Since the launch of the Certified Exit Planning Advisor® (CEPA) credentialing program in 2007, the Exit Planning Institute has credentialed over 5,000 advisors across the globe. After completing the CEPA® program, advisors are equipped with the knowledge, tools, and resources to better serve their business owner clients and build their exit planning practices.
We interviewed Mark Zastrow, a newly credentialed CEPA and Financial Advisor with Edward Jones, to learn how he incorporates his CEPA education into his practice.
Meet Mark
In 1995, Mark began his Edward Jones career as a financial advisor in Kansas City. One of his goals is to help ensure his clients have personalized strategies in place to help reach their financial goals, whether those goals include insurance needs, wealth strategies, paying for a child's education, retirement, or estate considerations.
Mark earned a Bachelor of Science from Missouri State University and he holds the AAMS™ professional designation and the Certified Exit Planning Advisor® (CEPA) credential.
He and his wife, Emily, are the proud parents of three daughters. They are active members of the community. Mark is involved in St. Ann's Catholic Church, Agua Viva International, MS-150, Parkinson's Foundation, Care Beyond the Boulevard, and the Alzheimer's Association.
Before Becoming a CEPA®
Mark has worked with business owners for over 27 years. His passion for working with business owners stems from the opportunity to serve clients during their decision to exit. He continues, “it can't be stressed enough, they usually have their life's work on the line, and they can't ‘do it over’ in most cases.”
Mark was interested in becoming a CEPA because he wanted to be a better advisor to both his current business owner clients and others he had not had the opportunity to serve yet. He shares, “I want to do a better job collaborating with partners I surround the business owner with on their advisory team.”
An “Aha Moment” During the CEPA® Program
One of his “Aha Moments” while going through the CEPA program was the importance of an advisory team during an owner’s exit. He shares, “I view the CEPA role as an extension of the collaborative approach I have always used when working with trusted advisors. I have worked closely with an owner’s CPA, Attorney, Estate & Tax Planning attorneys, bankers, and 1031 exchange Specialists. Through CEPA I learned I must listen to and support these team members for the outcome we are all after. The business owner deserves and should expect this from the team. It should be viewed as a deliverable.”
Accountability is the backbone of any successful team. On an owner’s team, advisors must work collaboratively to manage the owner’s business, personal, and financial goals. EPI understands the importance of collaboration and strong communication among all advisors on an owner’s exit planning team.
Practice Improvements Since Earning the CEPA® Credential
Since earning his CEPA credential in June 2023, Mark has seen improvements in his practice. He has introduced one of his clients to the Value Acceleration Methodology™ and has seen interest from prospective clients as well. Mark shares, “All of the owners I speak with perceive the value. The language we use now is aligned and I'm excited about the future work we'll do together.”
In addition to his work with prospective clients, Mark has gained new assets under management from his existing client base due to his enhanced skillset as a result of his CEPA education. He says, “I have received some additional assets from two existing business owner clients, and one retirement plan client.”
Are You Interested in Becoming a CEPA®?
The Certified Exit Planning Advisor credential is for those advisors who want to expand their expertise and differentiate themselves from the competition. Mark shares, “Many times, I find, advisors become 'set in their way’ or become disinterested in learning, practicing, developing to get better. There is a huge opportunity to differentiate yourself from your competitors I feel. If someone has 80% of their net worth tied up in their business and 80% of those individuals don't have a plan, that is a huge opportunity.”
During the CEPA program, advisors learn how to:
- Differentiate yourself from the competition
- Gain better access to business owners
- Become more engaged on a business owner's advisory team
- Have deeper and more holistic conversations with business owners
- Grow your referral network of professional advisors
- Access hundreds of marketing and business development tools tailored for owners
Learn more about the CEPA program and become your client’s Most Valued Advisor today!
www.EarnCEPA.com
