8:30 a.m. – 8:40 a.m.
8:40 a.m. – 10 a.m.
Coming SoonPresented by: Coming Soon
10 a.m. – 10:30 a.m.
10:30 a.m. – 11:39 a.m.
(Choose One of Three)
Coming SoonHosted by: Coming Soon
Business Owner Issues, Challenges and Opportunities
What is top of mind for business owners today? Tune in to hear the latest research on the very real and human concerns and challenges of business owners as they approach their retirement. As a business owner, they know what it means to be the boss, from managing employees, to winning new business, to paying the bills. But the picture gets fuzzier as retirement approaches. This session provides valuable insights into business owners’ fears and concerns, and potential solutions to provide the guidance clients are seeking.
Hub and Spoke: Effective Hiring
Recruiting challenges for small businesses are enormous, and daunting. Business owners rate human resources and people management as one of the most frustrating aspects of managing their business and if you don’t get the first step – the hiring – correct then you are building on a faulty foundation. Value Builder advisors get called into this topic more than any other, whether your focus is on building value or exit planning. In this session we will do a deep dive into the Hub and Spoke module and focus on imparting some tips and tools that you can use with your clients to help them support their effective hiring practices.
11:30 a.m. –12:30 p.m.
12:45 p.m.–1:30 p.m.
(Choose One of Three)
Utilizing PREScore™: Helping Your Client Personally Prepare for the Next Stage of Life
Are your clients looking forward to their retirement years? Do they have something that they can’t wait to get to? In today’s time retirement can be a taboo subject and many business owners, if asked, don’t intend to fully retire until they are forced to. Wouldn’t it be fun to look forward to the next stage of life with anticipation instead of reluctance? In this session, learn from real life case studies on how you can use PREScore™ to broach the discussion with clients. Recent data shows that even the most affluent and successful business owners struggle with a common problem: the regret of how they handled leaving their company. In this session, learn from real life case studies on how other Advisors have used PREScore™ to flip this stat on its head so your clients can one-day exit their business with no regrets.
Value Builder Case Study: Implementing a Self-Serve Model
One of the biggest constraints on your business may be your time. In this session you’ll have an opportunity to hear how one Value Builder Advisor used the Value Builder tools to build a sustainable, self-serve model for his clients, reducing the reliance on his time and allowing for more scale in his practice.
Valuation 101: Moving From Growth to Value
Join our valuation expert to break down some of the more complex concepts of valuation, timing, creating a transferrable asset, sourcing the right team of professionals, and finally stoking the fires to create competitive tension. This session is designed for the non-M&A professional who dances around and towards the subject of selling the business but does not typically get directly involved in the transaction.
1:30 p.m. – 1:45 p.m.
(Choose One of Four)
Sales Techniques: Signed on the Dotted Line
In this session you will have a chance to learn from a Value Builder Advisor and sales expert what the best practices are for a sales script that will catch the attention and ‘hook’ Business Owners. You will also dig into key negotiation and closing skills which will assist you in the conversation. Emerge from this session with worksheets and best practices that will help you refine your sales conversations.
The Science of Habit Making
Ever notice that business owners will commit to making changes, but then never actually do it? Heck, ever notice that you get caught in this trap, too? The best of intentions, don’t always pan out.
To really get underneath this, and make a positive difference in their (or your) company, you need to understand the science of habits, and how they can be changed. In this session you will gain an understanding of human nature and its potential for transformation, with the development of new habits.
Lead Generation: The Indispensable Guide for Social Media
In this session, learn social media best practices and trends for 2020. Go from having just an average online social media presence, to understanding the next steps towards monetizing and growing your communities.
Value Builder Case Study: Developing Client Loyalty
Client loyalty is linked to a surprising characteristic of the relationship: vulnerability. In this session discover how one Value Builder Advisor has established a real competitive advantage, extremely loyal customer and great referrals through the implementation of soft skills and the confidence to show up and be real.
2:45 p.m. –3 p.m.
3 p.m. – 4:30 p.m.
Release of John Warrillow’s Upcoming BookPresented by: John Warrillow, The Value Builder System
Eight year ago “Built to Sell: Creating a Business That Can Thrive without You” was released and became a bestseller, translated into 11 languages and recognized by Fortune and Inc. as one of the best business books of the year. Built to Sell has become the calling card of the exit planning community and a rallying cry for our community of Value Builders.
Soon after the book was published, John started recording Built to Sell Radio, a podcast where he interviews owners who have recently exited. With more than 500,000 downloads and over 200 episodes, John has heard it all and has decided to amalgamate these stories – along with the corresponding lessons for owners – and share these insights in a new book which he will release at the 2020 Value Builder Summit.
This collection of rare insights, surprising negotiation strategies and devasting mistakes to avoid represents arguably the most comprehensive compendium of insights into successfully selling a privately held business ever collected and you’ll be the first to hear them as John provides a sneak preview of his new book for the first time at the Value Builder Summit.
5:30 p.m. – 7:30 p.m.
8:30 a.m. –10 a.m.
Modern Day Super Powers: How to Ask Life-Changing Questions and Tell Your Unforgettable Story (like no-one else!)Hosted by: Cal Fussman, Best-Selling Author, World-Renowned Interviewer, and Host of the Big Questions Podcast
“When Cal speaks, you’re listening to everyone he’s ever interviewed. Lessons and stories from hundreds of icons.”
In this session you’ll learn from the icon of question-asking and story-telling himself, Cal Fussman. Not only will you have Cal’s powerful insights, you’ll also hear stories and lessons learned from the hundreds of history-makers and icons that he has interviewed. From Muhammad Ali and Richard Branson to Mary Barra and Mikhail Gorbachev, get ready for a captivating 90-minutes.
The questions you ask can transform how you communicate and connect with your clients, coworkers, employees and even your spouse, friends and children. The stories you tell are one of the only ways to cut through the static and grasp attention in this age of information overload. In his unforgettable way, Cal Fussman will weave the secrets and skill-sets of story-telling and question-asking together to give you the modern day Super Powers of the business elite.
You’ll come away from this session:
- Having learned techniques that can help both individuals and companies tell their stories in a way that stands out.
- How to ask questions that break down barriers, foster understanding and build deeper relationships with everyone you meet.
- With key lessons from the icons who’ve shaped history over the last half century: how Richard Branson leads; how Kobe Bryant overcomes fear; how George Clooney taps into creativity; and, how Larry King builds connection.
10 a.m. – 10:30 a.m.
(Choose One of Three)
Exclusive Breakout Session w. Cal Fussman, Craft YOUR Story
Carry on from Cal’s keynote session to continue learning and absorbing the teachings of master story-teller, Cal Fussman. In this workshop you will get a chance to ask questions, engage in discussion, and get to work on crafting your own story. Cal will facilitate the discussion by asking powerful questions, and providing feedback along the way.
Writing That Sells: How to Build Credibility and Success With WordsHosted by: John Warrillow
We often say there are two essential ways to build your business: one is through speaking, and one is through writing, and often both. In this session learn from best-selling author, John Warrillow who has penned four books and published many articles. He will discuss the benefits and drawbacks of different venues to get your words out, de-code the process for coming up with the right topic(s) and share the latest insights to make sure your work is well read and worth the investment in time.
Lastly, he will help you understand if you are ready to tackle the project of writing a book, how to stay on track with your manuscript, and promote it to and through to a successful launch.
This is an open and honest dialog with the good, bad and downright ugly all open for discussion.
Client Assessments: What, How and When to Use Them
The Value Builder Assessment and PREScore™ are two assessments which you have used successfully with clients, however, there are many other assessments for personality, skills, strengths, instincts, etc. In this workshop, you will get a chance to hear from several Value Builder Advisors who use assessments with their clients. Understand the pros and cons, and how they put them into use and practice for lead generation, sales, and delivery of client engagements.
11:30 a.m. –12:30 p.m.
12:30 p.m. – 2:00 p.m.
Roundtable Discussions: Implementing Value Builder in Your Business Model
Engage in a facilitated session with your peers to discuss relevant opportunities and challenges for your industry and business model. Discuss and hear from your peers on the following:
- General industry opportunities, and specific opportunities to utilize Value Builder.
- Challenges that you are beginning to see, or expect to see in the near future, and strategize on how you might overcome these.
- Real stories of how the Value Builder tools have been used effective (or not effectively – allow everyone to learn from the collective mistakes of the group).
- What has and has not worked in business development.
- And, other relevant topics for your specific industry and business model.
2:15 p.m. – 2:30 p.m.
2:30 p.m. – 4:00 p.m.
The Expert PanelHosted by: Laura Ferguson, The Value Builder System
Laura Ferguson, Director of Customer Success at The Value Builder System™, will moderate a panel discussion of some of our most active advisors. Laura’s questions will include:
- What’s your secret for getting owners to complete the questionnaire?
- How do you convert assessments into engagements?
- What’s the best way to deliver The Value Builder Engagement?
- How do you bill for a Value Builder Engagement?
- What marketing campaigns have you found to be most effective?