The adviser's conversation

A better question than “Are you ready to sell?”

Help an owner begin a transition conversation without putting them on the defensive.

Professionals discussing an introduction — Not an actual client or transaction

Begin with life, not a transaction

Try asking: “What would you like your working week to look like three years from now?” The answer can reveal a desire for more family time, less operational responsibility, growth, or a complete transition. Listen before offering a solution.

Leave room for uncertainty

Owners do not need a fixed exit date to benefit from planning. Ask what would have to change for them to feel comfortable taking the next step. Keep the conversation private and avoid assumptions about age or motivation.

Make an introduction with permission

Ask whether the owner would welcome a confidential conversation with a broker. Share details only after they agree. A professional introduction can help someone explore options without committing to a sale.

One next step: explore the adviser conversation guide.

Choose your next step

Next Chapter Now editorial guidance. Backed by the CBI Team. No client or transaction is depicted.