"Exit Planning" means different things to different professionals. From a business owner's POV, the key is to prepare your business for sale, making it enticing to the right kind of buyer.

1. Index of slides:
Exit Planning Basics:
Practical Advice
for
Business Owners
Hosted by Washington BBI
Presented by Peter Busacca
Washington BBI The brokers with an end-to-end solution! 1
1. Title
2. Hammer
3. EP POV
4. EP to Me
5. EP to Seller
6. Travel e.g.
7. Need to Know
8. Quotes
9. Buyer Types
10. Assessment
11. Advisory Team
12. Buyer Worries
13. Buyer Wants
14. Transfer Knowledge
15. Chart
16. Seller Feels
17. If No EP
18. Get Started!
19. Contact Info
20. Knowledge

2. Index of slides:
Keep in mind, to a hammer….
Washington BBI
The brokers with an end-to-end solution!
Page 2
1. Title
2. Hammer
3. EP POV
4. EP to Me
5. EP to Seller
6. Travel e.g.
7. Need to Know
8. Quotes
9. Buyer Types
10. Assessment
11. Advisory Team
12. Buyer Worries
13. Buyer Wants
14. Transfer Knowledge
15. Chart
16. Seller Feels
17. If No EP
18. Get Started!
19. Contact Info
20. Knowledge

3. Index of slides:
What is Exit Planning?
Definition depends upon POV
To a: It’s all about:
Banker Keeping Account
Business Broker Salability & Targeting Buyers
Business Valuator Cash Flow & Assets
Business Consultant Key Management Layer
CPA Taxes & Financials
Estate Planning Lawyer Probate & Taxes
Financial Advisor Retirement
Insurance Broker Mitigating Insurable Risk
Transaction Lawyer PSA, Title, & Risks
Washington BBI
The brokers with an end-to-end solution!
Page 3
1. Title
2. Hammer
3. EP POV
4. EP to Me
5. EP to Seller
6. Travel e.g.
7. Need to Know
8. Quotes
9. Buyer Types
10. Assessment
11. Advisory Team
12. Buyer Worries
13. Buyer Wants
14. Transfer Knowledge
15. Chart
16. Seller Feels
17. If No EP
18. Get Started!
19. Contact Info
20. Knowledge

4. Index of slides:
To me, Exit Planning is all about…
1. Helping the owner to prepare the business for sale to the
kind of buyer they want to sell to at the time they want
to sell.
2. Maximizing business value & salability.
3. Minimizing those “gotchas” that cause buyers to fret.
In short, making the business enticing
to the right kind of buyers.
Washington BBI
The brokers with an end-to-end solution!
Page 4
1. Title
2. Hammer
3. EP POV
4. EP to Me
5. EP to Seller
6. Travel e.g.
7. Need to Know
8. Quotes
9. Buyer Types
10. Assessment
11. Advisory Team
12. Buyer Worries
13. Buyer Wants
14. Transfer Knowledge
15. Chart
16. Seller Feels
17. If No EP
18. Get Started!
19. Contact Info
20. Knowledge

5. Index of slides:
What if you ask a business owner?
To a seller, Exit Planning is:
• Not something to worry about now.
• Something they will get to eventually.
• Don’t know why it matters.
• Too busy to fuss with it now.
• Plans never work, so why plan?
Washington BBI
The brokers with an end-to-end solution!
Page 5
1. Title
2. Hammer
3. EP POV
4. EP to Me
5. EP to Seller
6. Travel e.g.
7. Need to Know
8. Quotes
9. Buyer Types
10. Assessment
11. Advisory Team
12. Buyer Worries
13. Buyer Wants
14. Transfer Knowledge
15. Chart
16. Seller Feels
17. If No EP
18. Get Started!
19. Contact Info
20. Knowledge

6. Index of slides:
Travel: What do you need to know?
Washington BBI
The brokers with an end-to-end solution!
Page 6
1. Title
2. Hammer
3. EP POV
4. EP to Me
5. EP to Seller
6. Travel e.g.
7. Need to Know
8. Quotes
9. Buyer Types
10. Assessment
11. Advisory Team
12. Buyer Worries
13. Buyer Wants
14. Transfer Knowledge
15. Chart
16. Seller Feels
17. If No EP
18. Get Started!
19. Contact Info
20. Knowledge

7. Index of slides:
What does the owner need to know?
• Exit planning is not a document, it is a journey.
• It’s not just about the exit.
• Prepping for sale:
• Current condition of the business.
• Current ballpark value.
• Target selling price.
• Time frame.
• What entices buyers to buy.
• What to fix & in what order.
• How to get from here to there!
Washington BBI
The brokers with an end-to-end solution!
Page 7
1. Title
2. Hammer
3. EP POV
4. EP to Me
5. EP to Seller
6. Travel e.g.
7. Need to Know
8. Quotes
9. Buyer Types
10. Assessment
11. Advisory Team
12. Buyer Worries
13. Buyer Wants
14. Transfer Knowledge
15. Chart
16. Seller Feels
17. If No EP
18. Get Started!
19. Contact Info
20. Knowledge

8. Index of slides:
Back to Our Travel Example
Washington BBI
The brokers with an end-to-end solution!
Page 8
1. Title
2. Hammer
3. EP POV
4. EP to Me
5. EP to Seller
6. Travel e.g.
7. Need to Know
8. Quotes
9. Buyer Types
10. Assessment
11. Advisory Team
12. Buyer Worries
13. Buyer Wants
14. Transfer Knowledge
15. Chart
16. Seller Feels
17. If No EP
18. Get Started!
19. Contact Info
20. Knowledge
“If you don't know where you are going, any road will get
you there.” - Lewis Carroll
“If you don’t know where you are going, you may not get
there.” - Yogi Berra
The value of exit planning isn’t the exit. Amazing things
happen when you know where you are going.

9. Index of slides:
1) What kind of buyer to sell to?
• Family
• Employees
• Competitor
• Financial (PEG or Individual)
• Strategic Buyer
Who might pay a premium to buy?
Where should owners begin?
Washington BBI
The brokers with an end-to-end solution!
Page 9
1. Title
2. Hammer
3. EP POV
4. EP to Me
5. EP to Seller
6. Travel e.g.
7. Need to Know
8. Quotes
9. Buyer Types
10. Assessment
11. Advisory Team
12. Buyer Worries
13. Buyer Wants
14. Transfer Knowledge
15. Chart
16. Seller Feels
17. If No EP
18. Get Started!
19. Contact Info
20. Knowledge

10. Index of slides:
Assess Current Condition
2) Where are we right now?
• Company vision?
• Financial condition?
• Key leadership team?
• Operational efficiency?
• Sales effectiveness?
• Marketing effectiveness?
• IT capacity and capabilities?
Washington BBI
The brokers with an end-to-end solution!
Page 10
1. Title
2. Hammer
3. EP POV
4. EP to Me
5. EP to Seller
6. Travel e.g.
7. Need to Know
8. Quotes
9. Buyer Types
10. Assessment
11. Advisory Team
12. Buyer Worries
13. Buyer Wants
14. Transfer Knowledge
15. Chart
16. Seller Feels
17. If No EP
18. Get Started!
19. Contact Info
20. Knowledge

11. Index of slides:
Build Your Advisory Team
3) Depending on the situation….
• CFO/Controller/Cash Flow Coach
• CPA
• Business Intermediary
• Insurance Broker & Investment Advisor
• Business Valuator
• Consultant/Accountability Coach
• Transaction Lawyer
• Estate Planning Lawyer
Washington BBI
The brokers with an end-to-end solution!
Page 11
1. Title
2. Hammer
3. EP POV
4. EP to Me
5. EP to Seller
6. Travel e.g.
7. Need to Know
8. Quotes
9. Buyer Types
10. Assessment
11. Advisory Team
12. Buyer Worries
13. Buyer Wants
14. Transfer Knowledge
15. Chart
16. Seller Feels
17. If No EP
18. Get Started!
19. Contact Info
20. Knowledge

12. Index of slides:
What do buyers worry about?
Individual buyers:
• What if I fail?
• Is the seller hiding anything?
• Can I feed my family & pay off loan?
• Where do I even begin?
• Am I paying too much?
Washington BBI
The brokers with an end-to-end solution!
Page 12
1. Title
2. Hammer
3. EP POV
4. EP to Me
5. EP to Seller
6. Travel e.g.
7. Need to Know
8. Quotes
9. Buyer Types
10. Assessment
11. Advisory Team
12. Buyer Worries
13. Buyer Wants
14. Transfer Knowledge
15. Chart
16. Seller Feels
17. If No EP
18. Get Started!
19. Contact Info
20. Knowledge

13. Index of slides:
How do you ease the buyer’s mind?
• Strong history of growing EBIT (3 years+)
• Diverse customer base
• Strong management team
• Clean, organized, efficient operations
• Vision for growth
• Clear, specific transition plan!
Washington BBI
The brokers with an end-to-end solution!
Page 13
1. Title
2. Hammer
3. EP POV
4. EP to Me
5. EP to Seller
6. Travel e.g.
7. Need to Know
8. Quotes
9. Buyer Types
10. Assessment
11. Advisory Team
12. Buyer Worries
13. Buyer Wants
14. Transfer Knowledge
15. Chart
16. Seller Feels
17. If No EP
18. Get Started!
19. Contact Info
20. Knowledge

14. Index of slides:
How can you help the business to stay
sold?
• Good targeting of buyer prospects
• Good screening / Strong candidates
Transferring title is (relatively) easy.
Transferring the knowledge is not.
Do everything you can to ensure that the know-how of the
organization is methodically and thoroughly transferred to
the buyer.
Washington BBI
The brokers with an end-to-end solution!
Page 14
1. Title
2. Hammer
3. EP POV
4. EP to Me
5. EP to Seller
6. Travel e.g.
7. Need to Know
8. Quotes
9. Buyer Types
10. Assessment
11. Advisory Team
12. Buyer Worries
13. Buyer Wants
14. Transfer Knowledge
15. Chart
16. Seller Feels
17. If No EP
18. Get Started!
19. Contact Info
20. Knowledge

15. Index of slides:
Washington BBI
The brokers with an end-to-end solution!
Page 15
1. Title
2. Hammer
3. EP POV
4. EP to Me
5. EP to Seller
6. Travel e.g.
7. Need to Know
8. Quotes
9. Buyer Types
10. Assessment
11. Advisory Team
12. Buyer Worries
13. Buyer Wants
14. Transfer Knowledge
15. Chart
16. Seller Feels
17. If No EP
18. Get Started!
19. Contact Info
20. Knowledge

16. Index of slides:
Planning Process
Washington BBI
The brokers with an end-to-end solution!
Page 16
1. Title
2. Hammer
3. EP POV
4. EP to Me
5. EP to Seller
6. Travel e.g.
7. Need to Know
8. Quotes
9. Buyer Types
10. Assessment
11. Advisory Team
12. Buyer Worries
13. Buyer Wants
14. Transfer Knowledge
15. Chart
16. Seller Feels
17. If No EP
18. Get Started!
19. Contact Info
20. Knowledge
Head spinning?
Overwhelmed?
Too much?
Can’t I ignore it?

17. Index of slides:
Planning Process
What if owners don’t plan?
- Business is not worth what it should be
- Focus on the tactical issues – fire fighting
- Ignore the strategic issues – building value
- Economy forced many owners out of business
- Insufficient funds to retire
- Can’t get medical coverage once retired
- Endless loop – can’t plan, can’t afford not to plan
- Excess stress causes medical issues
- Government takes too much of a cut when you die
Washington BBI
The brokers with an end-to-end solution!
Page 17
1. Title
2. Hammer
3. EP POV
4. EP to Me
5. EP to Seller
6. Travel e.g.
7. Need to Know
8. Quotes
9. Buyer Types
10. Assessment
11. Advisory Team
12. Buyer Worries
13. Buyer Wants
14. Transfer Knowledge
15. Chart
16. Seller Feels
17. If No EP
18. Get Started!
19. Contact Info
20. Knowledge

18. Index of slides:
Planning Process
What owners need to do right now!
- Talk with their spouse to paint the picture
- Talk with their CPA!
- Talk business intermediaries to understand process
- Work with their CFP to assess retirement needs
- Determine what other advisors are needed & when
- Get started!
Washington BBI
The brokers with an end-to-end solution!
Page 18
1. Title
2. Hammer
3. EP POV
4. EP to Me
5. EP to Seller
6. Travel e.g.
7. Need to Know
8. Quotes
9. Buyer Types
10. Assessment
11. Advisory Team
12. Buyer Worries
13. Buyer Wants
14. Transfer Knowledge
15. Chart
16. Seller Feels
17. If No EP
18. Get Started!
19. Contact Info
20. Knowledge

19. Index of slides:
Contact Info
Peter Busacca Consulting@WashingtonBBI.com
Washington BBI 425/391-8720 www.WashingtonBBI.com
Mailing Address 400 NW Gilman Boulevard, Unit 2208
Issaquah, WA 98027
Office Address: 38579 River Street, Suite 14
Snoqualmie, WA 98065
Washington BBI
The brokers with an end-to-end solution!
Page 19
1. Title
2. Hammer
3. EP POV
4. EP to Me
5. EP to Seller
6. Travel e.g.
7. Need to Know
8. Quotes
9. Buyer Types
10. Assessment
11. Advisory Team
12. Buyer Worries
13. Buyer Wants
14. Transfer Knowledge
15. Chart
16. Seller Feels
17. If No EP
18. Get Started!
19. Contact Info
20. Knowledge

20. Index of slides:
A Little Knowledge…
Washington BBI
The brokers with an end-to-end solution!
Page 20
1. Title
2. Hammer
3. EP POV
4. EP to Me
5. EP to Seller
6. Travel e.g.
7. Need to Know
8. Quotes
9. Buyer Types
10. Assessment
11. Advisory Team
12. Buyer Worries
13. Buyer Wants
14. Transfer Knowledge
15. Chart
16. Seller Feels
17. If No EP
18. Get Started!
19. Contact Info
20. Knowledge
Margi: “What part of ‘NO’ don’t
you understand?!!!”
Johnny: “The ‘K’. I just don’t get
the ‘K’”