Why do advisors reach $20 million or $25 million in production and stall? In this episode of Beyond The IMO, Justin Woodbury talks with Dr. John Terry, founder of Black Belt Leadership and a three-time martial arts Hall of Fame inductee, about the challenges of building a business beyond personal production.

John shares how lessons from martial arts apply to developing a team, training another advisor, and creating the systems and processes that allow an owner to step back from the day-to-day.

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Guests and companies featured on Beyond The IMO are selected based on relevance and value to independent advisors. Neither Justin nor Beyond The IMO receive compensation, referral fees, or incentives tied to who appears on the show.

At what point does growing your business actually stop benefiting you?

In this final episode of a three-part conversation with Phil Graham, Justin discusses an advisor producing $30 million annually in annuities, clearing more than $2 million with just two employees and very little overhead. Yet his IMO continued encouraging him to grow, hire more advisors, and increase production.

After doing the math, the advisor realized that growing to $250 million in production might not actually make him much more money. But his IMO certainly would.

Justin and Phil discuss the pressure advisors face to grow, the hidden costs of IMO incentives, and why understanding who truly benefits from your growth is so important before signing on the dotted line.

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Guests and companies featured on Beyond The IMO are selected based on relevance and value to independent advisors. Neither Justin nor Beyond The IMO receive compensation, referral fees, or incentives tied to who appears on the show.

Most advisors join an IMO because of the promise that they'll help them grow, build their brand, get in front of more clients, and become better business owners. But how do you put a monetary value on that?

In this episode, Justin sits down with Phil Graham to discuss how advisors can determine what the services their IMO provides are actually worth, what their IMO may be making from their production, and whether they're truly leveraging the value available to them.

The question isn't whether your IMO provides value. The question is whether the value you're getting matches what they're making from your production.

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Guests and companies featured on Beyond The IMO are selected based on relevance and value to independent advisors. Neither Justin nor Beyond The IMO receive compensation, referral fees, or incentives tied to who appears on the show.