The Real Reason Owners Delay Exit Planning—and How to Break Through
Many owners assume that planning for their exit begins once they’ve decided to leave. But the reality is that effective planning starts well before that decision. By engaging owners early and reinforcing the value of growth-focused strategies, advisors can ensure a smoother transition and more favorable outcomes for all involved.
“I’ll plan my exit when I’m ready to leave.”
This common mindset among business owners is one of the biggest challenges advisors face. But overcoming this misperception doesn’t require magic—it requires clear, consistent communication that educates and empowers.
At BEI, we regularly hear from advisors looking for a reliable way to engage reluctant business owners in planning their exits. While we have proven tools to help convert hesitation into action, the first step is understanding why so many owners delay planning in the first place.
Why Exit Planning Can’t Wait: The Risk of an Unprepared Business
Most business owners know their companies aren’t ready to run without them—yet many still postpone planning. Why? Because they assume they’ll have time to prepare when the moment to exit finally arrives.
But experienced advisors know better: preparing a business for a successful exit takes years, not months. The earlier owners start, the more control they have over the outcome.
“Owners know what needs to happen. They just don’t look at it closely—or think it has to happen today. I tell them, ‘This is your final exam. Will you eat steak or Top Ramen for the rest of your life? Let’s do the work.’ And they do.” – Marko Mijuskovic, Senior Partner at WestPac Wealth Partners, CExP™ and BEI Member
Helping Owners Move Past “Not Yet”
To shift this mindset, advisors must help owners see the realities of waiting too long. That starts by clearly communicating three critical truths:
- There’s often a significant gap between what owners have and what they’ll need to exit on their terms.
- Bridging that gap takes time and consistent effort.
- Exit Planning isn’t just about leaving—it’s about growing. Enhancing business value and cash flow benefits owners no matter when they exit or what path they take.
This is the heart of Exit Planning: helping owners build stronger, more valuable businesses—whether they’re looking to exit in 3 years or 10. And that’s the value you bring as an advisor.
You’re not just offering a service. You’re guiding business owners toward better outcomes, greater security, and more freedom. But to do that, you need to replace uncertainty with education—and replace hesitation with clarity.
Consistent Communication = Better Engagement
One meeting isn’t enough. The most effective advisors don’t rely on one-off conversations to spark action—they use ongoing, branded content to deliver their message at scale.
Our top-performing Members consistently share planning insights with 500+ owners and advisors at least twice a month. This kind of sustained communication helps dismantle the belief that planning can wait—and instead reinforces the benefits of taking action now.
“If you have an important point to make, don’t try to be subtle or clever. Use a pile driver. Hit the point once. Then come back and hit it again. Then hit it a third time—a tremendous whack.” –Winston Churchill
Closing the Communication Gap
At the end of the day, owner inaction isn’t about unwillingness—it’s about unfamiliarity. Advisors who succeed are those who make Exit Planning familiar, relevant, and urgent through ongoing education and encouragement.
If you want to help business owners act, keep showing up with valuable information, insights, and motivation. Because when owners understand the stakes—and see the benefits—they’ll start planning with purpose.
