Episode 77: Effectively Facilitating The Implementation Meeting

"In this Advisor PACT™ Monthly Session, Mark McKenna Little answers advisor-submitted questions spanning client service, business-owner planning, and meeting structure. He begins by explaining how to guide business-owner clients through the sale of their companies, introducing tools like the Virtual Deal Room and the Information Memorandum with Executive Summary—documents that help clients present their businesses professionally, attract serious buyers, and increase sale value. Mark walks through each section of the memorandum, from financial statements to company history and future projections, emphasizing the advisor’s role in coordinating the process rather than acting as a broker. He then clarifies the structure and agenda of The Implementation Meeting—the second step in The Three Meeting Process™—covering how to establish client ground rules, confirm roles, and set expectations using the Advisor PACT™ framework. The session concludes with insights on advisor involvement in community leadership for client acquisition, organizing team workflows, and maintaining consistent meeting rhythms throughout the year."