It’s tough making the decision to move towards independence, to leave the wirehouse. There can be a lot of hesitancy around the move and a lot of fear: fear of leaving the known, fear of failure, fear that you don’t know what you...
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...
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...
