Owner's Clarification System for Advisors

“Owner’s Clarification System”

Focuses On Owner’s Emotional Readiness for the Business Transition Process

© 2011-2012 by Successful Transition Planning Institute. All Rights Reserved.

“From a business broker’s perspective, I see more deals fall apart over ‘soft’ issues than over technicalities. If an owner does not take the time to prepare emotionally for what may very well be one of the most significant transitions of their adult life, then it can be hard to commit to the process and see it through to a positive outcome. Owners who ignore the emotional aspects of exiting often end up sabotaging the entire process, perhaps without even understanding why.”

- Professional Business Broker


Why Too Many Good Deals Die

• Owner not motivated to engage in or complete the transition process

• Reluctant to think through all the issues

• May sabotage the transition process by experiencing “Seller’s Remorse”

The Problem: Effects of Owner’s Unrecognized Emotional Issues


The Successful Transition Planning Institute

• A nationally recognized innovative leader in the Head and Heart issues of owners in transition

• STPI’s Transition Planning programs help owners deal with the mental and emotional aspects of the business transition

• STPI’s highly acclaimed new book,Finding Your New Owner: For Your Business, For Your Lifeby Jack Beauregard, author, founder, and CEO at STPI


STPI’s “Owner’s Clarification Report”


• Provides owners with positive motivation for engaging in and completing the transition process

• Reduces Owner’s Risk and Builds Their Peace of Mind

• Helps owners think more clearly about their new future and helps them recognize if they need to develop a more complete plan for their life after they leave their company

• Saves everyone money by avoiding Owner’s Indecision and Seller’s Remorse

A New Tool to Help Advisors

STPI’s “Owner’s Clarification Report”


• Easy to understand:o see sample Owner’s Clarification Report

• Easy to present to the ownero 62 questions, 20-30 minutes

• Referring to STPI’s expertise bring credibility to an advisor discussing “soft” issues

• Owner’s motivations for wanting to leave

• Their transition goals

• Their attitude and expectations

• How emotionally prepared they are for leaving

“Owner’s Clarification Report” Part I. Owner’s Responses

• If they have a plan for a meaningful and purposeful new life after they leave their companies

Presents in a Clear and Organized Way:


Owner’s Clarification ReportPart II. Analysis-Section

• Explanation of each Recommendation and Next Steps

• Analysis for each area presented in an easy to understand streetlight format:

Green very high readiness (low risk)Yellow mixed readiness (medium risk)Red very low readiness (high risk)



Summary of OCR

Cover page of full report







How to Use the OCR

Client Assessment1.Advise the owner that you will send a survey2.Log in, send questionnaire3.Receive, Read the report4.Meet with client to review

– Assess client fit for a good transition process– Business or financial issues to address


How to Orderwww.successfultransitionplanning.com


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Option One – Pay by Credit Card




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Option Two - Buy with credits


Buy 100 credits




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Email to Client


Thank you email to Client

RegardsPaul CroninAcme Advisors


Email to Advisor

Owner’s Clarification System

• Owner’s Clarification Questionnaire and Report (OCR)

• Free book: “Finding Your New Owner” (client option)• Free 30 minute consult with a Transition Planning Consultant

(at advisor’s option)


Testimonial from an owner


Testimonial from a broker


Testimonial from a business advisor


Buying Credits makes you $$$ faster

By maintaining a balance of credits you:• can order questionnaires for a lead or client from

any web-browser, even your mobile phone 24/7• receive them in your email inbox 24/7• set follow up meetings faster• work with better prepared clients• make more money $$$


Starter Pack Saves $1,000• The OCR helps advisors reduce the

risk of Owner’s Indecision and Seller’s Remorse

• 20 credits earns you Five OCRs to get going right away with clients and prospects

• 25 copies of Finding Your New Owner are great prospecting tools

• “8 tips plus template letter to gain more clients”

• Remember - each client who takes an OCR needs to receive a copy of the book!


New User sign up


Email to new OCR user

Hello,Thank you for ordering the Starter Pack of 20 credits and 25 copies of Finding Your New Owner

for $500.00. (A savings of $1,000!)Your username is your email address: [email protected] Temporary password is: demouser2012(STPI recommends that you change your password after your first log in to increase your

security).

To Get Started:•Click this link to login:(if the link fails go to copy and paste successfultransitionplanning.com into your browser.

Once there, click on “Find Advisors” and then log in)


mailto:[email protected]

Successful Transition Planning InstituteOne Mifflin PlaceHarvard SquareCambridge, MA 02138

800.677.6715

SuccessfulTransitionPlanning.com (Linkedin, Twitter, Facebook)

Jack Beauregard, author, founder and [email protected], 617.576.5728

Paul Cronin, partner, Director of Business [email protected], 978-749-9546
