America's Benefit Specialist November 2023

Generally, your clients decide to do business with you because of your type of personality, your values and ethics. A potential buyer of your agency should share those qualities. If you do not look for a character match, the ongoing relation ship between your clients and the new owner will probably break down. Is the potential buyer willing to maintain the way you currently do business? If you see your clients in their homes, is the new agent willing to do the same? What if you have an office that the clients are used to coming to? Is the buyer willing to keep your office and staff it adequately so that the clients have someone to stop by a visit with if they need help? Do you have employees? Is the buyer ready to provide them with the same compensation, work environment and opportunities for their future that you were providing? There are many items to consider as you transition, but relation ship continuity is critical to both you and the buyer of your agency. To effectively work with your clients, your potential buyer will need to get to know your clients as you do. The only way they can do that is to have the information and introductions that only you can provide. Have you set the stage correctly? You can do that by en suring all of the names, addresses, phone numbers, e-mail addresses, etc., are accurate in your database of files. It would

help if you also had plenty of notes on each client so the new agent can understand the individuals and their unique needs. Build a game plan with the new agent to make introduc tions to your clients and any centers of influence you have in your community. The more effort you put into maintaining relationships, the more value your agency has to a buyer and the more peace of mind you will enjoy because you will know your clients and staff are comfortable with the new owner. You have worked hard to build a past to be proud of. A good buyer will be committed to providing a future for all of the relationships you have created.

Dan Mangus joined Senior Marketing Specialists in 2012 as the national sales director, serving over 10,000 agents nation wide. He teaches Medicare courses at universities and keynotes national insurance conferences. He also conducts Medicare certification courses for both the National Guardianship Association and the American

Association of Daily Money Managers. Dan has published numerous books and articles for advisors in the Medicare market.

Where in the World

St. Louis member Lynn Lewis in Shenzhen, China

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