A look back at a unique year of volatility and resilience for the industry and how it affected practice values, deal terms, and buyer/seller matches. This session highlights business and ownership attributes made for the most successful buyers in 2020, how to avoid the most common "deal killers," and where to start in evaluating your business potential and determining where to focus your business enhancement efforts. Aired January 19, 2021
M&A marketplace activity for 2020, including how projections made in April stack up to the actual data and what we expect to see as we wrap up this unique year. Additionally, explore preparing for your ideal exit, maximizing the success of your deal, tapping into the open market advantage, and identifying the right buyer or seller for your transaction. Aired November 5, 2020External Sale | Deal Structure & Documentation
Mid-Year Market Review 2020
A look back at transaction activity from the first half of 2020 and a look forward to some Q3/Q4 projections. Dive into our current transaction data while exploring predictions made and realized so far. We believed then–and continue to now–that our industry has the resilience to adapt and thrive.
A Sell and Stay® strategy provides flexibility for a seller's exit. But what's in it for the buyer? Buyers open to this type of deal not only access a larger acquisition pool, but enjoy other advantages as well. A Sell and Stay® allows for greater client retention, increased efficiencies, and talent acquisition opportunities.
The M&A marketplace is crowded with buyers vying to score the perfect acquisition. There are a few tools you can leverage to help you get a leg up on the competition. One is getting pre-qualified for bank financing. Whether you’re planning to utilize financing through a bank or not, a pre-qualification bolsters a seller’s perception of your business strength and capacity.
Explore deal details from several recently facilitated third-party sales, including traditional sales vs, Sell and Stay® transactions for various practice types (RIA, IAR, and RR). Discover commonalities in these sales as well as unique factors that impact deal terms. Realizing your ideal exit is all about planning and how you structure the deal.
Financial advisory owners have consistently found themselves reaching–or exceeding–expected gains from their business's sale. These owners benefited from a tried-and-true process of casting a wide net to find the best buyer and leveraging expert guidance–from list to close. Last year, sellers realized prices higher than their projected valuation and above those realized through self-sourced buyers.
In today’s marketplace, many sellers are looking for a flexible offramp that allows them to realize value while continuing to work and earn income. Buyers are concerned about effectively servicing acquired clients and finding talent. The Sell and Stay® model is a powerful strategy to align the interests of both buyers and sellers. Originally aired May 5, 2020.
Selling your business is a big decision. You have many avenues for conducting your buyer search, but the majority of these strategies result in having to navigate the process alone. An open-market buyer search allows you to cast a wide net and find the perfect buyer while leveraging a team of experts to guide you through the entire process.
Our latest book, Buying, Selling, & Valuing Financial Practices, shows you how to complete a sale or acquisition while achieving the best possible terms for both buyer and seller. From valuations to mergers to bank financing, this book provides the perspective and skills you need to work through your deal professionally and efficiently.
One of the most common mistakes that financial advisors make in the merger and acquisitions (M&A) space is to treat every sale or acquisition target the same way. In this white paper we discuss the importance of applying the appropriate approach, documentation, and deal terms to each unique transition.
A short worksheet to help you hone your acquisition strategy, clarify your value proposition, and draft a base inquiry message to ensure a smoother process when the right acquisition target comes along.
When an advisor sells their business they have to find the right fit; the right person to take over their business and their client relationships. This case study details the seller's journey and the sometimes surprising steps of the process that have the most impact on their decision: first-impressions, communication, and third-party pressures.
Making a successful acquisition takes preparation and strategy. Currently, our database shows a buyer to seller ratio of 70:1. So, how will you stand apart from the others? These are steps buyers can execute PRIOR to selecting an acquisition target that will help make the process easier, and will be more likely to result in a successful acquisition.
Key tips for writing a concise, but comprehensive communication to the seller via an inquiry. This post highlights different details to include, like education, designations, investment philosophy, future plans, and more. We also explores some common mistakes made by eager buyers that could be detrimental to their success in the listings process.
Today’s independent financial advisors face a daunting array of opportunities (and challenges). The key to harnessing ownership opportunities is to identify impediments before they arise and develop strategies for tackling the issues that present the greatest opportunities for improvement and growth. Discover actionable guidance for seizing ownership opportunities and facing challenges head on.
A working capital loan can be used to boost business growth as you prepare your strategy whether it includes acquisition, internal succession, or otherwise. These loans are specifically designed with financial advisory businesses in mind with terms made it easier for long term growth.
In this industry, 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 maintain confidentiality, and avoid casual negotiations without proper documentation to avoid loss of value.
Mergers create an opportunity for two or more practices to come together, combining staff, strengths, and cash flows, expanding virtually overnight into a larger, stronger business. In this white paper you will discover how different mergers can work for you plus a comprehensive strategy for executing a successful merger.
Alternative growth strategies and where to find the right businesses and owners to partner with to achieve your goals. By thinking broadly, and more strategically, you open up your options and increase your chances for success.
Whether you are buying or selling, it is important to understand what is being bought and sold and what expectations both the buyer and seller have of each other. Absent these details, it is difficult, if not impossible, to determine if an offer is fair. In this article we discuss the concept of shared risk / shared reward, how deal terms affect overall purchase price of a business, financing options, tax treatments, and common deal structures.
The M&A marketplace is becoming increasingly competitive. Businesses need a strong value proposition to step away from the crowd. Owners who have taken steps to build their enterprises are in the best position to leverage their unique business aspects to access more growth opportunities including acquisition and merger partnerships.
When it comes to finding the right buyer, the prospective buyer pool need not be large if it is filled with candidates that fit your criteria and are willing to meet your terms. This case study follows the story of one seller who was left at the proverbial altar by a qualified buyer, then found a better match–and an above market offer–using the FP Transitions open market system.
Advisors commonly think of a merger as the statutory combination of two entities, but it’s better to think of the merger process as the combination of two or more advisors’ strengths, client bases, and cash flow streams. The transactions boost productivity and create tax benefits while reducing or eliminating weaknesses and inefficiencies. A merger can facilitate many growth and business goals including: integrating internal succession, facilitating acquisition, and expanding reach.
Creating a unified and sustainable business structure promotes a more successful acquisition strategy by: improving enterprise strength, increasing business value, facilitating growth, and laying the foundation for retention of new advisors and clients. Successful and enduring enterprises–in all industries–realize that a specialized and centralized business structure makes it easier to solve unfamiliar problems with innovative answers.
Non advocacy support for a transaction ensures someone is looking out for the success of the deal itself. This article explores the misconceptions most advisors have about including an experienced, impartial intermediary in the negotiation of the acquisition or sale of a financial advisory business. Data and client experiences show that an independent mediator can help avoid frustrations, miscommunications, and unexpected last minute fees.
The buyer pool is still vast and sellers have become more selective about who takes over their business. It's about fit, not just who has the highest bid. As a buyer prospect in this rapidly changing and growing industry, trying hard and trying often is not enough. In this excerpt, we highlight the patience, drive, and improvement required to be a successful buyer.
Michael Lutz understood that acquisition was a viable and smart path for growing his business. He wasn’t just looking to gobble up as many practices as he could, however. He also understood that if he chose his targets strategically, he could not only grow his business, but he could ensure its legacy by pairing acquisition with succession as a vehicle to recruit and retain Generation Two talent to his firm.
with guest David Birnbaum, JD of Bates Group
Join Marcus and special guest David Birnbaum, JD, of Bates Group as they discuss the impact of compliance on business value, as well as the importance of internal compliance audits to stay ahead of any regulatory issues and correction periods that come with them.
In this excerpt from the book, "Buying, Selling, and Valuing Financial Practices – The FP Transitions M&A Guide," we go in depth into how mergers work and how they differ from other partnership arrangements. Find out how a merger might fit into your own growth, exit, or acquisition strategy.
When selling a financial services practice, you are responsible for performing your own due diligence on your buyer and their practice. This checklist covers some of the more common (and most overlooked) steps other buyers and sellers have taken.
with guest David Birnbaum, JD of Bates Group
Monitoring compliance and keeping up with regulations is important for the operation of any financial services business. In this first of our special series with Bates Group, Join Marcus Hagood and special guest David Birnbaum, JD to discuss how compliance impacts an acquisition and the impact of current events on compliance and the industry.
EMS Exclusive Resource
This high-level overview focuses on the nuances of a third-party, asset sale and the details specific to these types of transactions, including negotiations, common terms, and mistakes to avoid during the deal making process.
Whether you're considering selling your business externally to the best qualified buyer, or internally to a team of proven successors, bank financing solutions can provide powerful tools to reshape or accelerate your plans.
For sellers, when it comes to finding a buyer, "the perfect fit" has to do with much more than just meeting the price tag placed on a business. In truth, most buyers are willing to meet the asking price, and 98% of sales facilitated by FP Transitions close at or above the listed price. So, with an average of 50 inquiries per listing, sellers are able to look at other important factors.
with guest David Birnbaum, JD of Bates Group
In this second of our Roundtable Talks series with Bates Group, David Birnbaum, JD, talks about the importance of getting to know a business and its people in order to effectively help them keep up with compliance.
With an average 50:1 buyer to seller ratio, advisors are looking for a leg up on the rest of the buyer pool. But you can’t find your “edge” until you’ve taken care of the basics. The tips below provide steps EVERY buyer need to take to be successful in the acquisition marketplace.
#1 - Maintain a Current Valuation
#2 - Have an Active Continuity Plan
#3 - Complete Your Buyer Profile
#4 - Avoid Napkin Negotiations
#5 - Be Professional
#6 - Know Your Value Proposition
#7 - Outbidding is Not the Answer
#8 - Know the Tax Consequences
#9 - Be Honest
#10 - Understand Your Financing Options
What should you focus on in order to meet your growth goals for this year and beyond? Areas like human capital, acquisition strategy, technology, image, and client demographics are all key to successful growth. Don't overlook these six avenues for growth.
The Equity Management System® Grow Membership includes an ADDITIONAL annual Comprehensive Valuation for acquisition purposes. Find out why this valuation can be a powerful tool in your acquisition strategy.