Course Listing

1. Introduction to The Exit Architect® Academy

2. Exit Planning Core

1. What is Exit Planning?
2. Expected Benefits of Exit Planning
3. Exit Options
4. Statistics on Business Owner Readiness
5. Three Timing Cycles
6. The Role of an Exit Planner
7. Most Common Mistakes in Exit Planning
8. The ROI from Exit Planning

2. Business Valuation

1. Basics of Business Valuation
2. Definition of Value
3. Three Approaches to Business Valuation
4. Determining Business Valuation Using a Multiple
5. How to Improve the Value of a Business
6. Fifty-Four Value Enhancement Factors
7. The Value of My Business

3. Financials in Exit Planning

1. Basics in Financial Reporting
2. Importance of GAAP Accounting
3. Three Types of Financial Review Services
4. How to Calculate EBITDA
5. Balance Sheet Issues

1. Introduction to Exit Readiness
2. Owner Readiness Surveys
3. Business Readiness Surveys
4. Business Attractiveness Survey
5. Business Owner Visioning

5. Marketing and Sales Review

6. Building an Advisory Team

1. Building an Exit Planning Advisory Team
2. Role of Accounting Firms in Exit Planning
3. Role of Business Law Firms in Exit Planning
4. Role of Exit Planners in Exit Planning
5. Role of Financial & Wealth Management Firms in Exit Planning
6. Role of Estate Planning Firms
7. Role of Insurance Brokers in Exit Planning
8. Role of Valuation Companies in Exit Planning
9. Role of M&A Advisory Firms in Exit Planning

7. Exit Planning Execution

1. Relentless Execution
2. Concept of 90 Day Sprints
3. Action Item Tracking
4. Exit Planning Execution Survey

3. Business and Value Growth

1. 1. Introduction to ValueBuilder Drivers
   2. Growth Potential Value Driver
   3. Financial Performance Value Driver
   4. Customer Satisfaction Value Driver
   5. Recurring Revenue Value Driver
   6. Monopoly Control Value Driver
   7. Hub & Spoke Value Driver
   8. Switzerland Structure Value Driver
   9. Valuation Teeter-Totter Value Driver
   10. The Short List Builder
   11. The Envelope Test

2. Improving Revenue and Profits

1. Creating a Unique Value Proposition
2. Creating a Compelling Offer
3. Building Alliances
4. Creating a Referral Process
5. Upselling
6. Cross Selling
7. Downselling
8. Selling More to Your Current Customers
9. Bundling
10. Reactivating Former Customers
11. Generating More Leads
12. Automated Email and Text Marketing
13. Business Growth Impact Analysis

4. Estate and Wealth Management

1. 1. Introduction to Estate Planning
   2. Key Estate Planning Functions
   3. Estate Planning Documents
   4. Important Estate Planning Articles
   5. Estate Planning Trusts
   6. Estate Planning Survey
   7. Net Worth Calculation

2. Wealth Management

1. 1. Wealth Management Introduction
   2. Data Collection
   3. Goal Setting
   4. Financial Analysis
   5. Tax Management
   6. Investment Management
   7. Planning and Execution
   8. Periodic Review

1. Introduction to Tax Management
2. Understanding the Types of Taxes
3. Impact of Corporate Structures on Taxes
4. Concepts of Tax Minimization
5. Tax Exemptions
6. Deferral of Taxes
7. Tax Advantaged Investments
8. Tax Avoidance
9. Income Tax Reduction
10. Other Tax Issues

5. Selling Your Business

1. 1. Due Diligence
   2. Types of Buyers
   3. Deal Structure
   4. Three Types of M&A Advisors
   5. M&A Advisor Fees
   6. Buyer Motivation

1. Steps in Selling Your Business
2. Podcasts on Selling Your Business

6. Buying a Business

1. 1. Buy-Side Introduction
   2. Buy-Side Transaction Process
   3. Buy-Side Documents
   4. Other Buy-Side Considerations

7. Transition Planning

1. 1. Introduction to Internal Business Owner Transitions
   2. Internal Exit Options
   3. The Business Transition Process
   4. Other Business Transition Information

1. Managing Family-Owned Businesses
2. Advisory Boards
3. The Family Council
4. Family Offices

8. Business Management

1. 1. Introduction to Business Infostructure
   2. Business Foundations
   3. Information Systems
   4. Management Operating Systems
   5. Metrics, Ratios, and KPIs in Exit Planning
   6. Policies, Practices, Processes and Procedures
   7. Capturing Critical Knowledge
   8. Human Capital Management
   9. Important HR Issues
   10. QSBS – Qualified Small Business Stock

1. Time Management
2. 2nd In Command Synchronization
3. Creating Ownership Thinking
4. Creating Trust
5. Consequences Worksheet