Business owners are excellent prospects for almost all types of financial services. They have many common traits and many common needs. They are used to making decisions, especially financial decisions. Decisions that have provided income and security, but, what will happen when they leave the business? How do they continue that income for their family if they retire, die, or become disabled? Can the business continue without them? Who will run it? How do they transfer the business to the next generation? Can they exit the business and the business continue and to thrive?

Business owners have many common concerns. They are often so concerned with the daily needs of their businesses that they often put off considering the larger business needs that may be hiding in the shadows; How to deal with the question of their business continuation?

Another common characteristic of many business owners is that their businesses are like their children or grandchildren. And like grandparents, they love to talk about their business. Listening always pays great rewards. (Warning, they’re not particularly fond of talking about your business.)

Another characteristic is that they are used to examining the facts and making decisions quickly. Presentations to business owners must be simple, quick and convey the concepts clearly so that they can quickly determine whether or not to proceed. A good job on the part of an advisor is rewarded with a decision.