About this episode
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 structure05:17 – Lisa Detanna: 5.5 B AUM and 70% business-owner clients10:14 – Training through IBex (Institute for Business Owner Excellence)12:31 – How Raymond James bridges investment banking and planning14:11 – Addressing big-bank perception vs. Raymond James capabilities14:28 – Ryan Bass: learning the language of business-owner conversations18:27 – Will Deupree: early-stage conversations that create loyalty25:13 – Cody Hilbun: building an 18-person IB-focused advisory team30:11 – Mike Tutcher: growth through Masterclass and golf-course networking38:17 – Ken Grider: going where competition isn’t39:29 – Zac Hersman: Americas Group and cross-border opportunities45:06 – Lisa Detanna: culture, client-centric service, and firm leadership50:16 – Inside IBex & Masterclass: demystifying the process01:02:14 – Hosting local business-owner events and strategy summits01:12:18 – Educating business owners creates lasting relationships01:16:08 – Final thoughts: culture, vision, and paying it forwardIf 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.comElite Marketing Concepts | Marketing Services for Financial Advisors: https://elitemarketingconcepts.comElite Advisor Successions | Advisor Mergers and Acquisitions: https://eliteadvisorsuccessions.comJEDI Database Solutions | Data Intelligence for Advisors: https://jedidatabasesolutions.comListen to more Advisor Talk episodes: https://eliteconsultingpartners.com/podcasts/Follow us on LinkedIn: https://linkedin.com/company/eliteconsultingpartners
