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How to adjust your practice to accommodate new clients gained in an acquisition image
How to adjust your practice to accommodate new clients gained in an acquisition image

Jun 02 2025 / MDRT Podcast

How to adjust your practice to accommodate new clients gained in an acquisition

Just because you have expanded your book of business doesn’t mean you’re automatically ready to serve all those clients. In this episode, MDRT member D. Kyle Atkins, CFP, CLU, and president of Succession Resource Group David Grau Jr. explain how to ensure that you can match your service to the needs of people who have just come onboard.

By MDRT Podcast

Topics Covered

Business planning and continuity

Episode breakdown:


0:27 – Gaining information to help tailor events around new clients’ hobbies
2:18 – The process of collecting and utilizing those details
3:57 – Why you need to distinguish a client experience from a service model
7:13 – Categorizing clients with more positive labels
9:01 – Creating experiences even for lower-tier clients
11:45 – The challenge of communicating embedded opportunity to a seller
12:32 – Figuring out what’s most important to learn about new clients
15:53 – Applying that to due diligence about your next purchase

AUTHOR

Featured in this audio

D. Kyle Atkins, CLU, CFP

D. Kyle Atkins, CLU, CFP, has more than 39 years of experience in the financial services profession and is an active member of numerous national and local professional organizations, such as Strategic Coach, the Spartanburg Rotary Club and NAIFA.

David Grau Jr., MBA, is president of Succession Resource Group and an M&A consultant.