In today's episode, “Buying a Book of Business”, we’re shifting the spotlight to a side of

succession planning we haven’t fully unpacked yet: what it takes to become the buyer.

Over the past few episodes, we’ve spent time examining the sell-side—preparing for

unexpected health events, ensuring continuity, and finding ways to strengthen the

long-term value of a practice. But acquiring a book comes with its own set of challenges,

opportunities, and blind spots. And for many advisors, knowing how to approach a

purchase can be just as important as knowing how to eventually transition out of one.

Today we’re tackling key questions like: Where do you uncover real opportunities to

purchase a book of business? What groundwork should you lay before making an oƯer?

How do you determine a fair price? And what exactly should you be assessing before you

commit?

Providing us with real-world insights is someone who’s lived the buying process more than

most advisors will in an entire career. Before turning 40, Kelsie Lenton, a successful

advisor based in Saskatoon, purchased three separate books of business—each

dramatically accelerating the growth of her practice. She even chose to walk away from a

fourth opportunity after recognizing warning signs around fit and values.

Through these experiences, Kelsie has gained deep insight into what makes an acquisition

worthwhile, what makes it risky, and what makes it transformative.

So, let’s get into it. Here’s “Buying a Book of Business” with Kelsie Lenton.

In today’s episode – “Maximizing the Value of Your Practice” we explore the ins and outs of selling your book of business.

If you’re a financial advisor, sooner or later you’ll reach the point where you need—or choose—to sell your practice. Even if you plan to run your business well into retirement, life happens. Changes in your health, your family’s priorities, or the evolving needs of your clients can all bring you to a moment where selling becomes the right decision.

The questions we’re answering today are: How far in advance should you start preparing for the sale? And what strategies can help you maximize the value of your business?

Joining us to break this down is Tim McWhinney, PPI’s Regional Vice President in Ontario, where he partners with leading advisory firms to optimize their business performance and drive growth.

With years of experience as both a financial advisor and a business coach, Tim has been deeply involved in brokering buy–sell deals - coaching advisors through every step of the process. He understands what advisors look for in a book of business, what they should avoid, and what can be done to enhance the value of a practice before it goes to market.

In this episode, you’ll learn what makes a practice more attractive to buyers — and the practical steps you can take long before you’re ready to sell.

So, let’s get into it. Here’s “Maximizing the Value of Your Practice” with Tim McWhinney.

In today’s episode – “Unlocking Your Team’s Talent” - we uncover the most common mistakes leaders make, and explore practical coaching methodologies designed to bypass emotional triggers and cultivate real change.

For many financial advisors and firm leaders, developing talent is one of the greatest and most frustrating challenges. Whether you’re building your existing team’s skills or developing the capabilities of your future successor, when it comes to coaching or delivering performance feedback, it often feels like you’re navigating a minefield. You try to be direct—you point out what went wrong—but instead of getting the desired fix, you're met with resistance, defensiveness, or a breakdown in motivation.

The question we’re going to explore today is: How do I give feedback that actually works.

Today, we’re incredibly fortunate to be joined by a leadership expert who has spent over 15 years directly supporting financial advisors in both the carrier and independent channels. Not only does she understand your business and your challenges, she understand the path to building deep, productive relationships.

Our guest is Amal Masri, the CEO of Fix the Broken Rung, a leadership accelerator that helps companies rapidly develop high-potential talent. Amal is a specialist in organizational development and performance focused on helping leaders bridge generational, cultural, and gender differences to maximize team impact.

In this episode, Amal will transform your approach to coaching. So, let’s get into it. Here’s “Unlocking Your Team’s Talent” with Amal Masri.

In today’s episode—“The Art of Advanced Underwriting”—we’re diving into the critical skills that give advisors more influence over their client’s underwriting outcomes.

Let’s be honest—it's frustrating when you have a deserving client, but the initial medical evidence suggests health issues that could lead to a significant rating or an outright decline.

The question we’re going to explore today is: Rather than accepting a frustrating underwriting outcome, how can you actively manage the narrative of your client’s health and truly advocate for them?

To help us answer that, we’re joined by Romeo Vitagliano—the VP of Advanced Underwriting at PPI, a top MGA in Canada. Romeo began his career as an advisor 44 years ago, transitioned to a roll as an underwriter and later served as the Chief Underwriter at Met Life, giving him a unique perspective from both sides of the insurance application.

Today, Romeo brings that same passion and expertise to the field. He works in an Advanced Underwriting capacity, helping advisors evaluate and position insurance applications in the most favourable way. And that’s where today’s conversation begins.

In this episode, we’ll explore:

• Why an advisor’s field underwriting is the most powerful tool for securing a competitive offer before a rating or decline is even considered, and
• The strategies for uncovering 'context'—the crucial details that help humanize a medical case for the carrier’s underwriter.

So let’s get into it. Here’s “The Art of Advanced Underwriting” with Romeo Vitagliano.

In today’s episode—“Flourishing in the Age of AI”—we’re diving into one of the most pressing and complex topics facing advisors today: the rise of artificial intelligence.

Let’s be honest—AI is changing everything. It can process data faster than any human, analyze patterns with astonishing precision, and even generate client-ready reports in seconds.

If you’re feeling uncertain—or even a little fearful—about what AI means for your role, your relationships, and your relevance, you’re not alone. Many advisors are asking: Where do I fit in a world where machines can do so much?

To help us answer that, we’re joined by Edmund Chien—a public speaker and coach for financial professionals who specializes in applying the principles of behavioural finance to help advisors elevate their success in the affluent market.

Edmund brings a unique perspective. He’s built and managed a $70 million book of business comprised of multi-millionaire households, focused mainly on multiple generational family portfolios. His philosophy is simple but powerful: genuine care, emotional goodwill, and understanding the human journey are the keys to thriving—not just surviving—in the age of AI.

And that’s where today’s conversation begins.

In this episode, we’ll explore:

• How behavioural finance can help advisors deepen client relationships in an AI-driven world
• Why emotional intelligence is more valuable than ever
• And how you can position yourself not just as a data interpreter—but as a trusted guide in your clients’ financial lives

So let’s get into it. Here’s “Flourishing in the Age of AI” with Edmund Chien.

In today’s episode—“The Succession Wake-Up Call”—we’re diving into a story that every advisor in Canada needs to hear.

It’s heartbreaking. It’s disturbing. And it’s eye-opening. This is not just a cautionary tale—it’s a call to action.

I was recently introduced to a story involving three advisors, three chapters, and one uncomfortable truth: too many advisors are unprepared for the unexpected.

Chapter 1 begins with a veteran advisor in his 70s, diagnosed with terminal cancer. With time running out, he scrambles to put a succession plan in place.

Chapter 2 follows the younger advisor who steps in to take over the business—only to pass away unexpectedly himself, leaving not one but two practices without a clear plan.

Chapter 3 introduces into the story our guest today—Mike Mollica, an independent advisor in Vancouver, BC. Mike stepped up to take over the business. But without a Will or any formal succession plan, the transition was long, painful, and riddled with legal and privacy challenges. For months, client information was inaccessible. Questions couldn’t be answered. Needs couldn’t be met.

In this episode, we’ll explore:

• Why succession planning is not optional—even for younger advisors
• How privacy laws can complicate transitions without proper documentation
• And what steps you can take today to protect your clients, your business, and your legacy

So let’s get into it. Here’s “The Succession Wake-Up Call” with Mike Mollica.

Are you an independent insurance-focused advisor in Canada looking to elevate your practice and stay ahead of the curve? You’re in the right place.

Launching in September, Advisor Talk is your go-to podcast for real-world insights, practical strategies, and expert conversations that help you grow your business and better serve your clients. From underwriting and marketing to succession planning and practice management — we cover the topics that matter most to today’s advisors.

In this trailer, we introduce what Advisor Talk is all about:

✔️ Actionable advice from top industry experts

✔️ Real stories from advisors who’ve walked the path

✔️ Clear, relevant, and experience-driven content — no fluff

New episodes drop twice a month, designed for advisors who value substance over noise and want to make meaningful progress in their business.

Let’s talk strategy. Let’s talk impact.

This is Advisor Talk.

👉 Follow us on your favorite podcast app and get ready to take your advisor practice to the next level.