You’ll notice you’re involved from start to finish because you play an important role throughout. A role that can potentially prove quite lucrative:
Your clients want you to bring ideas to the table to show you’re invested in their well-being. That means every conversation you have with a business owner presents an opportunity to discuss whether they’ve given any recent thought to their business succession.
Ask them a few high-level questions to get a sense of whether an ESOP makes sense for them.
Ask if they want to learn about an option that allows them to maintain control as they transition to retirement.
Ideally, you’ll want to address this during your next formal review with your business owner clients at the latest. Doing so: