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Custom Manufacturing Industry podcast is an entrepreneurship and motivational podcast on all platforms, hosted by Aaron Clippinger. Being CEO of multiple companies including the signage industry and the software industry, Aaron has over 20 years of consulting and business management. His software has grown internationally and with over a billion dollars annually going through the software. Using his Accounting degree, Aaron will be talking about his organizational ways to get things done. Hi ...
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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
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