In this episode of The Fine Print, David Grau Jr., President of Succession Resource Group, unpacks the critical—yet often overlooked—relationship between valuation and deal terms in today’s advisor M&A landscape. Building on previous discussions around private equity and industry aggregators, David dives into the real mechanics of how deals are financed, structured, and negotiated.From historical norms of “one-third cash, one-third note, one-third earnout” to today’s increasingly creative term sheets boasting eye-popping valuations, this episode sheds light on how sellers can command higher prices, if they’re willing to take on more risk. David outlines the modern deal menu, including bank financing, stock-based compensation, clawback provisions, and performance-based earnouts, and explains how each option shifts risk between buyer and seller.Whether you’re planning an internal succession, preparing for an external sale, or fielding offers from aggregators, this episode will help you understand the trade-offs that impact the final outcome. Tune in to learn why it’s no longer just about the headline valuation, but how you get paid that makes all the difference.Key themes:* Creative deal structures vs. traditional models* How risk allocation influences valuation* The rise of stock-based offers and performance contingencies* When “highest price” doesn’t mean “best deal”Get ready to cut through the noise and examine the real fine print.

David Grau Jr. discusses the increasing influence of private equity (PE) and industry aggregators on the valuations and consolidation trends within the Registered Investment Advisor (RIA) industry. He explores historical developments, the rise of aggregators, how their unique deal terms to boost the appearance of value is impacting advisors, as well as the long-term implications for succession planning. Grau highlights how PE's focus on high multiples and creative deal terms is shifting advisor priorities from client fit to maximizing sale value, and advises caution when engaging with PE-backed firms. Tune in to discover the intricacies of PE deals in the advisory space, the evolving M&A market and priorities, and why maintaining a focus on fit over price is crucial for your client's long-term welfare.

In this episode, David discusses strategies to keep top talent in the financial advisory industry and protect client relationships. He emphasizes the importance of creating a happy, healthy work culture and providing career tracks and mentorship opportunities. David also explores the use of equity-sharing programs to incentivize employees and build a sense of ownership. On the topic of protecting client relationships, he suggests focusing on the client experience and institutionalizing relationships within the firm. He advises against relying solely on restrictive covenants and instead recommends implementing buyout terms in case an advisor leaves with clients. David also highlights the importance of understanding broker protocol and the enforceability of restrictive covenants.

In this episode, David Grau discusses the importance of death and disability planning for independent advisors and small business owners. He emphasizes the need to separate succession planning from contingency planning and suggests dividing and conquering these two subjects. Grau explains the different agreements and funding mechanisms that can be used in death and disability planning, including life insurance, promissory notes, and revenue sharing. He also highlights the key considerations in setting the price, determining the triggers, and addressing tax implications. Grau concludes by emphasizing the importance of post-agreement best practices and practical elements in implementing the plan.

Finding talent can be hard. But you don’t always need to find it, with the right approach you can develop it within anybody.This episode is a continuation of David Grau Jr.’s conversation with Ray Sclafani, Founder and CEO at ClientWise, LLC. Join them as they’re dedicated to uncovering the secrets behind flourishing financial advisory firms as they explore the synergy of digital marketing, the power of client referrals, and the benefits of strategic partnerships. Ray’s knowledge in talent development shines as he discusses innovative onboarding and training strategies, that ensure new hires evolve into valuable assets. Buckle up for a knowledge-filled discussion on the complexities of talent acquisition and team building to ultimately create a robust and dynamic workforce.Listen as Ray discusses: * Sustainable growth strategies for financial advisory firms* Digital marketing, AI, and client advocates* Talent acquisition and onboarding* And moreResources:* Strategies for Building Enduring Wealth Advisory Firms With Ray Sclafani Part 1 (Ep.19) (https://srgoffscript.blubrry.net/2024/03/18/strategies-for-building-enduring-wealth-advisory-firms-with-ray-sclafani-part-1-ep-19/)* Measure What Matters by John Doer (https://www.amazon.com/Measure-What-Matters-Google-Foundation/dp/0525536221/ref=sr_1_1?crid=2T1O7TRLZVB5Y&dib=eyJ2IjoiMSJ9.RT7aBb-sHWpDppQPWE_UFf0kS9Vhgm36Up1xsJr1tKESl5dI-vGqGZ2d9VaxZKPzEvkpgFcop942g0jC4SIy6JMkh2Eks8MkH4AnsmPtV74qRHGesBsxiSWnLEXr8pI5tpYTqdvqzgwAtKqb6-Yeh2mrjf0KskL_1v0A7SOBMUJzjxrAxS-TQaeSIc7ElmS3nF-L8n0qcVTsewMGilN3QEhOAgRL9y0VTV0KOHhcqvg._2IptDDllLu9_gh4XL3fbj53bZrTcxH61Lo9xhlXdfw&dib_tag=se&keywords=measure+what+matters+by+john+doerr&qid=1707848858&sprefix=Measure+What+Matters%2Caps%2C107&sr=8-1)* The Newsroom – Prime Video (https://www.primevideo.com/detail/0KAF4DOQFQTEZ9XG82KVGN3LT3/ref=atv_sr_fle_c_Tn74RA_3_1_3?sr=1-3&pageTypeIdSource=ASIN&pageTypeId=B0CMXZFK5B&qid=1707920382258)Connect with David Grau Jr.:* Succession Resource Group (https://www.successionresource.com/david-grau-jr)* LinkedIn: David Grau Jr, MBA (https://www.linkedin.com/in/davidgraujr/) * david.graujr@successionresourcegroup.com (mailto:david.graujr@successionresourcegroup.com) Connect with Ray Sclafani: * LinkedIn: Ray Sclafani (https://www.linkedin.com/in/raysclafani/)* Clientwise.com (https://www.clientwise.com/)* 800-732-0876About Ray Sclafani: Ray Sclafani is the founder and CEO of ClientWise, which provides elite coaching programs and consulting exclusively for the financial services industry. Ray’s passion for serving leaders, advisors, and companies in the financial services sector is reflected in ClientWise, its unique coaching programs, and its team of credentialed coaches.Ray’s experience as a coaching and consulting specialist in the financial sector mirrors his long and profitable history in the industry. As a complement to his coaching skills, he holds a Master’s Certification in Neuro-Linguistics from the International Association for Neuro-Linguistic Programming and has participated in The Strategic Coach® Program for 17 years.Ray’s expertise as a coach and trainer is recognized and sought out by leaders within the profession. Through ClientWise, he has provided coaching or created and presented workshops for, among others, Merrill Lynch, Morgan Stanley Wealth Management, LPL, Raymond James Financial, Ameriprise, and Northwestern Mutual. In addition, he has spoken on request to major industry conferences and company events for firms such as Merrill Lynch for their Diversity & Training programs, LPL, Morgan Stanley Institutes Conferences, Raymond James,

Finding talent can be hard. But you don’t always need to find it, with the right approach you can develop it within anybody.This episode is the first part of David Grau Jr.’s conversation with Ray Sclafani, Founder and CEO at ClientWise, LLC. Join them as they’re dedicated to uncovering the secrets behind flourishing financial advisory firms as they explore the synergy of digital marketing, the power of client referrals, and the benefits of strategic partnerships. Ray’s knowledge in talent development shines as he discusses innovative onboarding and training strategies, that ensure new hires evolve into valuable assets. Buckle up for a knowledge-filled discussion on the complexities of talent acquisition and team building to ultimately create a robust and dynamic workforce.Listen as Ray discusses: * Sustainable growth strategies for financial advisory firms* Digital marketing, AI, and client advocates* Talent acquisition and onboarding* And moreResources:* Strategies for Building Enduring Wealth Advisory Firms With Ray Sclafani Part 1 (Ep.19) (https://srgoffscript.blubrry.net/2024/03/18/strategies-for-building-enduring-wealth-advisory-firms-with-ray-sclafani-part-1-ep-19/)* Measure What Matters by John Doer (https://www.amazon.com/Measure-What-Matters-Google-Foundation/dp/0525536221/ref=sr_1_1?crid=2T1O7TRLZVB5Y&dib=eyJ2IjoiMSJ9.RT7aBb-sHWpDppQPWE_UFf0kS9Vhgm36Up1xsJr1tKESl5dI-vGqGZ2d9VaxZKPzEvkpgFcop942g0jC4SIy6JMkh2Eks8MkH4AnsmPtV74qRHGesBsxiSWnLEXr8pI5tpYTqdvqzgwAtKqb6-Yeh2mrjf0KskL_1v0A7SOBMUJzjxrAxS-TQaeSIc7ElmS3nF-L8n0qcVTsewMGilN3QEhOAgRL9y0VTV0KOHhcqvg._2IptDDllLu9_gh4XL3fbj53bZrTcxH61Lo9xhlXdfw&dib_tag=se&keywords=measure+what+matters+by+john+doerr&qid=1707848858&sprefix=Measure+What+Matters%2Caps%2C107&sr=8-1)* The Newsroom – Prime Video (https://www.primevideo.com/detail/0KAF4DOQFQTEZ9XG82KVGN3LT3/ref=atv_sr_fle_c_Tn74RA_3_1_3?sr=1-3&pageTypeIdSource=ASIN&pageTypeId=B0CMXZFK5B&qid=1707920382258)Connect with David Grau Jr.:* Succession Resource Group (https://www.successionresource.com/david-grau-jr)* LinkedIn: David Grau Jr, MBA (https://www.linkedin.com/in/davidgraujr/) * david.graujr@successionresourcegroup.com (mailto:david.graujr@successionresourcegroup.com) Connect with Ray Sclafani: * LinkedIn: Ray Sclafani (https://www.linkedin.com/in/raysclafani/)* Clientwise.com (https://www.clientwise.com/)* 800-732-0876About Ray Sclafani: Ray Sclafani is the founder and CEO of ClientWise, which provides elite coaching programs and consulting exclusively for the financial services industry. Ray’s passion for serving leaders, advisors, and companies in the financial services sector is reflected in ClientWise, its unique coaching programs, and its team of credentialed coaches.Ray’s experience as a coaching and consulting specialist in the financial sector mirrors his long and profitable history in the industry. As a complement to his coaching skills, he holds a Master’s Certification in Neuro-Linguistics from the International Association for Neuro-Linguistic Programming and has participated in The Strategic Coach® Program for 17 years.Ray’s expertise as a coach and trainer is recognized and sought out by leaders within the profession. Through ClientWise, he has provided coaching or created and presented workshops for, among others, Merrill Lynch, Morgan Stanley Wealth Management, LPL, Raymond James Financial, Ameriprise, and Northwestern Mutual. In addition, he has spoken on request to major industry conferences and company events for firms such as Merrill Lynch for their Diversity & Training programs, LPL, Morgan Stanley Institutes Conferences, Raymond James,

Do you ever look at some of the industry’s most successful advisory firms and wonder, “Where are they finding top talent?”After looking under the hood, guess what we found? They don’t find top talent. They build it!Get ready to adapt to a new paradigm of talent management, as David Grau Jr. encourages listeners to rethink how they mentor, train, and compensate the next generation of talent. You will discover a systematic and scalable approach to cultivating talent and building a seamless succession plan.Key Discussion Points:* How compensation and recruiting have evolved over the past 20 years* Building an integrated team and what it means to hire “hunters” vs. “farmers”* The uncomfortable, but incredibly rewarding, transition from advisor to CEO* The BBP (base, bonus, profits) compensation model that is relevant today* An actionable plan to nurture new interns into your most trusted advisors* And much more!Connect with David Grau Jr.:* Succession Resource Group (https://www.successionresource.com/david-grau-jr)* LinkedIn: David Grau Jr, MBA (https://www.linkedin.com/in/davidgraujr/) * david.graujr@successionresourcegroup.com (mailto:david.graujr@successionresourcegroup.com) 

Many Advisors dedicate their lives to building their companies. But what happens after they exit their business?The transition can be fraught with unexpected emotional challenges that are often overlooked!Get ready to address the “founder’s exit paradox” with David Grau Jr. and guest Jerome Myers, founder of DreamCatchers and The Myers Development Group. They shed light on the difficulties that come with stepping away from a business you’ve poured your heart into and how to navigate the journey toward a fulfilling post-exit life.Key Discussion Points:* Jerome’s story of exiting Corporate America* What is the “founder’s exit paradox” and how does it affect business owners* Why it’s normal to feel empty or lost after a business exit* Six centers of doubt that every business owner may experience after selling a business* The N.E.X.T. formula to find purpose post-exit* Proactive measures to seamlessly navigate the different stages of exit* And much more!Resources:* Dreamcatchers Podcast (https://podcasts.apple.com/us/podcast/dreamcatchers-hosted-by-jerome-myers/id1455776307)* “Your N.E.X.T.?: Finding Fulfillment After Your Exit” (https://www.amazon.com/Your-N-X-T-Finding-Fulfillment/dp/B0CQNLH444/?_encoding=UTF8&pd_rd_w=2uMUP&content-id=amzn1.sym.cf86ec3a-68a6-43e9-8115-04171136930a&pf_rd_p=cf86ec3a-68a6-43e9-8115-04171136930a&pf_rd_r=144-0009126-5538806&pd_rd_wg=sdCtl&pd_rd_r=355f8322-4d16-4576-a903-b7b6795149a0&ref_=aufs_ap_sc_dsk) by Jerome MyersConnect with David Grau Jr.:* Succession Resource Group (https://www.successionresource.com/david-grau-jr)* LinkedIn: David Grau Jr, MBA (https://www.linkedin.com/in/davidgraujr/) * david.graujr@successionresourcegroup.com (mailto:david.graujr@successionresourcegroup.com) Connect with Jerome Myers:* LinkedIn: Jerome Myers (https://www.linkedin.com/in/jeromemyers/)* Jerome Myers Website (https://jeromemyers.co/)* The Exit Paradox (https://theexitparadox.com/)About Our Guest:Jerome Myers aka “J” is a developer of people and places. He is the founder and Chief Inspiration Officer of DreamCatchers and The Myers Development Group. Through these entities, he gets to live out his childhood dreams of helping people manifest the things they imagine and create social proof that dreams should be real. Since leaving corporate America after building a 20MM division at a Fortune 550 company, J has become one of the most sought-after thought leaders in the multifamily development space. His company, The Myers Development Group, built a multi-million-dollar portfolio following the principles of Myers Methods.Unlike other coaching programs, they will go beyond strategy, assessments, and encouragement. Jerome pioneered Holistic Transformational Life Coaching more than 15 years ago. Up until about two years ago, it was only used with his closest friends and family. They repeatedly urged him to share his techniques with others and laid the foundation for introducing his methods to the world.

Whether it’s M&A or succession planning, a critical challenge advisors face is navigating the lending process for equity purchases.It’s not just about the access to capital, but also the intricacies of the deal structure!Recognizing this struggle, David Grau Jr. sits down with Dustin Mangone and Aaron Racino from PPC Loan to simplify advisor financing. They highlight the current state of M&A and share insights into securing loans and finding a deal that aligns with your business goals.Key Discussion Points:* PPC Loan’s 10+ years of experience serving the advisory lending space* How PPC Loan differs from a traditional bank loan* What loan solutions may look like for an internal succession to the next-gen* How to evaluate loan terms beyond interest rates (i.e., understanding the “fine print”)* Factors that can make or break a deal in the eyes of lenders* 2024 outlook for M&A trends* And much more!Connect with PPC Loan:* PPC Loan (https://investment-advisors.ppcloan.com/)Connect with Dustin Mangone:* LinkedIn: Dustin Mangone (https://www.linkedin.com/in/dustin-mangone-7ab0b4b/)Connect with Aaron Racino:* LinkedIn: Aaron Racino (https://www.linkedin.com/in/aaron-racino-548593b7/)Connect with David Grau Jr.:* Succession Resource Group (https://www.successionresource.com/david-grau-jr)* LinkedIn: David Grau Jr, MBA (https://www.linkedin.com/in/davidgraujr/) * david.graujr@successionresourcegroup.com (mailto:david.graujr@successionresourcegroup.com) About Our Guests:Dustin Mangone, as the Managing Partner and Director of the Investment Advisor Program, spends 100% of his time focused on the acquisition financing needs of investment advisors nationwide. With over 14 years of experience as a cash-flow lender, Dustin has evaluated and underwritten more than $500 million in funded loans supporting hundreds of business owners across the country who are looking to grow their business by way of acquisition. From the initial phone call to the funding of your loan, Dustin takes a hands-on approach to make sure your needs are properly met throughout the entire process.Aaron Racino, during his time with PPC LOAN, has worked with hundreds of current and aspiring small business owners to accommodate their various business financing needs. He relies on his experience to help his clients through not only the lending process but also offers his insight and advice to clients who might be navigating an acquisition for the first time. With a background in sales, Aaron truly knows the importance of tailoring products to suit the needs of his customers and takes a hands-on approach to ensure an enjoyable experience from underwriting throughout the life of the loan.

Ever wondered how top financial firms plan for the future?Discover the secrets of scaling your financial advisory business in this engaging episode of The Fine Print. Host David Grau Jr. and guest expert Caleb Brown, co-founder of New Planner Recruiting, dive into effective succession planning strategies for independent advisors.Key Discussion Points:* The pitfalls of succession planning * Understanding the evolving roles in advisory firms* Navigating the challenges of recruitment and compensation in financial advisory* The evolution of a CEO’s role in financial advisory firms* Viability and efficiency of smaller, lifestyle practices* Emphasizing salary-based compensation models with growth opportunities* The balance between investing in employee development and managing turnover risks* And much more!Resources:* LinkedIn: Caleb Brown, MBA, CFP® (https://www.linkedin.com/in/calebbrowncfp/)* NewPlannerRecruiting.com (https://newplannerrecruiting.com/)* New Planner Podcast (https://newplannerrecruiting.com/category/podcast/)* Book: Finding Your Path: The Roadmap from Student to Successful Financial Planner (https://www.amazon.com/Finding-your-Path-Successful-Financial-ebook/dp/B0CB99GZ5F?ref_=ast_author_dp)* Book: Successful Hiring for Financial Planners: The Human Capital Advantage (https://www.amazon.com/Successful-Hiring-Financial-Planners-Advantage-ebook/dp/B07931FJ7R?ref_=ast_author_dp)* Jocko Willink Video: Good (https://www.youtube.com/watch?v=IdTMDpizis8)Connect with David Grau Jr.:* Succession Resource Group (https://www.successionresource.com/david-grau-jr)* LinkedIn: David Grau Jr, MBA (https://www.linkedin.com/in/davidgraujr/) * david.graujr@successionresourcegroup.com (mailto:david.graujr@successionresourcegroup.com) About Caleb Brown: Caleb Brown is a renowned expert in the financial planning sector, specializing in connecting emerging financial planners with growth-oriented firms across the USA. As a CERTIFIED FINANCIAL PLANNER(https://s.w.org/images/core/emoji/14.0.0/72x72/2122.png) and a Kolbe Certified(https://s.w.org/images/core/emoji/14.0.0/72x72/2122.png) Consultant, he plays a pivotal role in mentoring and integrating new talents into the industry. Caleb is recognized for creating the FPA Career Day program and actively contributes to the financial planning community as a member of the FPA New Professionals Advisory Council and Chairman of NexGen. His experience includes over five years in an RIA firm and he’s been acknowledged as the Next Generation Influencer by Financial Planning magazine.

Ever wondered how CRM can redefine your advisory firm?Join us on The Fine Print, where Rick Williamson, Director of Brand Experience at Redtail/Orion Advisor Technology, brings his dynamic personality and industry expertise to explore the transformative role of Customer Relationship Management (CRM) systems in enhancing advisory business value.Key Discussion Points:* The Impact of CRM Systems: Explore how CRM systems can transform business efficiency, profitability, and client relationships in the financial advisory sector* Effective CRM Usage for Client Relationships: Understand the crucial need for not only possessing a CRM system but also leveraging it effectively to forge strong, personalized client relationships – a key to business success* Standardization in Business Processes: Discover the importance of having consistent processes, especially in client onboarding and interactions, to boost efficiency and enhance client experiences* CRM’s Role in Compliance and Risk Management: Learn about how CRM systems like Redtail are instrumental in supporting compliance and mitigating risks, vital for preserving the integrity and value of financial advisory businesses* Proactive CRM Application: Gain insights into adopting a proactive approach in using CRM systems to amplify client engagement, streamline operations, and drive a firm’s success and client satisfaction* And much more!Resources:* LinkedIn: Rick Williamson (https://www.linkedin.com/in/rickyredtail/)* X: RickyRedtail (https://twitter.com/RickyRedtail)Connect with David Grau Jr.:* Succession Resource Group (https://www.successionresource.com/david-grau-jr)* LinkedIn: David Grau Jr, MBA (https://www.linkedin.com/in/davidgraujr/) * david.graujr@successionresourcegroup.com (mailto:david.graujr@successionresourcegroup.com) About Rick Williamson: Rick Williamson, better known as Ricky Redtail, is proud to celebrate his 10th year at Redtail, where his role of Director of Training allows him to lead, as well as oversee, all training and education resources, presentations, and content. With a background peppered with stints in film production, public speaking, and working at Walt Disney World, Rick has been able to make a significant impact at both Redtail and in the FinTech industry. His experience in numerous Marketing, Media, Training, and Presentation projects makes him an exciting and entertaining voice in FinTech and Practice Management.

Want to know what sets successful businesses apart? Join us in the latest Fine Print episode, where Julia Sexton, Director of Strategic Organizational Planning at Succession Resource Group, unravels the complexities of strategic organizational planning. David and Julia’s conversations offer invaluable insights for independent advisors aiming to boost their business value, growth, and sustainability.Key Highlights:* Discover how nurturing talent fuels business expansion* Dive into the secrets of effective compensation plans that drive success* Uncover how the right mix of incentives can keep top talent thriving* Find out how intangible rewards can drive real business impact* Explore innovative strategies for employee motivation and engagement* Learn how smart vesting aligns with company growth and employee loyalty* Discover the transformative potential of equity plans in shaping business futures* And much more! Connect with David Grau Jr.:* Succession Resource Group (https://www.successionresource.com/david-grau-jr)* LinkedIn: David Grau Jr, MBA (https://www.linkedin.com/in/davidgraujr/) * david.graujr@successionresourcegroup.com (mailto:david.graujr@successionresourcegroup.com) Connect with Julia Sexton:* LinkedIn: Julia Sexton (Sullivan), CVA (https://www.linkedin.com/in/juliassexton)About Julia Sexton: Julia, SRG’s Director of Strategic Organizational Planning since 2023, specializes in guiding clients toward long-term success through tailored contingency and employment programs. With a comprehensive approach, she crafts individualized employee and owner compensation plans, structures equity rewards for sustained business goals, and supports growth initiatives through entity formation and M&A. Drawing on 5 years of experience as a certified business appraiser, Julia has completed over 2,000 valuations and facilitated 200+ successful mergers. Holding a CVA designation and a Bachelor of Science in Business Administration from the University of New Hampshire, Julia is a member of NACVA. Based in Providence, Rhode Island, she enjoys outdoor activities with her husband and golden retriever, engaging in competitive CrossFit, and unwinding on the beach with a good book.

Ever wondered why some deals soar while others sputter? From backdoor metrics to surprising valuations, we’re spilling industry secrets.David Grau Jr. and Parker Finot from SRG invite you to join them as they unravel the mysteries of deal-making in the financial advisory world. Dive into the hidden metrics, unexpected valuations, and behind-the-scenes dynamics that shape business transitions.Listen in as David and Parker reveal:* What really separates Deal Support from Succession Planning* Why full sales through asset acquisition are so prevalent* How consulting can make or break client relationships during transitions* Why some peer-to-peer deals seem undervalued, while others skyrocket 20-30% above expectations* Why sellers stay on post-sale and the evolving dynamics of peer-to-peer deals* And much more! Resources:* LinkedIn: Parker Finot (https://www.linkedin.com/in/parkerfinot/)Connect with David Grau Jr.:* Succession Resource Group (https://www.successionresource.com/david-grau-jr)* LinkedIn: David Grau Jr, MBA (https://www.linkedin.com/in/davidgraujr/) * david.graujr@successionresourcegroup.com (mailto:david.graujr@successionresourcegroup.com) About our Guest: Parker Finot, an M&A and Succession Plan Consultant at SRG, has nearly a decade of financial experience. He previously served as a San Diego financial advisor and was a pioneering Virtual CFO at LPL Financial. Educated at San Diego State University with a Professional Accounting Certification from UCSD Extension, Parker excels in corporate finance and business consulting.

The financial advisory industry is currently facing a significant challenge. The average age of advisors is increasing, and there is a pressing need for new talent. Many advisors struggle with building a team and transitioning their businesses to the next generation.In this episode David Grau Jr. interviews Jon Randall, an advisor and consultant, about the importance of finding, training, and compensating next generation advisors in the financial advisory industry. They discuss the challenges of building a team and transitioning businesses to the next generation, emphasizing the need for training programs focused on the business owner aspect. They also explore the benefits of hiring and training raw talent, as well as the importance of incentives and clear career paths in retaining talent. David and Jon discuss: * Benefits of homegrown talent and training individuals in-house* Strategies for finding and attracting talent, including networking events and internships* The importance of offering competitive salaries and incentives to attract and retain talent* The need for a clear career path and advancement opportunities within a firm* Training and developing junior advisors, including specialization and working in teams* The challenge of founders letting go and allowing junior advisors to take the lead* And more! Resources:* LinkedIn: Jon Randall (https://www.linkedin.com/in/jonrandallcmc/)* XFA Coach (https://www.xfa.coach/)Connect with David Grau Jr.:* Succession Resource Group (https://www.successionresource.com/david-grau-jr)* LinkedIn: David Grau Jr, MBA (https://www.linkedin.com/in/davidgraujr/) * david.graujr@successionresourcegroup.com (mailto:david.graujr@successionresourcegroup.com) About our Guest: XFA.COACH – eXtraordinary Financial Advisors is a distinctive coaching and consulting firm committed to providing financial advisors a specialized and proven approach to eXtraordinary growth and profitability. 

Ever wondered why top financial advisors stay loyal to their firms or jump ship? Dive into this episode where David Grau Jr. unravels the mysteries of compensation in the financial advisory industry. Discover the pitfalls of traditional revenue-based models and the power of intentional design in compensation plans. Don’t miss this deep dive if you want to ensure your business’s success!David discusses:* The evolution of compensation models: Lifestyle practice vs. true enterprise* The drawbacks of traditional revenue-based compensation systems* The critical role of benchmarking and recalibrating compensation plans* And much more… About David: David Grau Jr. is the founder and CEO of Succession Resource Group, a succession and M&A consulting company for advisors. Prior to launching SRG, David was the leading M&A consultant for a well-known succession planning firm to advisors where he led and developed numerous programs for RIAs. Prior to this role, David served in the United States Navy.David is a published author and accomplished speaker and has been interviewed and cited in dozens of publications over the last decade. He is currently one of the leading speakers in the financial services industry on M&A and next-gen building strategies, with over 200 presentations to his credit. In the past five years, he has spoken at a variety of the industry’s leading firms, including LPL Financial Services, Wells Fargo, Ameriprise Financial, ING, Independent Financial Group, Geneos, Swan Global, Advisor Group, Fidelity, Jackson National, Prudential, Raymond James, and regularly volunteers his time speaking for the Financial Services Institute (FSI) and FPA chapters around the country.David holds a Bachelor’s Degree from Portland State University and has a Master’s Degree from Willamette University’s Atkinson Graduate School of Management. David, his wife Kristen and their three children are long-time residents of Portland, Oregon, but take every opportunity to travel.Fun Facts: David enjoys spending time with his family, reading, running, is an avid wine enthusiast and developing a taste for cigars, loves traveling, reading, he also enjoys snow and water sports and loves basketball (playing or watching). Prior to having three children and starting a business David had a beautiful head of hair. Now he doesn’t.

Do you know where your practice is going once you decide to let go of the wheel? Can it survive without your direction? Do you know what processes to start implementing now to ensure a smooth transition of your business?In this episode, David Grau Jr. is joined by Matt Cooper, the President of Beacon Pointe Advisors. They discuss the importance of succession planning for independent advisors and the process of putting deals together in the private equity industry. Matt discusses: * Insights on Beacon Point’s growth and expansion through M&A transactions, their criteria for affiliating with other firms, and the importance of next-generation talent.* The need for personal connections and addressing both economic and emotional aspects in deals* Advice for buyers and sellers based on their experiences* And more Connect with David:* Succession Resource Group (https://www.successionresource.com/david-grau-jr)* LinkedIn: David Grau Jr, MBA (https://www.linkedin.com/in/davidgraujr/) Connect with Matt:* Beacon Pointe Advisors: Matt Cooper  (https://beaconpointe.com/contact-us/newport-beach-headquarters/matt-cooper/)* LinkedIn: Matt Cooper (https://www.linkedin.com/in/mattcooperbpwa/)About our Guest: Matt is a founding partner of Beacon Pointe Advisors and oversees the firm’s strategic plan focused on mergers and acquisitions, creating synergistic partnerships between Beacon Pointe and other wealth managers across the country. Matt has been featured in Financial Planning Magazine, Barron’s, InvestmentNews, Citywire, Financial Advisor IQ, and Forbes, among other publications. He also regularly speaks on a host of wealth management and industry-related topics across various national conferences. Matt has a passion for continuous lifetime learning with a focus on the wealth management and financial life management industries. At a time when the RIA industry is changing more rapidly than any other point in history, his focus is on building the best possible business to serve clients and to assist other wealth advisors in meeting their lifetime goals. Matt graduated from the University of Southern California Marshall School of Business with a BS in Finance and Business Economics. While at USC, Matt served as President for the Sigma Alpha Epsilon Fraternity. He remains a supporter of both the University and the National Fraternity. Matt has served on the Advisory Committee of Serving People in Need (SPIN), is past President of Newport Mesa National Junior Basketball, past President of the Andersen Elementary School Foundation (DEANS), is a member of Legatus International, and also served on the Investment Committee of The Orange Catholic Foundation. He lives in Dallas, Texas with his wife and has three sons. Matt enjoys traveling, running and exercise, and spending time with his family.

As the founder of an advisory firm, it’s your moment to embrace the mantle of true leadership and propel your firm towards unprecedented success. While it may seem like a natural progression for a founder, the transition is often more challenging than it appears.In this episode, David Grau Jr. dives into the shift from being a producer to a CEO in the industry. David underscores the indispensable role of exemplary leadership in thriving firms, emphasizing the need to metamorphose from an owner-operator to a CEO for a sustainable enterprise’s development.David discusses: *  Essential attributes of triumphant business leaders such as intentional building, dismantling of silos, and fostering cohesive teams* The significance of clear job descriptions and career paths in enticing the next generation of talent* The art of enterprise-building: strategies for constructing a business that serves your vision and more.* And more! Connect with David:* Succession Resource Group (https://www.successionresource.com/david-grau-jr)* LinkedIn: David Grau Jr, MBA (https://www.linkedin.com/in/davidgraujr/) 

Unleash the true value of your business and pave the path to lasting success! Selling your business requires more than just looking at profits and client numbers. Join us as we uncover the key to understanding what truly makes your business successful and how future owners can sustain that triumph. In this episode, David Grau Jr. and Ryan Grau, CVA, CBA explore the reality of evaluating a business as a financial advisor and how to determine the value of a business even after selling it. They dive into key performance indicators a buyer focuses on when the future of a business and its value after the sale.In this episode, you’ll gain invaluable insights on:* The specific metrics that determine the evaluation of a firm, tailored to its unique size* The hidden power of employee and business framework synergy, which significantly enhances the value of your business* The critical sources of growth within your business and how they impact its overall worth* Why relationship-based businesses thrive on active engagement with clients and their network* And much more! Connect with David:* Succession Resource Group (https://www.successionresource.com/david-grau-jr)* LinkedIn: David Grau Jr, MBA (https://www.linkedin.com/in/davidgraujr/) Connect with Ryan Grau:* LinkedIn: Ryan Grau, CVA, CBA (https://www.linkedin.com/in/ryan-grau-cva-cba-2917562b/)About our Guest: Ryan Grau earned his Certified Valuation Analyst (CVA) credential and Certified Business Appraiser (CBA) credential from the National Association of Certified Valuators and Analysts (NACVA) and Institute of Business Appraisers respectively. He’s currently a candidate for the Accredited Senior Appraiser (ASA) credential. Ryan’s also certified by the Appraisal Foundation on the Uniform Standards of Professional Appraisal Practice (USPAP) and has been admitted multiple times as an expert witness by the Financial Industry Regulatory Authority (FINRA) as well as various state judicial authorities.Ryan’s an industry authority on value and valuation of investment advisory, wealth management, and insurance-based businesses. He’s performed thousands of valuation in the last ten years for various purposes such as mergers, acquisitions, charitable gifting, granting shares, divorces, damage claims resulting from breach of contract, C-S Corp. election, estate tax, and institutional lending. Ryan authored, as well as contributed to, various industry publications and best-selling books on the topics of succession planning, valuation, and acquisition of independent financial service and advisory practices. In 2018, Ryan was recognized as one of the NACVA’s top 40 Under Forty honorees for his accomplishments and contributions to the profession.

There may be something comforting about selling your practice to someone you know, someone already working with you, but what makes that a better option than selling to a third party?In this episode, David Grau Jr. dives into the complexities of expanding your business and what to consider when looking at next gen talent. He offers some tips on mentoring, training and the importance of intentionality. David discusses: * What to consider when looking to sell or expand your practice * How to create sustainable growth in the advisor space* Navigating the complexities of expanding across your advisors, what to consider and how * What it takes to create the most well rounded team based on your expectations* And more! Connect with David:* Succession Resource Group (https://www.successionresource.com/david-grau-jr)* LinkedIn: David Grau Jr, MBA (https://www.linkedin.com/in/davidgraujr/) About David: David Grau Jr. is the founder and CEO of Succession Resource Group, a succession and M&A consulting company for advisors. Prior to launching SRG, David was the leading M&A consultant for a well-known succession planning firm to advisors where he led and developed numerous programs for RIAs. Prior to this role, David served in the United States Navy.David is a published author and accomplished speaker and has been interviewed and cited in dozens of publications over the last decade. He is currently one of the leading speakers in the financial services industry on M&A and next-gen building strategies, with over 200 presentations to his credit. In the past five years, he has spoken at a variety of the industry’s leading firms, including LPL Financial Services, Wells Fargo, Ameriprise Financial, ING, Independent Financial Group, Geneos, Swan Global, Advisor Group, Fidelity, Jackson National, Prudential, Raymond James, and regularly volunteers his time speaking for the Financial Services Institute (FSI) and FPA chapters around the country.David holds a Bachelor’s Degree from Portland State University and has a Master’s Degree from Willamette University’s Atkinson Graduate School of Management. David, his wife Kristen and their three children are long-time residents of Portland, Oregon, but take every opportunity to travel.Fun Facts: David enjoys spending time with his family, reading, running, is an avid wine enthusiast and developing a taste for cigars, loves traveling, reading, he also enjoys snow and water sports and loves basketball (playing or watching). Prior to having three children and starting a business David had a beautiful head of hair. Now he doesn’t.

Many advisors often fail to plan for their eventual retirement and succession, risking their legacy and business.Without a well-designed succession plan, they may face difficulties in finding a suitable successor, maximizing the value of their business, and securing their legacy for future generations.In this episode, David Grau Jr. dives into the crucial topic of succession planning, emphasizing the importance of designing a plan regardless of how far away retirement may seem. Additionally, David explains three key details to avoid when creating your succession plan.David discusses: * What succession planning is* The value of writing down retirement and succession plans for advisors* The importance of starting to think about succession planning and exit strategies early on in one’s business* The pros and cons of internal succession planning versus third-party sales for advisors looking to maximize the value of their business* The value and mixed opinions of aggregators in the financial industry* The importance of valuing your business annually to build a better, more valuable business and to pass on something of value to your heirs* Three things to avoid when it comes to internal succession planning* And more! Connect with David:* Succession Resource Group (https://www.successionresource.com/david-grau-jr)* LinkedIn: David Grau Jr, MBA (https://www.linkedin.com/in/davidgraujr/) About David: David Grau Jr. is the founder and CEO of Succession Resource Group, a succession and M&A consulting company for advisors. Prior to launching SRG, David was the leading M&A consultant for a well-known succession planning firm to advisors where he led and developed numerous programs for RIAs. Prior to this role, David served in the United States Navy.David is a published author and accomplished speaker and has been interviewed and cited in dozens of publications over the last decade. He is one of the leading speakers in the financial services industry on M&A and next-gen building strategies, with over 200 presentations to his credit. In the past five years, he has spoken at a variety of the industry’s leading firms, including LPL Financial Services, Wells Fargo, Ameriprise Financial, ING, Independent Financial Group, Geneos, Swan Global, Advisor Group, Fidelity, Jackson National, Prudential, Raymond James, and regularly volunteers his time speaking for the Financial Services Institute (FSI) and FPA chapters around the country.David holds a Bachelor’s Degree from Portland State University and a Master’s Degree from Willamette University’s Atkinson Graduate School of Management. David, his wife Kristen, and their three children are long-time residents of Portland, Oregon, but take every opportunity to travel.Fun Facts: David enjoys spending time with his family, reading, running, is an avid wine enthusiast and developing a taste for cigars, loves traveling, and reading, he also enjoys snow and water sports and loves basketball (playing or watching). Prior to having three children and starting a business, David had a beautiful head of hair. Now he doesn’t.