Tag Archives: seminar marketing

#109 – How Financial Advisors Win & Keep Business Owner Assets with Scott Bushkie

May 20, 2026Client Experience & Loyalty, Practice ManagementAsset Management, building rapport, business owner exit, business valuation, Client Retention, Cornerstone Business Services, deal team, exit options, Exit Planning, Financial Advisor, lifestyle number, local market report, M&A attorney, maximizing value, Mergers And Acquisitions, Nextrudo, opportunity for advisors, pre-retirees, professional valuation, referral marketing, RMA (real market analysis), sale of business, seminar marketing, switching advisors, tax implications, team of experts, Top Advisor Podcast, trusted advisor, ultra high net worth clients, unsolicited offers, wealth gapTop Advisor Podcast

Did you know? 96% of business owners are open to switching advisors right before, during, or after the sale of their business.

That’s a staggering stat from a recent study discussed on the Top Advisor Podcast with Scott Bushkie – highlighting both a threat and a huge opportunity for financial advisors.

If you’re working with business owners or want to attract more, here are three actionable takeaways from the episode:

Start the Conversation Early:
Don’t wait for your clients approach you for a conversation about selling their business. Proactively discuss their exit plans and the value of their business before someone else does.
Build a Trusted Team:
Business owners expect their advisor to have a team of experts (including tax, M&A, and legal professionals) ready to help maximize their value and minimize taxes during this critical transition.
Never Accept the First Offer:
The study revealed that business owners almost always net a significantly higher sale price (sometimes 60–100% more) when they run a competitive sale process rather than accepting unsolicited offers.

Case in Point: The Danger of Waiting

Hear what happens when a trusted advisor “waits for the call” after a client sells – only to lose out on tens of millions in new assets because they weren’t proactive.

Or discover how partnering with experts and running a competitive sale process turned an initial $31M offer into a $51M payday for both the business owner and their advisor.

Advisors: This is an immediate opportunity to be the hero your business owner clients need or risk losing them at the most pivotal moment of their financial lives.

Episode Sponsor:

Connect with Scott Bushkie – Cornerstone Business Services:

Resources:

Connect With Bill Cates:

About Scott Bushkie

Scott Bushkie is the Managing Partner and Founder of Cornerstone Business Services. With more than 25 years in mergers & acquisitions, Scott is a recognized leader in the lower middle market, helping business owners sell their companies, grow through acquisition, and understand the realistic value of their businesses in today’s market.

Over the years, Scott has successfully executed hundreds of transactions, domestically and internationally. He has the trust and respect of CPA and financial advisor alliances, investment banks, and other professional service firms within the M&A marketplace.

A leading authority on lower middle market M&A, Scott’s expertise is sought after by major media outlets including the New York Times, Chicago Tribune, Associated Press, CBS, and iHeart Media. The best-selling author of Finish Strong: Sell Your Business on Your Terms, he also guest authors content for numerous newspapers, magazines, and trade publications.

As a keynote speaker, Scott engages diverse audiences from national organizations to regional trade groups and international delegations. He focuses on empowering business owners to maximize the single largest transaction of their life: the sale of their business. Additionally, he equips financial advisors with strategies to better serve these owners and, in turn, significantly grow their AUM.

Scott is the founder and past chair of the Wisconsin chapter of Midwest Business Brokers & Intermediaries (MBBI), past chair of the International Business Broker Association (IBBA), past chair of the M&A Source, and the founding president of the Wisconsin chapter of EO.

Scott has been named Fellow of IBBA, Fellow of M&A Source, and was a 2025 inductee into the IBBA Hall of Fame—in each instance the youngest person in the world to receive these prestigious lifetime designations, recognizing industry expertise and contributions to the profession.

In 2018, Scott launched the Cornerstone International Alliance (CIA), providing member firms with enhanced buyer reach, access to industry experts, resources, and structured best practice sharing. In 2025, CIA had approximately 30 partner firms worldwide and facilitated the transition of $2 billion in enterprise value.

Scott also partnered with a third-party research firm to produce the 2025 National Study on Selling Your Business. The first of its kind, the study provides groundbreaking research into business owner attitudes, trends, and expectations about selling their business.

Scott holds designations as a Mergers & Acquisitions Master Intermediary (M&AMI), a Certified M&A Professional (CM&AP), and a Certified Business Intermediary (CBI). He is a registered representative of the broker dealer Ceiba Financial with the Series 62 & 63 securities licenses.

Scott’s diverse background includes entrepreneurial endeavors, management, finance, and marketing. He has operated small startups and worked with international corporations. He is a graduate of the University of Wisconsin – Whitewater. Scott and his wife Cassie live in Green Bay with their three children.

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#106 – Unlocking Profitability for You & Your Clients with Mike Michalowicz

March 11, 2026Client Experience & Loyalty, Creating Advocates, Life Balance, Practice Managementaccounting, Behavioral Finance, Bill Cates, book recommendations, business finance, business profitability, business systems, cash flow management, commitment devices, CPA, entrepreneur advice, Financial Advisors, financial independence, Mike Michalowicz, Nexruto, owner compensation, personal finance, podcast interview, Profit First, seminar marketing, small business owners, The Money Habit, Top Advisor Podcasttopadvisorpodcast

“I actually call myself – lovingly – the angel of death because I was not an angel investor. Yeah, I destroyed businesses and, in the process, wiped myself out financially.”

– Mike Michalowicz

I believe that the message in Mike Michalowicz’ book, Profit First is both elegantly simple and powerful

I’ve adopted most of these strategies over the past 6 months and my business has already become more profitable, and my cash-flow management is clearer and smoother than ever before.

This interview of Mike is going to follow two parallel paths. As a financial advisor YOU are a business owner AND you probably serve a lot of business owner clients.

This interview will give you ideas to bring more value to your clients, and at the same time help you reflect on the profitability of your own business.

Bill and Mike discuss:

Profit First Mentality:
Mike shared his personal story of financial reset, revealing how shifting your approach to “profit first” can change everything. Instead of waiting for profit at year-end, set it aside from every transaction – just like you pay yourself first in personal finance.
Behavioral Hacks for Profitability:
Discover the “small plates” strategy. Just as smaller dinner plates lead to smaller portions, breaking your income into dedicated accounts (profit, owner’s compensation, taxes, OpEx) naturally guides prudent spending.
Why Most Business Owners Struggle:
Did you know 83% of small businesses are living paycheck to paycheck? The traditional formula – sales minus expenses equals profit – actually sets most up for failure. With Profit First, sales minus profit equals expenses, forcing you to run your business sustainably.
Debt & Profit:
Think you need to pay off debt before saving profit? Think again – profit is the muscle you need to build to sustainably pay down debt over time.
Owner’s Compensation vs. Profit:
Mike Michalowicz clarified the crucial distinction: Owner’s compensation is your salary for running the business. Profit is a bonus for taking the risk. Don’t confuse or commingle these!
Holistic Advising:
Advisors, there’s a massive opportunity in linking business and personal finances for your clients. Don’t leave the business side to the accountant – address both for true financial independence.
Commitment Devices: ! This is Powerful !
Setting up systems (like hiding your profit in a different bank account) creates “commitment devices” – behavioral nudges that help you stick to your plan, just like leaving your gym shoes on the toilet lid to get moving in the morning.

Whether you’re a solo advisor, own a small business, or even part of a larger firm, Profit First adapts. The sooner you start, the greater the impact.

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#105 – Your Road Map to Ideal Clients, Ideal Business, and Ideal Life with Bill Bachrach, CSP, CPAE

February 18, 2026Life Balance, Practice Management, Referrals & Introductionsaction-oriented advice, advisor mistakes, annual recurring revenue, asking good questions, Asset Management, Bill Bachrach, Bill Cates, book of business, Business Development, Client Acquisition, Client Loyalty, Client Onboarding, Client Referrals, client satisfaction, coaching programs, educational seminars, effective listening, fee structure, Financial Advisors, financial industry trends, Financial Planning, flat fee model, high-trust relationships, Ideal Clients, millionaire clients, non-ideal clients, recurring revenue, referring clients, Relationship Building, seminar marketing, trusted advisor, values-based financial planningtopadvisorpodcast

“Most financial advisors work too many hours for too little money for too many of the wrong clients.”
– Bill Bachrach, CSP, CPAE
.

If you’re a financial advisor looking to grow your ideal practice, this session is a must-listen.

We unpacked the power of building high-trust relationships and how just 50 ideal clients paying $20,000 a year can transform your business and your life.

NOT LOOKING for this exact model? Keep listening. The principles, strategies, and tactics discussed can apply to any advisory model.

It’s all about asking great questions, truly listening, and focusing on quality over quantity.

Plus, we discuss practical strategies to transition from a busy, overwhelming practice to your dream client base. Unlock the roadmap to results and become the trusted advisor your clients deserve!

Bill C. and Bill B. Discuss:

Most advisors work too many hours for too little money and too many of the wrong clients. Want real change? Focus on fewer, ideal clients – quality over quantity. Build a business that funds your ideal life.
Trust isn’t a sales tactic. It’s the foundation. Skip the features and benefits. Ask real questions and listen deeply. Human connection still trumps everything in the financial advisory world.
“What’s important about money to you?” That simple question opens up a valuable conversation. Listen without rushing. Silence is powerful. Remember that sometimes people just need extra time to think before revealing what matters most.
Referrals aren’t automatic. Clients need to trust you at the highest level before risking their relationships for you. Consistent follow-through and genuine care make the difference. Earn that bridge.
AI is here, but human-to-human connection is what sets trusted advisors apart. Use technology for efficiency, but double down on listening and empathy. Be as analog and human as possible with your clients.

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