Corporate Valuation

November 20, 2017

What Every Estate Planner Should Know About Buy-Sell Agreements

Unless your client has had their buy-sell agreement reviewed from a valuation perspective, they don’t know what it says. This comes as a surprise to many – an often unpleasant surprise as too many find themselves caught up in unexpected and costly legal wrangles or personal turmoil.

Originally presented by Z. Christopher Mercer, FASA, CFA, ABAR at the 2017 Southern Federal Tax Institute, this session provides you with information from a valuation perspective that will help ensure that your clients’ buy-sell, shareholder, or joint venture agreement results in a reasonable resolution and is not a ticking time bomb set to explode upon a triggering event. In other words, you will leave this session understanding how your clients’ buy-sell agreement will work - before a trigger event occurs.

 

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Mercer Capital to Sponsor and Attend the 13th Annual Florida Tax Institute
Mercer Capital to Sponsor and Attend the 13th Annual Florida Tax Institute
Mercer Capital is pleased to sponsor the 13th Annual Florida Tax Institute, which will be held April 8–10 at The Ritz-Carlton Orlando, Grande Lakes in Orlando, Florida. Tim Bronza, CPA, ASA; Tom Insalaco, CFA, ASA; and Barbara Price will attend on behalf of the firm.More than a conference, the Florida Tax Institute is widely recognized as a leading educational forum for attorneys, accountants, trust officers, estate planners, and financial advisors. This year’s program features nationally respected speakers addressing timely developments in federal and state taxation, estate and gift tax planning, business tax matters, and emerging regulatory considerations. Sessions are designed to offer practical insights that professionals can apply directly in their client work.Tim Bronza serves as Managing Director of Mercer Capital’s Florida office. He has extensive experience valuing business interests for federal gift, estate, and income tax purposes and leads sophisticated valuation engagements across corporate and fiduciary contexts.Tom Insalaco is a Senior Vice President in Mercer Capital’s Florida office. Since 2008, Tom has performed valuation analyses across a broad range of industries, assisting attorneys, fiduciaries, and financial professionals with estate planning, exit planning, and transaction-related matters.Barbara Walters Price serves as Chief Marketing Officer of Mercer Capital and is also a member of the firm’s Board of Directors. She leads the firm’s marketing strategy and oversees corporate communications, business development, digital strategy, and thought leadership initiatives.Mercer Capital’s sponsorship reflects the firm’s ongoing commitment to supporting the tax and estate planning communities in Florida and beyond. Learn more about the event at https://www.floridataxinstitute.org/
March 2026 | Fixing Price or Fixing Risk?
Value Matters® March 2026

Fixing Price or Fixing Risk? | Sections 2031, 2703, Huffman, and the Case for Independent Valuation

Buy-sell agreements are foundational planning tools for closely held businesses. When thoughtfully structured, they provide continuity, liquidity, and governance stability. If not drafted carefully, they can undermine estate planning objectives and create significant transfer tax exposure. For advisors of closely held business owners, the recurring question is not whether to use a buy-sell agreement, but whether the pricing mechanism embedded in the agreement will be respected for estate and gift tax purposes.
WEBINAR REPLAY: Pierce v. Commissioner: Valuation Perspectives for Advanced Estate Planning Professionals
WEBINAR REPLAY: Pierce v. Commissioner: Valuation Perspectives for Advanced Estate Planning Professionals
This webinar provides attorneys with an in-depth review of the salient valuation topics from the recent Tax Court decision, Pierce v. Commissioner.

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