Owner's Clarification System for Advisors

“Owner’s Clarification System”
Focuses On Owner’s Emotional Readiness for the
Business Transition Process
© 2011-2012 by Successful Transition Planning Institute. All Rights Reserved.

Why Too Many Good Deals Die

“From a business broker’s perspective, I see more deals fall apart
over ‘soft’ issues than over technicalities. If an owner does not
take the time to prepare emotionally for what may very well be
one of the most significant transitions of their adult life, then it
can be hard to commit to the process and see it through to a
positive outcome. Owners who ignore the emotional aspects of
exiting often end up sabotaging the entire process, perhaps
without even understanding why.”

- Professional Business Broker


The Problem: Effects of Owner’s
Unrecognized Emotional Issues

• Owner not motivated to engage in or complete the
transition process

• Reluctant to think through all the issues

• May sabotage the transition process by experiencing
“Seller’s Remorse”


The Successful Transition
Planning Institute

• A nationally recognized innovative leader in the
Head and Heart issues of owners in transition

• STPI’s Transition Planning programs help owners deal
with the mental and emotional aspects of the
business transition

• STPI’s highly acclaimed new book,
Finding Your New Owner: For Your Business, For Your Life
by Jack Beauregard, author, founder, and CEO at STPI

STPI’s “Owner’s Clarification Report”

A New Tool to Help Advisors
• Provides owners with positive motivation for engaging in and completing the
transition process

• Reduces Owner’s Risk and Builds Their Peace of Mind

• Helps owners think more clearly about their new future and helps them
recognize if they need to develop a more complete plan for their life after
they leave their company

• Saves everyone money by avoiding Owner’s Indecision and Seller’s Remorse


STPI’s “Owner’s Clarification Report”

• Easy to understand:
o see sample Owner’s Clarification Report

• Easy to present to the owner
o 62 questions, 20-30 minutes

• Referring to STPI’s expertise bring credibility to an
advisor discussing “soft” issues


“Owner’s Clarification Report”
Part I. Owner’s Responses

Presents in a Clear and Organized Way:

• Owner’s motivations for wanting to leave

• Their transition goals
• Their attitude and expectations
• How emotionally prepared they are for leaving
• If they have a plan for a meaningful and purposeful new
life after they leave their companies

Owner’s Clarification Report
Part II. Analysis-Section

• Analysis for each area presented in an easy to understand
streetlight format:
Green very high readiness (low risk)
Yellow mixed readiness (medium risk)
Red very low readiness (high risk)

• Explanation of each Recommendation and Next Steps


Summary of OCR


Cover page of full report


How to Use the OCR
Client Assessment
2.Advise the owner that you will send a survey
3.Log in, send questionnaire
4.Receive, Read the report
5.Meet with client to review
– Assess client fit for a good transition process
– Business or financial issues to address


How to Order
www.successfultransitionplanning.com


Log in page


Option One – Pay by Credit Card


Pay by credit card


Thanks for your order


Option Two - Buy with credits


Buy 100 credits


Order with Credits


Pay with Credits


Email to Client


Thank you email to Client

Regards
Paul Cronin
Acme Advisors


Email to Advisor


Owner’s Clarification System

• Owner’s Clarification Questionnaire and Report (OCR)

• Free book: “Finding Your New Owner” (client option)
• Free 30 minute consult with a Transition Planning Consultant
(at advisor’s option)


Testimonial from an owner


Testimonial from a broker


Testimonial from a business advisor


Buying Credits makes you $$$ faster

By maintaining a balance of credits you:
• can order questionnaires for a lead or client from
any web-browser, even your mobile phone 24/7
• receive them in your email inbox 24/7
• set follow up meetings faster
• work with better prepared clients
• make more money $$$


Starter Pack Saves $1,000
• The OCR helps advisors reduce the
risk of Owner’s Indecision and Seller’s
Remorse
• 20 credits earns you Five OCRs to get
going right away with clients and
prospects
• 25 copies of Finding Your New Owner
are great prospecting tools
• “8 tips plus template letter to gain
more clients”
• Remember - each client who takes an
OCR needs to receive a copy of the
book!


Email to new OCR user
Hello,
Thank you for ordering the Starter Pack of 20 credits and 25 copies of Finding Your New Owner
for $500.00. (A savings of $1,000!)
Your username is your email address: ABC@ABC.COM
Your Temporary password is: demouser2012
(STPI recommends that you change your password after your first log in to increase your
security).
To Get Started:
•Click this link to login:
(if the link fails go to copy and paste successfultransitionplanning.com into your browser.
Once there, click on “Find Advisors” and then log in)


Successful Transition Planning Institute
One Mifflin Place
Harvard Square
Cambridge, MA 02138

800.677.6715

SuccessfulTransitionPlanning.com (Linkedin, Twitter, Facebook)

Jack Beauregard, author, founder and CEO
jack@thenexttransition.com, 617.576.5728

Paul Cronin, partner, Director of Business Development
paul@thenexttransition.com, 978-749-9546


Owner's Clarification System for Advisors

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