In this episode, Ned Miller and Jim Huerth dive into the strategic approaches M&A advisors can use to leverage the banking world for client acquisition and collaboration. They share insights on how to build strong, value-driven relationships with bankers. Discover the keys to successful networking, including focusing on bankers' needs, providing valuable education and insights, and understanding their target market.

Miller and Huerth discuss the power of referrals and the crucial role M&A advisors play in connecting bankers with the right clients. Learn how to position yourself as an asset, not a threat, and build a team of influencers to enhance your network. This episode is packed with practical advice on staying engaged with bankers, managing risk, and ultimately becoming an indispensable part of the banking world in the M&A industry.

Tune in now and elevate your understanding of M&A dynamics with the podcast that delivers actionable insights and unlocks the door to new possibilities. To learn more about M&A trends and insights, please like, subscribe, and rate our podcast. New episodes go live every Thursday at 9 am CST.

Some Key takeaways include:

• Developing relationships with bankers is crucial for M&A advisors to succeed.

• M&A advisors should focus on the needs of bankers and provide value through education and insights.

• Understanding the banker's target market and identifying the right bankers to target is essential.

• Referrals play a significant role in building relationships with bankers.

• M&A advisors can help bankers find suitable clients and add value through their expertise. M&A advisors should view themselves as educators and focus on educating bankers

• Stay engaged with bankers by regularly sharing information and meeting in person

• Develop a team of influencers to provide specialized assistance

• Be mindful of managing risk and offer solutions to help banks mitigate risk

About the show:

The M&A Mastermind Podcast is your go-to source for the latest industry trends and strategies to level up your M&A practice.

The show features thought leaders who specialize in the lower middle market space and share their experiences and expertise across key areas of execution, such as: market analysis, lead generation, deal management, strategic partnerships, buyer access and much more.

With host Nick Olsen, each episode's "mastermind" will share ways in which they have found success in navigating the M&A industry to best support the small-to-medium sized private business owners they focus on serving.

Chapters:

00:00 Introduction and Background of Guests

02:05 Sales Strategies in the M&A World

04:05 Leveraging and Networking with Banking Executives

05:01 Identifying the Right Bankers to Target

09:14 Networking Tactics for M&A Advisors

12:42 Building Relationships with Bankers

14:28 Assessing the Reputation of Bankers

23:59 The Importance of Referrals

26:12 Evaluating Bankers for Long-Term Relationships

27:30 The Importance of Intimacy and Face-to-Face Interactions

29:44 Evaluating Rainmakers and Their Market Approach

33:42 The Role of Visionary Commercial Bankers

38:35 Being an Asset to Bankers and Managing Fear

44:25 Takeaways and Conclusion

Keywords: Mergers and Acquisitions, M&A, Investment banking, corporate finance, Sell-side, Valuation, Due diligence, how to sell my business, M&A market trends, M&A advisors, banking world, client acquisition, collaboration, relationships, trusted advisor, networking, value, education, insights, target market, referrals, relationships, bankers, value, engagement, risk management

In this week’s episode, join host Nick Olsen as he sits down with Joe Blackburn, founder of Lion’s Eye Coaching as they dive deep into the importance of influencers in our lives. Discover how cultivating strong, authentic relationships with both traditional and non-traditional influencers can catapult your M&A strategies to new heights.

Joe introduces the concept of "pillars"—those ideal clients who not only provide exceptional service but also pay optimally. He underscores the crucial elements of likeability, active listening, and the power of unsolicited referrals in fostering these invaluable connections. Blackburn shares his expert framework for engaging in meaningful conversations that prioritize serving over selling. He offers practical tactics for working with influencers, such as making courtesy introductions, offering unparalleled service, and adding a memorable wow factor to every interaction.

Tune in now and elevate your understanding of M&A dynamics with the podcast that delivers actionable insights and unlocks the door to new possibilities. To learn more about M&A trends and insights, please like, subscribe, and rate our podcast. New episodes go live every Thursday at 9 am CST.

Some Key takeaways include:

• Building relationships with influencers is crucial in the world of M&A
• Pillars are ideal clients who pay you ideally and provide great service
• Likeability, listening, and unsolicited referrals are key in influencer relationships
• Non-traditional influencers, such as luxury jewelers and barbers, can have a significant impact on referrals
• Use the F.O.R.M. framework (Family, Occupation, Recreation, Money) to have meaningful conversations and understand others
• Create a think of me when statement to stay top of mind with influencers
• Make courtesy introductions to influencers and offer service to them
• Provide meaningful touches and a wow factor in relationships
• Connect with influencers on a personal level and understand their values

About the show:

The M&A Mastermind Podcast is your go-to source for the latest industry trends and strategies to level up your M&A practice.

The show features thought leaders who specialize in the lower middle market space and share their experiences and expertise across key areas of execution, such as: market analysis, lead generation, deal management, strategic partnerships, buyer access and much more.

With host Nick Olsen, each episode's "mastermind" will share ways in which they have found success in navigating the M&A industry to best support the small-to-medium sized private business owners they focus on serving.

Chapters:

00:00 Introduction and Overview

02:26 Building Relationships with Pillars

06:08 The Importance of Likeability and Listening

10:02 Non-Traditional Influencers: Expanding the Network

27:22 Building Relationships with Influencers

28:13 The F.O.R.M. Framework for Meaningful Conversations

29:41 Finding the Impact Point and Pivoting to Business

35:55 Creating a Think of Me When Statement

42:11 Making Courtesy Introductions and Offering Service

45:00 Providing Meaningful Touches and a Wow Factor

48:32 Connecting with Influencers on a Personal Level

Keywords:

Mergers and acquisitions, M&A, investment banking, corporate finance, sell-side, valuation, due diligence, how to sell my business, M&A market trends, influencers, pillars, relationships, referrals, conversations, serving, selling, introductions

In this week’s episode, join host Nick Olsen as he sits down with Nick McLean, Co-Founder of Four Pillars Investors as they discuss the importance of transparency in the M&A process. Nick reveals how honesty and openness can transform the dynamic between buyers and sellers.

Nick shares compelling stories from his own experiences, illustrating how transparent practices build trust, set realistic expectations, and foster positive relationships. He doesn't shy away from the tough conversations, highlighting why M&A advisors must be candid with their clients—even when delivering unwelcome news.

Tune in now and elevate your understanding of M&A dynamics with the podcast that delivers actionable insights and unlocks the door to new possibilities. To learn more about M&A trends and insights, please like, subscribe, and rate our podcast. New episodes go live every Thursday at 9 am CST.

Some Key takeaways include:

• Transparency is crucial in the M&A process as it builds trust and sets realistic expectations between buyers and sellers.
• M&A advisors should be upfront and honest with their clients, even if the news is not what they want to hear.
• Open communication and addressing potential issues early on in the deal can help prevent misunderstandings and build a positive relationship.
• Transparency is important for both buyers and sellers to ensure a successful and mutually beneficial transaction.
• Being transparent about valuation, customer concentration, and deal structure can help align incentives and create a win-win situation for all parties involved.

About the show:

The M&A Mastermind Podcast is your go-to source for the latest industry trends and strategies to level up your M&A practice.

The show features thought leaders who specialize in the lower middle market space and share their experiences and expertise across key areas of execution, such as: market analysis, lead generation, deal management, strategic partnerships, buyer access and much more.

With host Nick Olsen, each episode's "mastermind" will share ways in which they have found success in navigating the M&A industry to best support the small-to-medium sized private business owners they focus on serving.

Chapters:

00:00 Introduction and Background

03:15 The Importance of Transparency in M&A

08:05 Go Ugly Early: Addressing Potential Issues

14:26 Transparency in Valuation and Deal Structure

25:28 The Impact of Transparency on Stakeholders

32:44 Advice for M&A Advisors: Be Transparent and Realistic

41:14 Conclusion and Contact Information

Keywords:

Mergers and acquisitions, M&A, investment banking, corporate finance, sell-side, valuation, due diligence, how to sell my business, M&A market trends, transparency, trust, expectations, relationship, communication