95% of American Businesses are Family-Owned

72% have NO Succession Plan

Take Advantage of the Opportunity!

Differentiate Your Practice with Specialized Expertise

The Curriculum

The curriculum consists of online modules available 24/7. 

Technical Expertise

Business Valuation

There are many situations where business valuation is required, such as estate planning, estate settlement, business continuation and succession planning, etc. This course provides understanding of the methods and issues of business valuation to equip financial professionals to provide more meaningful and comprehensive assistance to clients as they make their plans.

Key topics include:

  • WHY business valuations are needed by businesses on a regular basis
  • WHO is properly equipped to perform the process of business valuation
  • WHAT METHODS are used to calculate or determine business values:
    • The Asset-Based Approach§ The Income Approach
    • The Market Approach
    • Hybrid Formulas
  • WHAT FACTORS influence the valuation of a business:
    • IRS Business Valuation Guidelines
    • Adjustments to Asset-Based and Income Approach Calculations
    • Discounts to Business Value
Business Continuation Planning

Business Continuation Plans are developed to plan for risks that can threaten business continuity. Many types of risk can be addressed in a Business Continuation Plan. It may address natural disasters, fire, or lawsuits. In this course, however, the focus is upon how business continuation planning can address the risks associated with owners and key employees. These risks are referred to as The Four D’s: Disability, Death, Departure, and Divorce. The goal of the course is to provide the financial professional with the knowledge needed to effectively assist clients as they seek to address these risks in their own businesses.

Key topics include:

  • The types of risks that threaten business continuity
  • The Business Continuation Plan
  • Types of Buy-Sell Agreements
  • Key elements of Buy-Sell Agreements
  • Methods for identifying the transaction price in a Buy-Sell Agreement
  • Funding strategies for the Business Continuation Plan
  • Specific strategies for planning for The Four D’s

Continuing Education Credits

  • CFP 1.0 hour
Business Succession Planning

This course addresses the need for Business Succession planning and strategies that may be employed to plan for the departure of an owner and the selection and grooming of a successor. Particular attention is given to the transfer of business ownership to the successor. Various types of successors are identified (e.g., family members, employees, outside parties, etc.) and transfer techniques are identified that may be appropriate for use with each type. Particular attention is given to the considerations and techniques associated with intra-family transfers.

Key topics include:

  • Identification and grooming of successors
  • How different business structures impact the available succession options
  • The primary succession concerns of the business owner
  • The options available for transferring a business interest and considerations for each
  • Specific transfer techniques, which include:
    • Buy-Sell Agreements
    • Installment Sales and Self-Cancelling Installment Notes§ Private Annuities
    • Stock and Asset Sales
    • Bargain Sales
    • Family Limited Partnerships
    • Recapitalizations
    • Grantor-Retained Annuity Trusts
    • Intentionally Defective Grantor Trusts
    • Tax-Free Exchanges
    • Leveraged Buyouts
    • Use of Employee Stock Ownership Plans
    • Use of Stock Bonus Plans
    • Public Sales
  • Planning for retirement Income
  • Estate considerations associated with various transfer techniques

Continuing Education Credits

  • CFP 1.5 hours
Executive Compensation Strategies for Closely Held Business Owners

This course is designed to help advisors address the needs of small business owners to build personal wealth through the creative use of tax- deferred traditional and non-traditional strategies. Specifically, this course will examine how a business owner can maximize personal wealth through these three strategies:

1. Qualified Retirement Plans
2. Nonqualified Deferred Compensation Plan
3. Income Tax Minimization

Key plans under consideration include:

  • Personal Defined Benefit Plans
  • Fully Insured Defined Benefit Plans
  • Cash Balance Plans
  • Personal 401(k) Plans
  • Profit Sharing Plans
  • Employee Stock Ownership Plans
  • More Money to the Owner – Cross-Tested and Age-Weighted Plans
  • Nonqualified Deferred Compensation

Each plan under consideration will be examined from the perspective of:

  • Definition – What is it?
  • Application – Which clients would benefit from the plan?
  • How does the plan work?
  • Tax implication summary
  • Advantages and disadvantages of the plan

Continuing Education Credits

  • CFP Hours: 1.5
Miscellaneous Employee Benefit Plans and Fringe Benefits

This course provides an overview of a broad range of non-retirement benefits provided by organizations for their employees. The material provides a fundamental overview of several types of benefits as well as their tax benefits. The course specifically examines the various types of employee benefits.

Key topics include:

  • Cafeteria Plans
  • Flexible Spending Accounts
  • Voluntary Employee Benefit Associations
  • Group Life, Health and Disability Plans
  • Workers Compensation
  • Unemployment Compensation
  • Dependent Care Assistance Plans
  • Education Assistance Plans
  • Adoption Assistance Plans
  • Stock Option Plans
  • Bonus Plans
  • Fringe Benefits
  • Golden Parachute Plans
  • Legal Assistance Plans

Application Skills

The Business Owner Conversation

This series of video-based vignettes addresses how advisors can translate the specific knowledge gained in the coursework they have completed into the specific conversations that help advisors identify needs of business owner clients and prospects.

The Client Discovery Conversation

This series of video-based vignettes addresses how advisors can translate the specific knowledge gained in the coursework they have completed into the specific conversations that help advisors identify needs of business owner clients and prospects.

This module equips advisors with actionable steps to deepen the relationship through the Client Discovery Conversation by identifying both how to engage clients in discussions to understand their financial situation and the full Balance Sheet as well as their specific financial priorities.

Execution Tools

Referral Partner Presentation

The Partner Presentation is designed to help advisors work directly with referral partners in defining the key issues addressed with clients as it relates to the key wealth management issues business owners face.

Internal Communication Templates

The Internal Communication templates are designed to help advisors communicate directly with referral partners.

  • Templates can be used to consistently communicate success stories internally to referral partners on specific deals where you have delivered unique value to clients.
  • Templates are designed to address not only the key elements of the success story, but also provide a structure for communicating to the referral partners how to identify and engage their clients.
Lead Development Seminar

The Lead Development seminar is designed to help advisors engage business owners in the local community.

  • Includes a 30-45 minute seminar presentation
  • Allows you to differentiate you/your team within the Business Owner market
  • Helps drive more prospecting and sales opportunities

4.0 Hours of CFP® Continuing Education

You can complete the program at your own pace with unlimited access to all content.

Engaging Content

Through a blend of videos, interactive experiences and practical exercises, the program will not only keep you engaged, but will also show you how to apply the key skills into your advisory practice.

Industry Leading Author

Greene Consulting is a leader in professional development for advisors in the asset management and wealth management industry.  Since 1979, Greene Consulting has provided the most robust professional development for advisors of any firm in the industry – including a library of over 135 online courses, designation programs and certificate programs, as well as countless programs delivered to the leading financial services organizations in the industry.

© 2018 Greene Consulting Associates, LLC. All Rights Reserved.