How Focal Point Coaches Drive Business Value for Your Clients

Focal Point Value and Transition Advisors (VATA) are certified business coaches supporting closely held business owners by applying the Exit Planning Institute’s® (EPI) Value Acceleration Methodology™ to their transition plan. You will find us in most states and provinces in North America.

Our clients typically engage us in two ways:

1. Referred by the owner’s trusted financial planner (often a Certified Exit Planning Advisor (CEPA®)), Trust & Estate Attorney, Business Attorney, Business Broker, M&A Advisor, or CPA for us to become the Value and Transition Advisor (VATA) on the advisor team.
2. Engaged directly by the owner as their business coach/VATA, working with the owner’s existing advisors. As needed, we then bring in other advisors who may be more well-versed in exit planning to augment the existing team of advisors.

The Discover Gate

In the Discover Gate, we assess the condition of the value drivers of the business, using a variety of tools both internal to Focal Point and tools from within the EPI community. We then provide a report to the owner, assessing their personal, financial, and business readiness to exit, as well as their Wealth Gap, Value Gap, and Profit Gap. This report includes an industry benchmark report for their NAICS code.

The Prepare Gate

In the Prepare Gate, we address the Three Legs of the Stool of the owner’s exit plan:

• Personal: We guide the transition process by supporting the owner in selecting their preferred type of buyer (and backup plan) while developing a passion for their endgame/next act in life. We also work closely with their T&E Attorney to ensure that their Estate Plan is congruent with their exit plan. We coach the person, not just the business, by having our clients score themselves along their own scale of ideal in four realms of their life – Personal Health & Fitness, Family & Relationships, Financial Independence, and Business Success. The client then sets goals to improve any of the four scores that are not yet ideal, and the coaching engagement then includes accountability for actions to close those gaps.
• Financial: We work closely with the owner’s financial planner/wealth manager to project their financial needs post-sale to further clarify their wealth gap.
• Business: We match the value drivers that need attention to our Focal Point proprietary CGL (Clarify, Grow, Lead) coaching curriculum. We select lessons for the owner to learn and apply what will close their value gaps. Here is where we coach on the Four Intangible Capitals as part of raising the multiple that a buyer will be willing to pay; all part of driving value up until their wealth gap is closed. Two of our Focal Point VATA CEPA coaches will share an example case study during a December 1, 2025, EPI Think Tank, “Closing the Value Gap: Coaching on the Four Intangible Capitals.”

The Decide Gate

In the Decide Gate, we, along with the full team of advisors, guide the owner’s decision to continue to grow or sell. Often, their quality of life has been enhanced by improving the Four Intangible Capitals to the point where they may want to enjoy growing the business beyond when they have closed their Wealth Gap.

We seek the voice of all advisors to make sure all factors are considered regarding whether this is the right time to sell, and to be sure the owner considers all their viewpoints. Once the owner decides to sell, we often quarterback the process and find that the deal is designed to include ongoing business coaching for the next owner, as needed, to keep the business improving and generating enough cash to fund working capital and service the debt. Having worked with the seller can be a huge advantage for the buyer and minimizes inquiries to the seller post-sale.

For more insights into how Focal Point VATAs will support your clients toward a successful endgame, we recommend you listen to a recent EPI webinar “Bridging the Gaps: How Focal Point Coaches Partner with CEPAs to Accelerate Owner Readiness and Enterprise Value”, presented by Coach Todd Eppert, CEPA, Master Business Coach, Accredited Value Guide, and Certified Quarterback, Cincinnati, Ohio, via this link to the resources page of our VATA website. This will also provide access to the accompanying PowerPoint slides.

In this webinar, you will learn:

• How we work in the Value Acceleration Methodology
• The role of the coach in closing the gaps
• The why, how, and what behind Focal Point
• About our team at Focal Point Value and Transition Advisors
• Our impact on clients and partnerships

You will also leave with the following key takeaways:

• Explore how the Value Acceleration Methodology comes to life through coaching.
• Identify ways to integrate a Focal Point Value and Transition Advisor into your team to increase client engagement and long-term success.
• Learn how coaching accelerates owner readiness and boosts value and transferability by addressing people, process, and performance gaps.
• Hear real-world examples of how Focal Point Coaches help business owners turn plans into measurable results.

Our mission with our clients is to bring forth new possibilities never imagined! Eliminating uncertainty, stress, and frustration. Achieving balance in your life. Having clarity to take action. And that’s only the beginning. You will experience freedom … the joy you seek … and thrive!

Please reach out to me or any of my fellow Focal Point VATA Coaches here to learn more about how we can partner to support more business owners to have their ownership experience end well, with no regrets.

If you are a value advisor who might consider joining our team, visit us on LinkedIn or on our website, FocalPointCoaching.com.

Related Resources

• How to Make Your Business More Saleable (When 3 Out of 4 Don't Sell)
• Consequences of Not Having a CEPA Guide My Two Exits
• What is the Value Acceleration Methodology™?