M&A and Your Succession Plan: From Industry Hostage to High-Value Exit with Ted Motheral

Today, the financial advisors’ space is seeing the most robust M&A market in history.

A tidal wave of succession planning deals is transforming the advisory landscape, yet many firm owners are unprepared…

Tyson Ray and Kim Cochenour welcome Mercer Advisors’ Ted Motheral to break down the entire succession planning puzzle, discuss the importance of fit over size, and what drives today’s high multiples.

If you’ve been planning your exit strategy, this conversation will provide you with valuable Insights on the topic.
● Ted Motheral kicks the conversation off by sharing some of the current trends he sees in the M&A space.
● Tyson Ray depicts a scenario in which advisors tend to be like prisoners – or hostages – without even knowing it.
● According to some industry stats, 42% of this industry is going to retire in the next decade, and less than 50% of those people have a true succession plan in place.
● There are two types of RIA firms: Integrators and aggregators. Ted explains the difference between the two.
● “When it comes to M&A, you’re looking at fit more than size,” says Ted. You’re looking at fit in terms of a fiduciary who provides foundational financial planning.
● For Ted, financial advisors need to be educated as to what their options are so that they can work better with wire houses and corporate RIAs.
http://TotalSuccession.com
FORM Wealth Advisors - https://FORMwealth.com
Tyson Ray - https://FORMwealth.com/tyson-ray
Kim Cochenour - https://FORMwealth.com/kim-cochenour
Ted Motheral - https://www.linkedin.com/in/ted-motheral-36b4798
Mercer Advisors - https://www.merceradvisors.com
Potomac Law Group - https://www.potomaclaw.com
Morgan Freeman - https://en.wikipedia.org/wiki/Morgan_Freeman
The Shawshank Redemption - https://en.wikipedia.org/wiki/The_Shawshank_Redemption
Michael Kitsis - https://www.linkedin.com/in/michael-kitsis-0696a210
Ted Motheral is Principal of M&A Partner Development at Mercer Advisors. All expressions of opinion reflect the judgment of the author as of the date of publication and are subject to change. Mercer Global Advisors Inc. is registered with the Securities and Exchange Commission and delivers all investment-related services. Mercer Advisors Inc. is a parent company of Mercer Global Advisors Inc. and is not involved with investment services. Mercer Advisors is not a law firm and does not provide legal advice to clients. All estate planning document preparation and other legal advice is provided through select third parties unaffiliated to Mercer Advisors. Tax preparation and tax filing are a separate fee from our investment management and planning services. Trustee services are offered through select third parties with which a client would engage directly, as such additional fees may apply. Mercer Global Advisors has a related insurance agency. Mercer Advisors Insurance Services, LLC (MAIS) is a wholly owned subsidiary of Mercer Advisors Inc.
00:00:00 Start
02:56 Recent M&A Industry Trend
03:47 Ted’s Definition of Succession Planning Deals
04:34 Tyson on Feeling Like a Hostage or a Prisoner as an Advisor
07:21 Two Big Shifts Driving Things Forward
09:28 3 Categories You May Be in as an Advisor
12:37 Impressive Stats About the Industry’s Next Decade
13:44 Good Succession Planning Example
17:49 The First Foundational Step to Succession Planning
21:14 Integrators vs. Aggregators
24:44 How Multiples Are Hitting the Current Numbers
27:37 Something Every Buyer Will Look at
28:42 Sticky vs. Non-Sticky Client Accounts
31:35 The Importance of Storing What’s in Your Head Elsewhere
33:08 If You’re a Sole Practitioner…
34:32 Partnerships as an Integrators vs. as an Aggregator
37:41 Client Ownership
40:21 Mistakes Made in Regards to Client Ownership and Sales
45:22 Financial Advisors Need Education
47:47 Having a Regularly-Updated Plan
49:06 Final Considerations

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