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 structure 05:17 – Lisa Detanna: 5.5 B AUM and 70% business-owner clients 10:14 – Training through IBex (Institute for Business Owner Excellence) 12:31 – How Raymond James bridges investment banking and planning 14:11 – Addressing big-bank perception vs. Raymond James capabilities 14:28 – Ryan Bass: learning the language of business-owner conversations 18:27 – Will Deupree: early-stage conversations that create loyalty 25:13 – Cody Hilbun: building an 18-person IB-focused advisory team 30:11 – Mike Tutcher: growth through Masterclass and golf-course networking 38:17 – Ken Grider: going where competition isn’t 39:29 – Zac Hersman: Americas Group and cross-border opportunities 45:06 – Lisa Detanna: culture, client-centric service, and firm leadership 50:16 – Inside IBex & Masterclass: demystifying the process 01:02:14 – Hosting local business-owner events and strategy summits 01:12:18 – Educating business owners creates lasting relationships 01:16:08 – Final thoughts: culture, vision, and paying it forward If 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.com Elite Marketing Concepts | Marketing Services for Financial Advisors: https://elitemarketingconcepts.com Elite Advisor Successions | Advisor Mergers and Acquisitions: https://eliteadvisorsuccessions.com JEDI Database Solutions | Data Intelligence for Advisors: https://jedidatabasesolutions.com Listen to more Advisor Talk episodes: https://eliteconsultingpartners.com/podcasts/ Follow us on LinkedIn: https://linkedin.com/company/eliteconsultingpartners
