Our Seven Step Exit Planning Process™ will help the owners of businesses ranging from $3 million to $50 million in value, to begin thinking about the Exit Planning process when two streams of thought begin to converge. The first stream is a feeling that you want to do something besides go to work everyday: either you would like to be someplace else—doing something else—or you simply no longer get the same kick out of doing what you are doing.

1. Exit Your Business for Maximum Value
At Minimum Risk

2. Agenda
• Exit Planning for Business Owners – Keith Brown and
Chris Kassardjian
• Succession Planning – Douglas Anderson (DA)
• Accounting Techniques to Increase Business Value –
Angelie Boholst
• Wealth Creation Through Franchise Ownership –
Chuck Prenevost
• Questions?
• Apply at Registration Desk
• Networking

3. Exit Your Business for Maximum Value
At Minimum Risk
Part 1 Presented by:
Keith Brown CFP, CLU, CH.F.C, FEA, CExP™
• Founder of Financial Confidence Advisors
• International Network of Exit Planning
Professionals™
• Keith’s personal story

4. Keith Brown, CFP, CLU, CH.F.C, FEA, CExP™
Certified Financial Planner & Exit Planner:
• Over 30 years managing financial risks
• Wealth management for business owners,
business families and executives
• Successfully sold co-owned company Daystar
• Sauder School of Business Family Enterprise Advisor
FEA Designation 2012
• Certified Exit Planner (CExP™) designation through
Business Enterprise Institute (BEI) in 2014

5. Disclaimer
• We have provided written material with this oral presentation to make it easier for you to take
notes. Do not rely on the written material on its own because it may be incomplete or inaccurate
without the additional context and information provided by the oral presentation.
• This presentation is for educational purposes only. It should not be construed as legal, tax or
accounting advice.
• This presentation does not bind Financial Confidence Advisors Inc. to provide, or to continue to
provide, any of the concepts or products described in the presentation. It also does not limit
Financial Confidence Advisors Inc. ability to change any of the procedures that may be described in
the presentation.
• If this presentation contains competitive information, we have made every effort to ensure its
accuracy as of the date of the original oral presentation. We cannot, however, guarantee the
accuracy and, if you have any questions regarding this information, you should contact the
competitor directly.
• This document does not contain an opinion to business or asset value. Any business value
discussed in this document is merely an estimate of value, and does not indicate or guarantee the
price of your business or any interest in it can be sold. To determine accurately the value of your
business, we recommend you engage a certified valuation specialist or certified business appraiser.

6. What is an Exit Plan?
• Holistic approach to a Business Exit Strategy
• Receive maximum value for life’s work
• Limit the Business Owner’s tax burden
• Keep control of the process

7. Benefits of an Exit Plan
• Exit Plan based on the owner’s objectives
• Experienced team of advisors to design and implement
the plan
• Cash flow and a quantified business value
• Strong management team in place
• Time

8. OR
OVERVIEW
ONLY

9. Step One: What Are Your Objectives?
Principal issues all business owners wrestle with are:
• Exiting the business on their timetable
• Creating financial security for themselves and their family
• Deciding who should get the business
• How to maximize business value
We must bring key stakeholders in the process:
• Shareholders
• Spouse, Children, In-laws
• Key Employees
Other considerations:
• Leave a legacy?
• Never “retire”?
• Philanthropic works?

10. Step Two: Quantify Business & Financial Resources?
• Provides a baseline value
• Measures business and personal resources
• Comprehensive financial planning allows you to monitor
progress toward stated objectives:
o Retirement goals
o Spending and cash flow needs
o Post-closing investment strategy

11. Assemble the Multi-Disciplinary Team
Other
Advisors
Lawyer
Insurance
Professional
Accountant
Estate
Planner
Investment
Banker
Exit
Planner
Business
Valuator
Financial
Advisors

12. Part 2 Presented by:
Chris Kassardjian, BSc, MBA
• Founder of CK Global Solutions
• M&A Consultant with private equity investors
• Chris’ personal story
Exit Your Business for Maximum Value
At Minimum Risk

13. Chris Kassardjian, BSc, MBA
Mergers & Acquisitions Consultant:
• Selling or acquiring business over $10M
• Private Equity for deals $10M to $500M
• Founder of CK Global Solutions
• BSc, MBA from California State University of Hayward
Graduate of the Faculté des Sciences in Lille, France
• Accomplished international executive, senior
management and small business experience in North
America and Africa

14. Step Three: Maximize & Protect Business Value
• Grow business value to be able to sell the business
• Reduce income taxes upon sale of business
• Protect assets from business and personal creditors
• Motivate & keep key employees and management
• Focus on increasing cash flow
• Solidify and diversify customer base
• Implement strategies to grow the company
• Build solid management team and groom a successor

15. Step Four: Ownership Transfer to Third Parties
Universal Objectives:
• Cash at closing
• Eliminate financial risk
• No family succession issues
• Speed of exit
Other Considerations:
• Only 25% of all businesses are sold to Third Party
• Sales under $10 million – one out of three sold to Third Party
• Sales over $10 million – 50% sold to Third Party
( Business Reference Guide)

16. Step Five: Ownership Transfer to Insiders
Universal Objectives:
• Achieve Exit Objectives of:
o Transferring ownership to a family member
o Selling to Key Employee or Key Employee Group (KEG)
o Transitioning ownership to a Partner(s)
• Motivate and retain Key Employees
• Reduce tax burden
• Reduce risk and increase amount of money received

17. Exit Your Business for Maximum Value
At Minimum Risk
Part 3 Presented by:
Keith Brown CFP, CLU, CH.F.C, FEA, CExP™
• Founder of Financial Confidence Advisors
• International Network of Exit Planning
Professionals™
• Keith’s personal story

18. Step Six: Business Continuity Planning
• Objectives still achieved if you don’t survive
• Retain ownership and control even if co-owner departs
• Can force non-contributing owners to leave
• Ensures survival of the business for the benefit of others
• Results in family receiving value of your interest
• Retain key employees and stay bonuses
• Contingency planning for risk management

19. Step Seven: Personal Wealth & Estate Planning
• Preserve wealth, minimize taxes using both lifetime and
death planning tools
• Integrates lifetime exit objectives with estate plan
• Estate planning becomes part of business planning
• Result is comprehensive exit planning

20. Succession Planning
Presented by Doug Anderson (DA)
• 35 years hands-on business experience
helping over 500 companies grow
• 22 years senior sales management experience
• Certified Consultant for Winslow Research Institute
• Used by Fortune 1000 companies and professional
sporting organizations: MLB, NFL, NHL and others
• Business Succession Planning
• 3 most important traits related to business success

21. Succession Planning

22. Think About It
• Each of us is different from everyone else in this world
because of our personalities!
• Who should run your business after you leave?

23. Think About It
• This philosophy is not unique to Winslow Research
Institute
• Plato said it best . . . .
• Know Thyself !

24. Think About It
• Behaviour is difficult to determine!
• Everyone has three personalities . . .
1. Who you think you are.
2. Who others think you are.
3. Who you really are.

25. Fact
• The quality of an organization’s personnel is frequently
the single factor that determines whether the
organization is going to be successful, whether it will
realize a satisfactory return on its investment, and
whether it will reach its basic objectives!
William J. Winslow

26. Management’s Mission
• Management's primary responsibility is to get
appropriate results through the effective use of people.

27. Think About It
• The 3 most important personality traits related to
success in business!
o Ambition
o Self-Confidence
o Tough-Mindedness

28. Ambition
• Driven to achieve and to be successful
• Desire to attain career excellence
• Respond positively to competitive situations
• Aspire to accomplish difficult tasks
• Set and maintain high goals

29. Tough-Mindedness
• The ability to accept strong leadership and criticism
without emotional sensitivity
• Do not need excessive praise, support or encouragement
from their managers
• Do not become easily upset by problems
• Can accept rejection and disappointments
• Recover quickly when things go wrong

30. Self-Confidence
• Believe they have the skill, knowledge, and experience
required to be successful
• Have unfaltering trust in self
• Handle unexpected situations well
• Quick to express opinions, beliefs and ideas
• Feel sure of personal powers and abilities

31. Winslow Quotation
• “It is not personality assets that make a person
successful …
It is their liabilities which prevent them from being
successful!”

32. Winslow Personality Traits
Interpersonal
• Sociability
• Recognition
• Conscientiousness
• Exhibition
• Trust & Nurturance
Dedication
• Ambition
• Endurance
• Assertiveness
• Boldness
• Coachability & Leadership
Organizational
• Alertness
• Structure
• Order
• Flexibility
• Creativity & Responsibility
Self-control
• Self-confidence
• Composure
• Tough-mindedness
• Autonomy
• Contentment & Control

33. Summary & Conclusions
• DA Top Talent
• DA@DATopTalent.com

34. Angelie Boholst, Tax Angel® Consulting Ltd.
• Mompreneur and owner of
Tax Angel Consulting Ltd.
• Helps other entrepreneurs succeed in their
businesses to maintain a happy and healthy
entrepreneur lifestyle
• Over 5 years bookkeeping experience in public practice
• Accounting diploma with Cambridge College
• Universal Accounting Professional Bookkeeper
designation

35. Accounting Techniques
To Increase Business Value

36. Agenda
• Accounting Manual
• Vendor List – Contacts & Contracts
• Numbers Due Diligence
• Transition Assistance
• 10 Questions to Ask Before Selling Your Business

37. Accounting Manual

38. Vendor List – Contacts & Contracts

39. Numbers Due Diligence
• Cash flow Analysis
– Review of Previous Data and Projection for new owner
• Benchmark report
• Review of the financial statements
– yearly and monthly comparisons

40. Transition Assistance
• Financing needs
• Review of Financial Statements
• Access with us for plain English consultation related to
accounting/taxes/business processes

41. 10 Questions to Ask Before Selling Your Business
1. Is my business ready to sell?
2. How is a buyer going to value my business?
3. Who should be on my team when I sell?
4. Is it the right time to sell?
5. Is the market right?

42. 10 Questions to Ask Before Selling Your Business
6. Can I cope with the changes on the horizon?
7. Can my business thrive without me or without a key
customer?
8. Would I be willing to stay on if the buyer wants me to?
9. What are the potential deal breakers?
10. Would I consider alternatives to an outright sale?

43. Conclusion
• “Would you tell me, please, which way I ought to go
from here? That depends a good deal on where you
want to get to.”
Alice in Wonderland, Lewis Carroll

44. About Chuck Prenevost
• FranNet® Franchise Specialist, Western Canada.
• Helps entrepreneurs find a proven business
model to start and stay in business.
• Helps executives in career transition to start a
business to eliminate future income gaps.
• President & Owner of Plant Maintenance Group
Inc, tropical plant service business providing
horticultural plant services to corporate Canada
and successfully sold it after 21 years in 2008.

46. About FranNet
• Franchisee – Franchisor MATCHMAKERS
• Established in Vancouver in 1990
• Canada-wide coverage
• Work with folks on a face-to-face / locally
• 70 quality Franchisor companies – no food
• Offer services to our clients at No Cost

47. The FranNet Advantage

48. Why Franchising Works
• Importance of
structure
• Proven systems to
attract customers
• Refined business
processes to retain
• Mitigate your risk
with proven
formula

49. Why Franchising Works
Proven, systematic approach to starting and staying
in business
• Experience
• Simplicity
• Initial Training & Ongoing Support
• Name Recognition
• Sales, Marketing & Operational Systems
• Longer term perspective

50. Getting Clarity
Clarify your Destination
• Do I have the necessary skills
to run a business?
• How much can I afford?
• Where’s the money coming from?
• How do I narrow down my search?

51. Our Most Successful Candidates
Folks Going Through Career Transition
• Recently been packaged out of corporate
• Want to take control of their career
• Desire to have more Lifestyle flexibility
Semi Absentee or Passive Ownership
• Invest in business while keeping corporate job
• Manage your business 15 hours per week
• Create additional wealth creation

52. The Franchise Strategy
Powerful Strategy for Wealth Creation
• Income replacement / second payday
• Tax strategies leveraging Capital Gains
• Future security – no more layoffs
• Control – day to day and big picture
• Pride of ownership

53. Questions?

54. Apply at Registration Desk