Mercer Presenting to the Exit Planning Institute New York Chapter

Z. Christopher Mercer, ASA, CFA, ABAR, Founder and CEO of Mercer Capital, will present to the Exit Planning Institute New York Chapter on “Unlocking Private Company Wealth: A Tutorial for Business Advisers” in New York, on April 21, 2015.

It is important for business advisers to understand how to talk to their business owner clients about private company wealth. An increasing number of closely held and family business owners are facing ownership or management transition. Therefore, the time is now to begin talking with them about the critical issues surrounding these transitions so that you will be part of the team working with them to help them achieve their goals.

Chris Mercer will present concepts found in his newest book, Unlocking Private Company Wealth. Chris will walk through key portions of the book and talk about the implications for business owners while relating the content to business advisers. He will not only discuss ideas and concepts that will enhance the quality of conversations you have with business owners, but also provide real-life examples of these concepts in action.

Learning Objectives

  • What is the rate of return on a business owner’s investment?  Advisers need to know the importance of talking in terms of investment rates of returns, as well as how to calculate them for their clients.
  • How will the next investors look at your business? This is a critical questions, because while your clients may be the current investors, if they retain their businesses, they actually “buy” them and become the next investors.
  • Is your business ready for sale?  Many owners don’t want to hear this question, thinking they aren’t yet ready to sell their companies.  We will talk about a number of reasons that businesses actually change hands, and many of them are unexpected or precipitous. Help clients address this critical question of readiness. A business that is ready for sale is a lot more fun and profitable to work in.
  • 25 questions for business owners.  Unlocking Private Company Wealth concludes with a chapter that asks 25 questions of business owners.  If you adopt these questions and a questioning attitude, the value of your services will increase to your clients.

Learn more about Unlocking Private Company Wealth here.