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The Six Stages of Business: Exit Planning Edition

  • 70 West Madison Chicago (map)
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How to Manage the Emotions and Expectations that Sabotage Deals

Sponsored by the Exit Planning Institute

Denial, anger, bargaining, grief, acceptance, euphoria… Buying and selling businesses is an emotional journey. Business owners constantly cycle through a range of emotions. Sometimes they’re rational feelings. Sometimes they aren’t. But these emotions frequently sabotage deals. Owners overvalue their companies and get offended when what they want isn’t offered. Sellers worry about overpaying. And that’s just the beginning.

As business advisors, you’ve probably seen it all. The egos. The blow ups. The lawsuits. How you manage the steps in the process and negotiate the pitfalls makes all the difference. We’ll go inside the mind of business owners (both sellers and buyers) and give you insights into what they’re feeling and how you can respond to help them break the cycle and successfully move through the sale process.

Learning Objectives:

  • Learn how different advisors experience your client and how to work together

  • Understand the emotional cycle that business owners go through that often hinders clear decision making

  • Learn how to recognize denial and bargaining behavior and how to address it

  • Tips on how to break your client out of the cycle so you can help them close the deal

About EPI

EPI Chapters bring together a local community of professional advisors to collaborate, address unique needs and topics, develop best practices, build awareness, experience valuable professional continuing education, and build their COI network with like-minded individuals within the exit planning industry and related professions. Whether you are a CEPA member of EPI or not, all are welcome to attend.  Join the next local chapter meeting or event in your area.

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