LPL’s Commonwealth Acquisition: What Advisors Near Retirement Should Know
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When it comes to selling a practice, advisors have many options available to them. Since most advisors are new to the selling game, the options can seem overwhelming. Starting with an understanding of the types of practice sales and different paths an advisor can pursue will allow you to make the best decision for you and your practice.
No two practice sales are alike. However, they can be grouped into two main categories: closed sales and open market sales. Closed sales are sales between two specific parties while open market sales entail soliciting multiple buyer candidates. Within each category there are a variety of deal options, depending on how much of the business is being sold and to whom.
Again, a closed sale is a transaction between two named parties. Usually, the buyer and seller find each other because they are colleagues in the same firm or through networking or professional relationships. Closed sales can be broken down into four types:
Open market sales occur when an advisor has not yet identified a successor and needs to solicit and evaluate prospective buyers. There are two types of open market sales:
Not all practice sales are end-of-career events. Sometimes a practice must sell off a group of clients in order to focus on a specific niche or market segment, or to downsize the practice in order to improve practice management and efficiency.
There are also “sell and stay” opportunities with many full practice sales where advisors can either sell into a larger firm in order to gain operational advantages or in order to transition out of the business owner role in order to focus on serving clients instead. If you are considering multiple options and are not sure what is best for you and your practice, you can contact us for a free initial consultation.
Todd Doherty serves as Vice President for Advisor Legacy, where he helps advisors navigate the entire M&A process from start to finish. With over 15 years of senior leadership experience in financial advisor firms, Doherty knows first-hand what it takes to grow a successful practice. His specialties include growing practice value, succession and acquisition strategy and planning, business valuation analysis, and operations. Doherty works closely with his team to help advisors make smart decisions and successfully execute practice sales and acquisitions.
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