190 What Advisors Need to Know to Work with Business Owners

In this conversation, Sten and George discuss the challenges and opportunities for financial advisors working with business owners. They explore the importance of understanding business value, the role of advisors in driving growth, and the need for strategic conversations that educate business owners about their assets. George shares frameworks and methodologies that can help advisors engage effectively with business owners, emphasizing the need for relevance and value in advisory relationships.

Key Takeaways

• Advisors need to relate to business owners as fellow business owners.
• Understanding the emotional connection business owners have with their businesses is crucial.
• Advisors should focus on educating clients about their business value.
• Creating a framework for discussions can enhance client engagement.
• Business owners often have unrealistic expectations about their business valuations.
• Advisors should charge for their time and expertise, not just for products.
• The earlier business owners start planning, the better their outcomes will be.
• Strategic capacity is key to sustainable business growth.
• Advisors can create relevance by discussing business assets and their value.
• Value conversations are more impactful than commodity conversations.

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