Across the conversation, the panel digs into:

• What IBex (Institute for Business Owner Excellence) and the Masterclass actually teach - and how “learning the language” opens doors with business owners and COIs.

• Why being early matters: profiling, asking better questions, and hosting local business-owner events that generate real pipeline.

• Multiple paths beyond a sale: capital-markets needs, growth capital, roll-ups, second bites, and direct private deals alongside traditional planning.

• Culture and collaboration: demystifying the process, quarterbacking expert teams, and the peer-to-peer sharing that’s accelerating growth across practices.

Key Chapters:

00:00 – Intro  

03:10 – Ken Grider introduces the advisor lineup and program structure

05:17 – Lisa Detanna: 5.5 B AUM and 70% business-owner clients

10:14 – Training through IBex (Institute for Business Owner Excellence)

12:31 – How Raymond James bridges investment banking and planning

14:11 – Addressing big-bank perception vs. Raymond James capabilities

14:28 – Ryan Bass: learning the language of business-owner conversations

18:27 – Will Deupree: early-stage conversations that create loyalty

25:13 – Cody Hilbun: building an 18-person IB-focused advisory team

30:11 – Mike Tutcher: growth through Masterclass and golf-course networking

38:17 – Ken Grider: going where competition isn’t

39:29 – Zac Hersman: Americas Group and cross-border opportunities

45:06 – Lisa Detanna: culture, client-centric service, and firm leadership

50:16 – Inside IBex & Masterclass: demystifying the process

01:02:14 – Hosting local business-owner events and strategy summits

01:12:18 – Educating business owners creates lasting relationships

01:16:08 – Final thoughts: culture, vision, and paying it forward

If you work with business owners (or want to), this discussion offers concrete examples, candid lessons learned, and specific approaches you can adapt to your market - without promising outcomes and while keeping client interests front and center.

Resources:

Elite Consulting Partners | Financial Advisor Transitions: https://eliteconsultingpartners.com

Elite Marketing Concepts | Marketing Services for Financial Advisors: https://elitemarketingconcepts.com

Elite Advisor Successions | Advisor Mergers and Acquisitions: https://eliteadvisorsuccessions.com

JEDI Database Solutions | Data Intelligence for Advisors: https://jedidatabasesolutions.com

Listen to more Advisor Talk episodes: https://eliteconsultingpartners.com/podcasts/

Follow us on LinkedIn: https://linkedin.com/company/eliteconsultingpartners