Selling Smart: Maximizing Value Before You Exit
Business Succession Panel Discussion and Happy Hour
October 1st, 2026, 5:00pm – 7:00pm
At Rockwoods Event Center, Otsego, MN
As a business owner:
- Are you at the center of most decisions?
- Do your customer, employee, or vendor relationships depend heavily on you?
- Have you thought about how to transfer your vast knowledge to a buyer?
- Can you show a future buyer a clear strategic pathway for sustainable growth?
Businesses that command the strongest interest and highest values are those in which key knowledge, customer relationships, processes, strategy, and decision-making can be effectively transferred beyond the current owner—and where a buyer can clearly see how the company will continue to perform, evolve, and grow.
Most owners do not see the blind spots that can reduce value: financing gaps that concern buyers, sales systems that depend too heavily on the owner, important knowledge that has never been documented or shared, personal wealth left unprotected, and readiness issues that surface only after diligence begins.
This panel brings together experienced advisors in succession planning, business brokerage and real estate, sales strategy, banking, and wealth planning to discuss what buyers look for, what creates buyer confidence, and where we often see owners leave money on the table.
Whether you are planning a family succession, considering a future sale, or simply want to build a stronger and more transferable company, you will leave with practical steps you can take now to reduce risk, expand your options, and maximize your enterprise value.
Register Today
Gary Braun
Co-Founder
Pivotal Advisors
Gary Braun is co-founder of Pivotal Advisors, a sales consulting firm he and his brother Mike started in 2008 to help companies build growing, scalable organizations. Before founding Pivotal, Gary spent over 30 years selling and leading sales teams, including 11 years helping take a company from $1M to $400M in revenue. That experience showed him firsthand what it takes to scale a business — and convinced him other companies could benefit from the same playbook.
Today, Gary and the Pivotal Advisors team work with organizations on Growth Strategy, Sales Planning, Sales Process, Compensation, building the right teams, and — above all — leadership. Pivotal has partnered with more than 400 companies, helping them implement the systems needed to reach their next level of growth.
Eric O’Brien
Commercial Real Estate & Business Broker
Commercial Realty Solutions (CRS)
Eric’s professional resume began in 1999 with commercial banking, with experience with commercial construction, investment and business/SBA financing. In 2017 he joined CRS, bringing with him his experience and knowledge on finance and deal structure. His focus with his clients is to listen to their motivations, while balancing things with sound underwriting and analysis, to achieve the goal of a successful sale transaction. While Eric is technical in his craft, he also recognizes that for his clients, there is an emotional element to the transaction. It is always his goal to help his client navigate the process, including the intangibles elements that often arise on the journey.
Doug Cook
Senior Value Advisor, Certified Exit Planning Advisor (CEPA®)
Headwaters Strategic Succession Consulting, LLC
Throughout his career, Doug has led teams in sales, marketing, and management, driving significant business and financial improvements. His proactive approach to engaging all stakeholders has boosted revenues, margins, and profitability. Recognizing the challenges faced by small to mid-sized businesses, he became a Certified Exit Planning Advisor (CEPA®) to assist owners in maximizing transferrable value prior to a business sale or transition. In addition to assisting his clients through the business succession process, he has been a partner in business sales of his own. Based on his specialized education and vast experience, he founded Headwaters Strategic Succession Consulting, LLC in April 2020, where he serves as Owner and Senior Value Advisor.
Robin Edgar
Chief Exit Officer
Wealth Progression Group
Robin Edgar is a Wealth Strategist, Chief Exit Officer, and founder of Wealth Progression Group, a full-service, independent brokerage office built over more than 36 years in the financial industry. Robin works with individuals, families, and business owners to pursue financial confidence at every stage of life, with a special focus on tax mitigation strategies — including Qualified Opportunity Zones, 1031 exchanges, and oil & gas drilling programs — alongside retirement planning, insurance, compensation plans, and alternative investments such as multi-family housing and commercial real estate.
As Chief Exit Officer, Robin specializes in guiding entrepreneurs and business owners through exit planning and implementation, offering a highly personalized approach whether a transition is ten years or ten months away. She is a best-selling author, holds Series 7, 24, and 65 licenses, and lives by her guiding philosophy: Begin with the End in Mind.
David Miller
Vice President & Commercial Lender
The Bank of Elk River
David Miller is a Vice President and Commercial Lender at The Bank of Elk River (an SBA Preferred Lender), where he helps small and mid-sized businesses achieve their goals through strategic financing and relationship-focused banking solutions. With expertise in business acquisition financing, ownership transitions, succession planning, and SBA lending, David partners with businesses at every stage of their lifecycle. His practical approach, responsiveness, and commitment to exceptional service have earned him a reputation as a trusted guide to the business community. David enjoys building meaningful connections and providing business owners with fresh perspectives on their banking relationships.
Jaime Taets
Speaker and Podcast Host
