In this week’s episode of Advisor Talk, Elite Consulting Partners CEO Frank LaRosa and EVP of Sales Stacey Frank get candid about a topic many advisors avoid until it’s too late: building a business that’s actually sellable.
Drawing on years of real-world experience with advisor transitions and M&A deals, Frank and Stacey go beyond the usual conversations about valuation multiples to explain what truly drives premium offers – and what scares buyers away. Whether you’re three or ten years from selling, the steps you take now determine how transferable your value will be later.
Highlights include:
-The real difference between recurring and advisory revenue – and why it matters for your valuation.
-Why managing client assets yourself can decrease your business’s value.
-Red flags buyers look for, including data disorganization, aging client bases, and weak G2s.
-The role of infrastructure, compliance, and staff continuity in boosting buyer confidence.
-How to apply the 80/20 rule to client segmentation for greater clarity and value.
-Why five years is the sweet spot for prepping your business for sale – and how to get started.
If you’ve ever thought about retiring, even in passing, this episode is your sign to start preparing now. The earlier you act, the more options and leverage you’ll have when it’s time to make your next big move.
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