Most Affluent Business Owners Lack Confidence in Valuing Their Business, Planning Exit Strategy

Rhea-AI Summary

First Citizens Wealth's 'Beyond Wealth' study reveals significant gaps in business valuation confidence and exit planning among affluent business owners. Only 52% claim to know their business's exact worth, with 44% of those lacking confidence in their assessment. Despite 87% having some idea of their business value, merely 62% have conducted formal valuations. The study also shows that only 47% have an exit strategy, with 31% planning to transfer to family members and 19% considering selling to other business owners. While 85% of affluent business owners have professional financial advisors compared to 68% of non-business owners, only 33% feel well-prepared for business exit.

Positive

• 85% of affluent business owners have professional financial advisors
• 88% of affluent business owners have created financial plans
• 76% of formal valuations were conducted with professional advisors

Negative

• Only 52% of owners know their exact business worth
• 44% lack confidence in their business value assessment
• Only 47% have a business exit plan
• Only 33% feel well-prepared to exit their business
• 15% don't know how they will exit their business

Insights

Business Strategy Analyst

The survey findings reveal concerning gaps in business succession planning among affluent business owners, with significant implications for wealth preservation and transfer. The data showing only 52% of owners knowing their business value and just 47% having exit plans highlights a critical vulnerability in wealth management practices.

The disconnect between high financial advisor adoption (85%) and low exit planning readiness (33%) suggests a potential misalignment in advisory services. This presents both a challenge and opportunity in the wealth management sector, particularly for First Citizens Bank's positioning in the high-net-worth market segment.

The trend of family succession interest (50%) coupled with low implementation (43%) indicates a significant market opportunity for specialized succession planning services. These insights suggest growing demand for comprehensive business valuation and exit planning services in the wealth management sector.

Wealth Management Expert

The study illuminates a significant disconnect in the affluent business owner segment, where despite having substantial investable assets (minimum $500,000), there's a notable lack of confidence in business valuation and succession planning. This gap is particularly concerning given that 20% plan to exit within five years.

The high rate of professional financial advisor engagement (85%) versus the low rate of formal business valuations (62%) suggests a potential service gap in comprehensive wealth management offerings. This represents an untapped opportunity for wealth management firms to expand their service offerings and deepen client relationships through integrated business advisory services.

RALEIGH, N.C., Oct. 28, 2024 /PRNewswire/ -- First Citizens Wealth, the wealth management division of First Citizens Bank, today published new results from its "Beyond Wealth" study that offer fresh insights about affluent business owners. Key findings include:

• A bare majority (52%) of affluent business owners say they know exactly how much their business is worth. And a large share of those (44%) aren't confident in that assessment.
  
  
• Less than half of affluent business owners (47%) say they have a plan for exiting their business, while only a third (33%) feel very prepared to exit.
  
  
• One in five (20%) affluent business owners plan to leave their business in the next five years, with one third (37%) planning to retain ownership for at least another decade.

The "Beyond Wealth" study surveyed affluent individuals across the United States with more than $500,000 in investable assets, including a subgroup of affluent business owners.¹

"This latest installment of our Beyond Wealth study delivers compelling insights into how affluent business owners perceive business valuation and exit planning," said Michael Wilson, executive vice president and lead executive for First Citizens Wealth.

"Our findings show that these business owners clearly recognize the value of professional guidance when it comes to exiting their business. But many of these same business owners seem to be missing out on benefits of professional advice earlier on in their business ownership journey," Wilson added.

Business valuation

Nearly all affluent business owners (87%) have some idea of how much their business is worth, the study found, but only half (52%) believe they know exactly what their business is worth.

Only three in five (62%) affluent business owners have performed a formal valuation of their business, which has most often been done with a professional advisor (76%).

Still, only half of affluent business owners who know their business' worth feel very confident in the value assessment.

"Knowing the value of your business today is important because the opportunity to exit could arise unexpectedly and at any time," said Nerre Shuriah, senior director of wealth planning at First Citizens Bank.

"You could end up exiting your business on your timeline. On the other hand, a big life change or a surprise offer could have you exiting sooner than you anticipated," she continued. "Either way, having confidence in what your business is worth makes a huge difference in streamlining the exit process."

Business succession

Only about half (47%) of affluent business owners have a plan for exiting their business and only one third (33%) feel well prepared to do so.

The most likely exit strategies among survey respondents are selling or giving the business to a family member (31%) or selling to another business owner (19%). One in seven (15%) say they don't know how they will exit their business.

About half (50%) indicate their family members are interested in taking over the business after they retire, though only two in five (43%) have brought their family into the business.

"We know that it can be difficult to zoom out from the day-to-day of running a business to develop an exit plan, especially if you're unsure of how or when the exit will happen," Shuriah said.

"Working with a professional business advisor can help you take a step back and evaluate your business from an outside perspective, so that you have a full understanding of your business to develop an informed exit plan that meets your end goals," she continued.

"And if those goals involve passing down your business to family members, a professional advisor can empower you to have those notoriously difficult money conversations with the next generation," Shuriah added.

Advisor Services

Affluent business owners recognize the importance of professional advisory services. They are significantly more likely to have a professional financial advisor (85%) in comparison to affluent Americans who are not business owners (68%). They are also significantly more likely to have created a financial plan (88%) in comparison to their non-business owner counterparts (60%), especially with a financial advisor.

"It seems contradictory that affluent business owners are more likely to have professional financial advisors and plans, yet most still are not very prepared to exit their business," said Wilson. "These findings highlight an opportunity for business owners to be proactive in preparing for the inevitable succession of their business, regardless of when it might happen."

For more insights from the Beyond Wealth study by First Citizens Wealth, download the report.

First Citizens Wealth empowers clients with a comprehensive set of services and solutions to help meet their unique and evolving needs. The team's holistic approach, goals-based strategy and personalized service help ensure clients can make smart decisions at every stage of their financial journey.

About First Citizens Bank
First Citizens Bank helps personal, business, commercial and wealth clients build financial strength that lasts. Headquartered in Raleigh, N.C., First Citizens has built a unique legacy of strength, stability and long-term thinking that has spanned generations. First Citizens offers an array of general banking services including a network of more than 500 branches and offices in 30 states; commercial banking expertise delivering best-in-class lending, leasing and other financial services coast to coast; innovation banking serving businesses at every stage; and a nationwide direct bank. Parent company First Citizens BancShares, Inc. (NASDAQ: FCNCA) is a top 20 U.S. financial institution with more than $200 billion in assets and a member of the Fortune 500™. Discover more at firstcitizens.com.

About the Survey
¹ The online survey was conducted among a sample of 1,000 Americans with greater than $500,000 in investable assets, including a subsample of 500 business owners, in April 2024 by Logica Research.

Disclosures
First Citizens Wealth™ (FCW) is a marketing brand of First Citizens BancShares, Inc., a bank holding company. The following affiliates of First Citizens BancShares are the entities through which FCW products are offered. Brokerage products and services are offered through First Citizens Investor Services, Inc. ("FCIS") , a registered broker-dealer, Member FINRA and SIPC.  Advisory services are offered through FCIS, First Citizens Asset Management, Inc. and SVB Wealth LLC, all SEC registered investment advisers and affiliated entities. Insurance products are offered through FCIS, a licensed insurance agency. Banking, lending, trust products and services, and certain insurance products and services are offered by First-Citizens Bank & Trust Company, Member FDIC, and an Equal Housing Lender and SVB, a division of First-Citizens Bank & Trust Company.

MEDIA RELATIONS:

Lexa Losey
Lexa.Losey@firstcitizens.com 

Liz Shapiro
Elizabeth.Shapiro@firstcitizens.com 

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SOURCE First Citizens Bank

FAQ

What percentage of affluent business owners know their exact business worth according to First Citizens Bank (FCNCA) study?

According to the First Citizens Bank study, 52% of affluent business owners say they know exactly how much their business is worth.

How many affluent business owners have an exit strategy according to First Citizens Bank's 2024 study?

The study shows that 47% of affluent business owners have a plan for exiting their business.

What percentage of affluent business owners use professional financial advisors according to FCNCA's Beyond Wealth study?

85% of affluent business owners have professional financial advisors, compared to 68% of non-business owners.

What are the most common exit strategies revealed in First Citizens Bank's 2024 study?

The most common exit strategies are selling or giving the business to family members (31%) and selling to another business owner (19%).