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Thursday, November 20, 2014

9:00 a.m. - 9:30 a.m.

CAPTURING BUSINESS OWNER WEALTH AT THEIR EXIT

Julia C. Wellborn, Executive Vice President, Executive Director, Wealth Management, COMERICA BANK

Baby boomers in America own 12 million businesses.  Price Waterhouse Coopers estimates that 25 percent of  business owners  anticipate an ownership change within the next five years and  38 percent think that succession planning will pose a significant challenge. Business brokers, accounting firms and financial planners love to talk about the coming boom in advisory, banking, and wealth management services  as business owners sell.

Illusion (will most of these businesses simply close their doors?) or likely reality?  Either way, we need effective joint efforts between branch, relationship management, and wealth management team members to attract, retain, and broaden relationships with exiting business owners.  In this session you will hear the wealth sales leader in a traditionally commercial bank share highlights of her strategy to reach over the top of departmental walls to create an experience that works for the bank’s business owner customers.

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