Exitology: Unlock Your Profits, Unlock Your Potential

The Four Exits A story about a former client - external sale A story about New Belgium - ESOP A story about a soil company - Scale Out The stats on Bankruptcies The Four Types of Exits Exit One - Sell to External  Exit Two - Sell Internal Exit Three - Scale Out / Go Passive (visit ExitologyBook.com) Exit Four - Consciously Bankrupt

Aren’t You Meant for So Much More? ...The personal side of the Exit Journey... The story of a long time client When was the last time you listened to your allies in business? The journey of business requires so many different things... When everything comes together and you can get alignments, things just happen Remember that feeling of freedom boundless creativity. What would it be like to unlock...

Client Success Stories Good exit planning is good business strategy! Build your capital & cash flow to create transferable wealth for your exit The story of a company who chose to grow & exit Every 90 days we ask - do you want to grow or do you want to exit? Where are your personal and business readiness?

Begin with the End in Mind Build a business the right way, and the exit will take care of itself. The story of a current client - beginning with the end in mind Diversify lead sources Exitology acts as a bridge between current business owners and new business acquirers. Ask yourself: Am I measuring my transferable value correctly? Do I have the right people around me to accomplish my goals?

Your Perfect Profitable Prospect Improve your cashflow & your business multiple Case study of an automotive company client- David vs. Goliath example Reviewing his competitors psychological triggers Helped them more than double their business Good exit planning is just good business strategy -Exit Planning Institute Good strategy = insight applied to bring the future goal about faster Begin wi...

The Inner Economy Value Acceleration Methodology -Exit Planning Institute "Walking to Destiny" -book by Christopher Snider 5 stages of Business Exit Identify - determine the initial value of your business Protect Your Wealth Build - increase your cashflow & improve your multiple Harvest - harvest the fruits of your labor Manage Wealth Methodology - actual business strategy process to go throug...

Overcoming the valley of death - Outside Advisors You Want on Your Team There is danger of staying too long on the down cycle before Rebirth... Most businesses don't make it Only 10-15% actually sell Do you really want Advisors on your team? Often you can't see your own blind spots You can leverage someone else's expertise There are different levels of advisors Getting the right advisors on your t...

Overcoming the Valley of Death - Three Choices at All Times What can happen if we get too close to our business?... Almost all of us are too close to our business at all times... It's okay & part of the process! Only around 10% of business owners end up selling their business Of that only a small percentage are happy with how that went In the face of the 5 Ds, have a plan A, B, & C at all...

Overcoming the Valley of Death - Objectivity How Businesses Grow and Die... The story of an internet business portfolio company- They took on a lot of investor money Where did the money go? They were a victim of the 5 Ds Investors had no confidence Why is this important: How did the owner get into the Valley of Death We're often too close to our businesses If owner listened to advisors, the proble...

Overcoming the Valley of Death - Acceptance Valley of Death = A presentation of how businesses grow & die. The story of 3 product manufacturers They were never able to get on the same page about their integration & growth strategy Sometimes you do everything right, and all hell breaks loose anyway... Every 5 years you're at an 80% chance of experiencing one of the 5 Ds... 5 Ds are often re...

Proving Your Value with the Seven Key Numbers Q. What's the one thing I can do that will make everything else easier or unnecessary? A. Implement the Seven Key Numbers in your Exit Journey. "Do what you do best and outsource the rest...What get's measured gets managed...What gets managed gets improved..." - PETER DRUCKER Creating repeatable success numerically to get best in class valuation Where...

Using the Seven Key Numbers What do these numbers mean? The organization is responsible for all the key numbers, but specific roles are held accountable to one or more key numbers as well. The key numbers provide the story of the organization & insights at a glance to understand the business 7 Key Numbers - Examples Number of leads generated (marketing / sales) Conversion rate (marketing / sal...

Defining the Seven Key Numbers Amazon reinvested for so many years; cashflow but not profitable 7 Key Numbers Number of leads generated (marketing / sales) Conversion rate (marketing / sales) Rate of customer retention (conversion / operations) Number of transactions per customer (conversion / operations) Average price per transaction (conversion / operations) Variable costs (operations) Fixed cos...

Discovering the Seven Key Numbers Can I exit in 10 years? (My answer, try 5) What would it look like for you to move up your exit timeline? As few as 15% of businesses are ever sold... The other 85% mostly fade away because they couldn't sell or go out of business. It's important to find trusted advisors. Strategic value is simple math: Increase cash flow by increasing sales Put 7 numbers into mar...

The Importance of ROI - Closing the Gap to Sell the Business STRESS! The Gap between your expectation and your reality Expect Nothing, Accept Everything… The Four C's - Your Capital Social Capital Customer Capital Structural Capital Human Capital What does success look like? Grow on the top  Optimize on the bottom Meet in the middle Value from worst in class to best in class Establish a Regular Rh...

Profit Gap Leads to Value Gap "I believe luck is preparation meeting opportunity. If you hadn't been prepared when the opportunity came along, you wouldn't have been so lucky." -Oprah Winfrey Exit Planning is simply good business strategy. If you choose to do nothing, studies show it will cost 400-500% of your wealth... (Leaving literal, millions of dollars on the table) Transferable value in 5 st...

The Importance of ROI - Common Causes of the Profit Gap What's going on? Mega trends... Story Example Why is this topic important: DIAGNOSIS IS REALLY IMPORTANT HERE What you need to know about this topic: Get your planning in place Real talk - budgeting 3:1 return over 9-12 months Analysis Phase 1 - Perfect Profitable Prospect Phase 2 - Your Offers Where are the breakdowns? Sales team? Is it an i...

The Importance of ROI - Profit is the only driver of value Story Time - Am I meant for more... Get a benchmark - Where am I? Wealth Gap - close this by creating a transferrable asset Wealth Goal – Owner’s Net Worth Not Including the Business Cashflow - increase cashflow & sales to close wealth gap and increase value

Harvest the Moat - The CEPA Model for Harvesting CEPA = The Certified Exit Planning Advisor The story of R.R. Where is the next Million Dollars hiding in YOUR business? 3 Way Win! Business owner retires Operations and Employees continue New Owners can take the reigns and expand Do you want to grow or exit? Every 90 Days ask - grow or exit? Exit - Am I ready? Is my business attractive? Is this the...

Build the Moat Elon Musk vs. Warren Buffett vs. Exitology Where are you - still an entrepreneur? Or CEO, etc... What’s your team look like? Growth Perspective - are you growing 33% YOY? Vision Perspective - What is your purpose after the Exit? Operations Perspective - Do you have a strong Exec team? Human Perspective - Do you have the right people on the bus? Process Perspective - Do you have stre...

Protect the Moat - Economic moat vs competitive advantage  See the forest for the trees! "The key to investing is determining the competitive advantage of any given company and, above all, the durability of that advantage. The products or services that have wide sustainable moats around them, are the ones that deliver rewards to investors." -Warren Buffett Why is this topic important: Economic Mot...

Identify the Moat - The Margin of Safety "Invert, always invert" -Charlie Munger Think: "What could go wrong in this investment?" Why is this topic important: Understanding your business from the perspective of the BUYER (What’s In It For Them?) Avoiding Stupidity Success in business is more about avoiding losers, than finding winners... What you need to know about this topic: Margin of Safety (Be...

There is a strategy - Use it "Give me a place to stand on and I will move the Earth" -Archimedes and the Law of the Lever Why is this topic important: Your biggest lever = Your brain / your thinking Your brain will help bring your future forward Brain Nimbleness - do a journaling prompt for 5 mins Prompt: Who am I missing on my team to bring forth my business vision? Prompt: What have we tried in...

Why David Wins (Stats about David employers) FAITH, VISION, NIMBILITY Why is this topic important: Get set up for the Exit YOU want Most of the employers and owners are in small businesses Be a catalyst between generations! - huge opportunity What you need to know about this topic: Most of what you need is already there Discussion of Interplay between generations Opportunity - Catalyst between Boo...

Business JuJitsu (leveraging other’s strengths) Embrace the concept of David vs. Goliath & Your place in the market! "Jū" can be translated as "gentle, soft, supple, flexible, pliable, or yielding", and "jutsu" can be translated as "art or technique". There are many variations of the art, which leads to a diversity of approaches. Why is this topic important: Use Goliaths energy against him Sto...