Tuning Your Ear To Discover Client's True Motivations

Jeff Faulkner, co-founder of The International Succession Planning Association (ISPA), recently shared his insights on the natural progression of entrepreneurs and how business advisors can help them grow their businesses. The first step for any advisor is to clearly understand where a business owner is on their journey and what steps they need to take to move from being an entrepreneur to running an enterprise.

Although starting a business may feel like having a job that entrepreneurs pay themselves to do, the ultimate goal is to progress to a stage where their business can operate without their direct involvement. Each stage of this progression requires a different skill set, mindset, and way of working.