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 more

Resources:

• Strategies for Building Enduring Wealth Advisory Firms With Ray Sclafani Part 1 (Ep.19)
• Measure What Matters by John Doer
• The Newsroom – Prime Video

Connect with David Grau Jr.:

• Succession Resource Group
• LinkedIn: David Grau Jr, MBA
• david.graujr@successionresourcegroup.com

Connect with Ray Sclafani:

• LinkedIn: Ray Sclafani
• Clientwise.com
• 800-732-0876

About 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, FSC Securities, as well as the FPA National Conference, John Hancock Funds Wholesaler Conference, Nationwide Financial Summit Sales Conference, MetLife Presidents’ Conference, Northwestern Mutual Forum, Northwestern Mutual Annual Meeting, Barron’s Winner’s Circle Summit, and Barron’s Top Advisory Teams Summit.

He has been interviewed and quoted in the Wall Street Journal, Financial Planning magazine, and Registered Rep, to name a few. Ray’s book, “You’ve Been Framed: How to Reframe Your Wealth Management Business and Renew Client Relationships,” was published by Wiley in 2015.

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 more

Resources:

• Strategies for Building Enduring Wealth Advisory Firms With Ray Sclafani Part 1 (Ep.19)
• Measure What Matters by John Doer
• The Newsroom – Prime Video

Connect with David Grau Jr.:

• Succession Resource Group
• LinkedIn: David Grau Jr, MBA
• david.graujr@successionresourcegroup.com

Connect with Ray Sclafani:

• LinkedIn: Ray Sclafani
• Clientwise.com
• 800-732-0876

About 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, FSC Securities, as well as the FPA National Conference, John Hancock Funds Wholesaler Conference, Nationwide Financial Summit Sales Conference, MetLife Presidents’ Conference, Northwestern Mutual Forum, Northwestern Mutual Annual Meeting, Barron’s Winner’s Circle Summit, and Barron’s Top Advisory Teams Summit.

He has been interviewed and quoted in the Wall Street Journal, Financial Planning magazine, and Registered Rep, to name a few. Ray’s book, “You’ve Been Framed: How to Reframe Your Wealth Management Business and Renew Client Relationships,” was published by Wiley in 2015.

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
• LinkedIn: David Grau Jr, MBA
• 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
• “Your N.E.X.T.?: Finding Fulfillment After Your Exit” by Jerome Myers

Connect with David Grau Jr.:

• Succession Resource Group
• LinkedIn: David Grau Jr, MBA
• david.graujr@successionresourcegroup.com

Connect with Jerome Myers:

• LinkedIn: Jerome Myers
• Jerome Myers Website
• The Exit Paradox

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

Connect with Dustin Mangone:

• LinkedIn: Dustin Mangone

Connect with Aaron Racino:

• LinkedIn: Aaron Racino

Connect with David Grau Jr.:

• Succession Resource Group
• LinkedIn: David Grau Jr, MBA
• 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.