TRANSITION TALK

Jeanie O'Reilly Northcutt

Jeanie is Listings Director at FP Transitions.

Recent Posts

The Dangers of Napkin Negotiations

Posted by Jeanie O'Reilly Northcutt on Nov 2, 2016 12:55:10 PM

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The financial services industry is a personable one. Professional networking and client prospecting depend on your charisma and ability to connect beyond surface pleasantries. But when it comes to selling your business, it’s important to keep your cards close to your chest.

It’s very easy to get excited about the prospect of transitioning your business and moving forward in life–especially, when you’re talking with a colleague you’ve known for years. However, the excitement can cloud your ability to think through details and maintain a healthy level of confidentiality. It’s important to avoid casual negotiations and hashing out deals without proper documentation.

These casual conversations–also referred to as handshake agreements, or napkin negotiations–can lead to a lot of problems, including a loss of realized value. 

SHARKS IN THE WATER

The first issue that could arise from the casual mention that you’re even thinking about selling your business is the influx of phone calls or visits from people who want to buy. It’s like blood in the water. And while buyers flocking to you may seem like a boon, it can quickly become overwhelming. Without an efficient screening system, it becomes time consuming and difficult to sift through the phone calls to find serious and qualified candidates, let alone the person who fits your ideal criteria to take over your business. You also make yourself vulnerable to predatory buyers.

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Topics: Selling Your Practice, Acquisition, M&A, Deal Structure, Buying & Selling

Gaining Peace of Mind: Tips for Selling Your Practice

Posted by Jeanie O'Reilly Northcutt on Aug 19, 2015 10:00:00 AM

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After being in the financial services industry for over a decade, there is one thing I have found to be an almost universal truth: Independent financial advisors absolutely love what they do. The topic of selling is often sensitive and difficult for advisors who have been growing an independent practice for the majority of their careers.

Many advisors who have built their practices from the ground up are not always ready to sell and walk away. There are some, however, who are ready to slow down after years of a rewarding career and view selling as a path to retirement. Whatever the situation may be, there are several things that you should consider if you want to receive the full value of your practice while also finding the best fit for your clients.

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Topics: Selling Your Practice, Acquisition, Buying & Selling

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