Atlanta: “Matt, your firm does all of this research on both the affluent and advisors, what does the future hold for us?” asked James during the Q & A following my presentation...

For financial advisors looking to sell their practice, one of the most challenging issues in getting the price that you desire comes down to financing the deal.  Historically traditional bank lenders have been reluctant to put up the funds...

What makes a successful wealth advisor...

Anyone moving into a management position today will inevitably be compared to the old guard, while dealing with business factors their predecessors never encountered

Many sellers of financial services practices believe that price is solely a function of traditional metrics like assets under management and trailing 12 revenue. That's a mistake. Valuing a financial services practice isn't as simple as...

It is a popular notion in the industry that only older advisors are and should be worried about succession planning. I beg to differ. Let me cite the example of a sole practitioner in Boston, MA I’ll call John Jones, who I recently spoke...

In our studies of the industry’s elite, we see a variety of techniques for pipeline management.  Some advisors stick with yellow notepads, others create spreadsheets and others customize sophisticated CRM systems.  Our conclusion...

Go from the 'eat what you kill' mentality to building a business that generates lifelong income

One of the most difficult aspects of any financial practice sale is reaching an appropriate valuation. Often, buyers and sellers go into negotiations with values in mind. However, the case for a specific value is always stronger if that value is...

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