Tag Archives: trusted advisor

#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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#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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#101 – Becoming the First-Call Advisor: Insights from Family Office Expert Rich Wolkowitz

November 5, 2025Client Experience & Loyalty, Generational Wealthadvisor best practices, advisor compensation, advisor mistakes, budget for family office, Client Relationships, Family Business, family enterprise, family harmony, Family Office, family office challenges, Financial Advisor, governance, high net worth clients, holistic advising, interdisciplinary advising, Legacy Planning, multi-family office, multigenerational families, nepotism, next generation wealth transfer, single family office, speaking truth to power, strategic planning, succession planning, team collaboration, toxic loyalty, trusted advisor, Value Proposition, virtual family office, Wealth ManagementTop Advisor Podcast

What can financial advisors learn from those guiding the world’s wealthiest and most complex families?

And how can you position yourself as the advisor your A+ clients call first?

In this episode of the Top Advisor Podcast, Bill Cates interviews Rich Wolkowitz – attorney, advisor, and founder of Xylogenesis. From White House counsel to family office insider, Rich shares unique lessons that every financial professional can use to deepen trust, expand value, and strengthen client relationships.

3 Key Takeaways:

Advising ultra-wealthy families is about more than money. The right brain side – trust, relationships, and emotional dynamics – is often where true value is built.
Being the “first call” advisor sets you apart. Learn how to position yourself so clients rely on you first – for both financial strategy and unexpected family challenges.
Legacy requires alignment. Rich’s brilliant tree rings metaphor shows families (and their advisors) how to connect future aspirations with present-day decisions in a meaningful, lasting way.

Bill and Rich Discuss:

Why speaking truth to power is essential for advisors who want lasting influence
Rich’s personal journey – from next-gen family business member to White House attorney to trusted family office advisor
Real-life examples of the unexpected roles a family office advisor can play – from finding rare medical specialists to supporting a cat with cancer
Why building a strong advisory team and collaborating across disciplines keeps you off the “replace” list
How to help families build sustainable, purpose-driven offices with the right people and plan
… And more!

Connect With Rich Wolkowitz:

Email: rich@xylogenesis.com
LinkedIn: https://www.linkedin.com/in/richardjwolkowitz/
Website: https://www.xylogenesis.com

Resources:

Connect With Bill Cates:

About Rich Wolkowitz:

Rich Wolkowitz is the Founder of Xylogenesis® | Family Office Advisory, bringing more than 25 years of first-hand experience working inside and alongside family offices of every type.

A third-generation member of his own family’s enterprise, Rich grew up learning about stewardship, responsibility, and the values of family leadership from his father. That early foundation shaped his career in law, business, and family office management.

Rich began his legal journey at the White House before joining an AM 100 law firm, where he became an Equity Partner and Chair of the Hiring Committee. He specialized in international and domestic mergers and acquisitions, serving as outside counsel and trusted consigliere to public companies, private equity- and venture-backed firms, and family enterprises. He later stepped into his own family’s business and went on to lead two different single-family offices as a non-family executive.

Prior to founding Xylogenesis®, Rich managed a global family business consulting firm.

Known for his ability to “speak truth to power.” Rich now advises multigenerational families, their family offices, and teams of trusted advisors on the complex continuum of family, business, and legacy needs.

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