now that they’ve arrived, it is a good time to upgrade their advisors
  • 13. www.InKnowVision.com All Content Copyright © 2014 • Only 20-25% of businesses for sale actually sell* • 90% of those don’t get anywhere near what they wanted/needed • Shut the doors and walk away • The “boots first” exit *Jan 2007, The Complete Guide to Business Brokerage by Tom West USB Financial Services, Inc., 9/16/2010
  • 14. www.InKnowVision.com All Content Copyright © 2014 • Only 30% successfully transition to the next generation • 72% of private business owners have no continuity plans • 47% have no estate plans • 55% of CEO’s retiring next year have NOT chosen a successor USB Financial Services, Inc., 9/16/2010
  • 15. www.InKnowVision.com All Content Copyright © 2014 • Even if your clients are blessed to have a liquidity event • Really good chance they won’t get what they were hoping for But that’s NOT the worst part…
  • 16. www.InKnowVision.com All Content Copyright © 2014 • Once they get in the big leagues, the game changes • They’ll feel bad, but… • Big paydays attract the big dogs to the beauty pageant • No longer about relationship…how good do you look on paper
  • 17. www.InKnowVision.com All Content Copyright © 2014 The Buy-Sell Problem Solver A Turnkey Solution For Professionals Who Serve Private Business Owners A process to protect the business owner’s most valuable financial asset… Their stake in the business!
  • 18. www.InKnowVision.com All Content Copyright © 2014 Helps owners • Protect their largest asset from creditors and lawsuits • Reduce taxes on business interest transfers and current income • Understand and leverage the financial value of their business under a variety of circumstances • Make sure the money is there when they need it
  • 19. www.InKnowVision.com All Content Copyright © 2014 Helps advisors • Get more referrals • Engage more business owner clients • Predictably increase revenues • Create more value and follow-on work
  • 20. www.InKnowVision.com All Content Copyright © 2014 2-part system that creates leverage 1. 4-part analysis & deliverable 2. Turnkey client engagement system
  • 21. www.InKnowVision.com All Content Copyright © 2014 • The Legal Audit  To protect the business from creditors and lawsuits • The Tax Minimizer  To reduce taxes on business interest transfers and current income • The Value Identifier  To understand and leverage the financial value of the business • The Funding Review  To make sure the money is there when they need it
  • 22. www.InKnowVision.com All Content Copyright © 2014 • Client Engagement Brochure • Client Focused Process Diagram • Drip marketing content • Case Studies • A Sample Review • Data Gathering Forms All Tools Can Be Co-Branded
  • 23. www.InKnowVision.com All Content Copyright © 2014 Let’s explore each section…
  • 24. www.InKnowVision.com All Content Copyright © 2014 1. The Legal Audit • 32-point legal review of buy-sell agreement • ID’s critical issues typically missing from traditional agreements • Detailed analysis of how to fix problems ID’d • Proactively avoids the “ticking time bomb” problem
  • 25. www.InKnowVision.com All Content Copyright © 2014 “As a business and trust and estates attorney with a number of years in practice, I have reviewed and redrafted many buy sell agreements. I have also been exposed to other buy sell review products in the marketplace. In my experience, the Buy Sell Problem Solver is a superior approach because it systematically identifies critical issues that are missing from most traditional agreements, while providing a level of detail and analysis on how to address these issues that is unmatched in the market. Not properly addressing these issues now, before there is a problem, could lead to potentially disastrous results for your business owner clients. I’m so impressed with their framework that I’m using it to enhance the buy sell agreements that I draft for my clients moving forward.” Jessica Wojtowicz Attorney
  • 26. www.InKnowVision.com All Content Copyright © 2014 2. The Tax Minimizer • ID’s tax problems for the business • ID’s tax problems for the owners • Provides creative solutions to reduce taxes now and in the future
  • 27. www.InKnowVision.com All Content Copyright © 2014 3. The Value Identifier • ID’s an accurate range of values for planning purposes • Highlights areas where future planning can be greatly improved • Provides opportunity for integrating personal and business planning based on value and owner goals
  • 28. www.InKnowVision.com All Content Copyright © 2014 4. The Funding Review • Is strategy missing? • Out of date? • Able to survive real world stress tests? • Will the money end up where the owner intended?
  • 29. www.InKnowVision.com All Content Copyright © 2014
  • 30. www.InKnowVision.com All Content Copyright © 2014 Business Value $5M Annual Free Cash $600,000 Growth of Free Cash 2% Number of Partners 2 Partner 1 Ownership 50% Partner 2 Ownership 50% Buyout Price $2.5M Installment Sale (Years) 5 Interest Non-specified in Buy Sell Decrease Free Cash (Stress Test) 20%
  • 31. www.InKnowVision.com All Content Copyright © 2014 - 100,000 200,000 300,000 400,000 500,000 600,000 700,000 800,000 900,000 1 2 3 4 5 Pre-Tax Cost After-Tax Cost Tax Impact To Cover Buyout
  • 32. www.InKnowVision.com All Content Copyright © 2014 (50,000) - 50,000 100,000 150,000 200,000 250,000 300,000 350,000 1 2 3 4 5 Cash Before Buy-out Cash After Buy-out Cash After Buy-out - Reduced Cash flow 20% Cash Available for Surviving Owner
  • 33. www.InKnowVision.com All Content Copyright © 2014
  • 34. www.InKnowVision.com All Content Copyright © 2014 • Client Engagement Brochure • Client Focused Process Diagram • Drip marketing content • Case Studies • A Sample Review • Data Gathering Forms All Tools Can Be Co-Branded
  • 35. www.InKnowVision.com All Content Copyright © 2014
  • 36. www.InKnowVision.com All Content Copyright © 2014
  • 37. www.InKnowVision.com All Content Copyright © 2014
  • 38. www.InKnowVision.com All Content Copyright © 2014
  • 39. www.InKnowVision.com All Content Copyright © 2014 1. Buy-Sell Value Costs Owner $15M 2. Buyout Proceeds Withheld From Heirs 3. Buy-Sell Agreement Creates Tax Hit – For No Reason 4. Surviving Owner Forced to Overpay to Keep Business 5. Buyout Triggers Loan Acceleration 6. The Golden Goose Leaves and Takes The Eggs
  • 40. www.InKnowVision.com All Content Copyright © 2014 The Buy-Sell Problem Solver A Turnkey Solution For Professionals Who Serve Private Business Owners A process to protect the business owner’s most valuable financial asset… Their stake in the business!
  • 41. www.InKnowVision.com All Content Copyright © 2014 2-part System that creates leverage 1. 4-part analysis & deliverable 2. Turnkey client engagement system
  • 42. www.InKnowVision.com All Content Copyright © 2014 • The Legal Audit  To protect the business from creditors and lawsuits • The Tax Minimizer  To reduce taxes on business interest transfers and current income • The Value Identifier  To understand and leverage the financial value of the business • The Funding Review  To make sure the money is there when they need it
  • 43. www.InKnowVision.com All Content Copyright © 2014 • Client Engagement Brochure • Client Focused Process Diagram • Drip marketing content • Case Studies • A Sample Review • Data Gathering Forms All Tools Can Be Co-Branded
  • 44. www.InKnowVision.com All Content Copyright © 2014 We want to help you get more business, but we need your help! 1. Give us feedback from the field to improve offer/tools 2. Share what your clients/prospects have to say 3. Commit to 1 “test” engagement
  • 45. www.InKnowVision.com All Content Copyright © 2014 • No charge to be part of program (at this time) • Significant discounts to our fees (for now) • Zero risk (for you and your clients) • Personal support in using tools to engage clients
  • 46. www.InKnowVision.com All Content Copyright © 2014 • Flat fee of $2500 per client engagement (loss leader)  4-part analysis  Turnkey/Co-branded marketing system • Zero risk money back guarantee  No fine print, no questions asked  If not 100% satisfied, we’ll refund the $2500 • 50/50 split of insurance commission (if any)
  • 47. www.InKnowVision.com All Content Copyright © 2014 If you want to be part of our test group: 1. Email Greg Maddox at greg@ikvllc.com 2. Complete our short agreement & schedule strategy session with Greg • Greg will send you our short agreement for signature • Email signed agreement back to Greg 3. Receive sample materials & complete strategy session with Greg • Review materials • Answer questions • Co-Develop engagement strategy that works for you
  • 48. (630) 596-5090 715 Enterprise Drive Oak Brook, IL 60523 All Content Copyright © 2014 www.InKnowVision.com @InKnowVision InKnowVision, LLC InKnowVision Google+ Q&A For more information contact Greg Maddox Greg@ikvllc.com 847.269.4624 Thank You!