Although the next decade presents a significant wealth transfer opportunity, many business owners lack a formal exit or succession plan to capture the full value of their life’s work.
Host John Bryson welcomes Kathleen to discuss how financial advisors can help business owners maximize value, identify growth opportunities, and navigate the complexities of a successful transition. Here’s a snippet of their conversation.
1 How big is this opportunity for financial advisors?
In the United States, there are approximately 390,000 privately held businesses with annual revenue between $5 million and $100 million; we consider that the mid-market. There are another 5.5 million businesses with annual revenue under $5 million. We call that the micro market, and it also represents a significant opportunity for financial advisors. According to the Exit Planning Institute’s “state of owner readiness” research conducted at the end of 2024, 48% of business owners plan to transition their businesses within the next three years, while another 26% expect to do so within the next four to eight years. About 74% plan to exit within the next eight years, and that translates into a $14 trillion opportunity.
2 How can advisors support business owners?
Advisors generally focus on what we call the four intangible capitals of the business. The first is human capital, the value of the company’s talent. All things being equal, the greater the value of the talent, the greater the value of the business. The second area is customer capital. Ideally, you want tenured, contractual, recurring customers and revenue. The third is structural capital, which is the business’s know-how. And finally, there's social capital, which is really the culture of the company.
3 What do we offer financial advisors to support business owners?
We see ourselves as providing two critical functions. One is educating financial advisors on this space, helping them with their practices, helping them position themselves to pursue this in a meaningful way, and helping to educate their clients. The other piece is connecting them to the relationships they might need to build out their team, whether it's value growth advisors or M&A advisors.