In this episode of Quantum Growth for Financial Advisors, host Jon Kuttin welcomes back Joseph Greco, Managing Director of Elite Advisor Successions, for an in-depth look at buy-side strategies in the succession planning process within the wealth management M&A landscape.
Drawing from decades of combined experience, Jon and Joseph explore the key traits that define successful buyers in the financial advisor M&A market. Joseph emphasizes the importance of a proven acquisition track record, strong financial backing, a clear strategic vision, and the ability to move quickly on opportunities. He shares real-world examples that demonstrate how proactive buyers—those who directly engage with potential sellers—gain a significant edge in a competitive market.
Joseph also offers insights into Elite Advisor Successions’ focused approach to buyer representation. By working exclusively with a curated group of approximately 40 highly qualified buyers, Elite ensures that lead flow remains both high-quality and manageable. He explains that one of the biggest challenges in the M&A space is the imbalance between buyers and sellers—too many buyers can overwhelm the pipeline, while too few sellers can lead to stagnation. To support future growth, Elite plans to add 15 to 20 new buyers over the next 12 to 18 months. This expansion will be supported by hiring new team members and scaling lead generation efforts through webinars, targeted email marketing, and speaking engagements at conferences across the country.
Jon and Joseph also delve into the human side of M&A. They stress that technical expertise alone isn’t enough; the most successful acquirers are those who are coachable, humble, and open to expert guidance. Joseph shares stories of buyers who acknowledged their limitations, sought mentorship, and positioned themselves for long-term success. He and Jon also highlight the emotional aspects of selling a business, underscoring the importance of empathy, patience, and gradual transitions to preserve client relationships and the seller’s legacy.
As the conversation wraps up, they emphasize that while immediate profits from acquisitions may be modest, the real value lies in long-term growth. Elite’s philosophy is grounded in working with buyers who can seamlessly integrate new firms and elevate the client experience. The goal isn’t just to close deals, but to build lasting enterprise value and meaningful relationships that drive sustained success.
Joseph Greco and Jon Kuttin discuss:

* Buyer Criteria for Financial Advisor M&A Transactions
* Strategic Buyer Representation at Elite Advisor Successions
* Matching Buyers and Sellers for Optimal Succession Outcomes
* Traits of Top Buyers: Coachability, Vision, and Capital Readiness
* Managing Lead Flow and Buyer Demand in a Crowded Market
* Transition Strategies That Preserve Client Trust
* Building Enterprise Value Through Smart Acquisitions
* Financial Expectations: Cash Flow, Profitability, and ROI
* Best Practices for Scaling an Advisory Business via M&A

Links and Resources:

* Elite Consulting Partners Website
* Elite Advisor Successions Website
* Elite Consulting Partners LinkedIn Company Page
* Elite Advisor Successions LinkedIn Company Page

Connect with Joseph Greco:

* Joseph Greco Email
* Joseph Greco LinkedIn
* Schedule Time with Joseph