The Buyer's Boardroom

Episode 27: Valuations - What is Your Practice Worth & How Will It Be Valued with Special Guest Kay Lynn Mayhue Hosts: Allen Darby & Jacqueline Martinez Guest: Kay Lynn Mayhue, President at Merit Financial Advisors Wealth management valuations are sitting near historic highs, but not every firm is valued the same. In this episode, Allen and Jaclyn break down where RIA valuations are today,...

Hosts: Allen Darby & Jacqueline Martinez Guest: Michael Dolberg, Founder & CEO of Pollen Wealth Management In a competitive seller’s market, the highest price does not always win the deal. Sellers are evaluating far more than valuation multiples. In this episode, Allen and Jaclyn break down what actually separates winning buyers from the rest of the field and why preparation, empathy, and...

Hosts: Allen Darby & Jacqueline Martinez Guest: Patrick Lawler, Head of M&A at Savant Wealth Management Most sellers think the hard part is getting to an LOI. In reality, that’s when the real work and the real risk begin. In this episode, Allen and Jaclyn break down what they call the “LOI gauntlet” and why more deals fall apart between LOI and close than at any other point in the process....

Hosts: Allen Darby & Jacqueline Martinez Guest: Amy DeTolla, Chief Experience Officer at Aureus Advantage (formerly Focus Financial/Connectus) Culture is often cited as the #1 reason deals succeed or fail, but few sellers know how to measure it before signing. In this episode, Amy DeTolla joins Allen and Jaclyn to unpack how cultural alignment drives, or derails, integration success. Compatibi...

Hosts: Alan Darby & Jaclyn Martinez Guest: Elizabeth Guidi, Tax Attorney at Kilpatrick Townsend Your transaction outcome isn't just about the headline price - it's about what you actually keep after taxes. Most sellers focus on valuation multiples but miss how deal structure can dramatically impact their after-tax proceeds. Asset purchases with rollover equity often beat straight stock...

The Big Myth Most advisors think selling their firm means they have to retire immediately. Reality check: Less than 5-10% of sellers actually want to exit within 12 months. Client relationships are everything - "Is my advisor changing?" is their #1 concern Buyers inherit your succession problems and need time to solve them Post-acquisition growth is where buyers make their real money Thr...

For RIA principals navigating a merger or acquisition, one of the most challenging decisions is determining the right moment—and method—to share the news with their team. In this crucial episode of The Buyer's Boardroom, hosts Allen Darby and Jacqueline Martinez tackle this sensitive topic, drawing from real-world experiences, including those "awkward moments" many leaders hope to av...

Navigating M&A Deals Through Market Downturns Market volatility got you worried about your M&A deal? Recent market downturns, even seemingly moderate ones impacting portfolios by around 6%, can significantly affect a company's sellable EBITDA, creating uncertainty for both buyers and sellers deep in the transaction process. In this episode, we tackle this challenge head-on. Sellers underst...

In this thought-provoking episode of The Buyer's Boardroom, Allen Darby and Jacqueline Martinez discuss "10 Things That Make Your Baby Ugly" – insightful factors that can make your RIA less attractive to potential buyers. They delve into common operational, financial, and client-related issues that can significantly impact your firm's valuation and appeal. This episode provides c...

In this episode join Allen Darby and Jacqueline Martinez as they introduce the Alaris "Lens" product. Lens is a first of its kind platform for RIA's to explore M&A, learn through though leadership articles, podcasts, etc, and explore the largest buyer dataset ever put together in one place for M&A in the Wealth Management Space. It continues to improve the seller experience t...

This podcast episode dives deep into the complexities of RIA valuations, going beyond the simple "multiple of AUM" myth. Hosts Allen Darby and Jacqueline Martinez discuss the real drivers of valuation, including revenue mix (recurring vs. non-recurring), operating expenses, and owner's compensation. They also explore the importance of EBITDA margins, the currency stack (cash vs. equity), and deal...

In this episode of The Buyer's Boardroom, hosts Jacqueline Martinez and Allen Darby delve into the nuances of internal versus external succession planning for financial advisory firms. They explore key considerations, including valuation differences, the role of equity participation, and distinguishing great advisors from great business owners. David Wahlen, Director of Strategic Growth at CapTrus...

In this episode of the Buyer’s Boardroom, Allen Darby and Jacqueline Martinez explore one of the more challenging operational dilemmas for sellers: how to deal with 1099 advisors. Here, they break down the myths and realities around the impact of 1099 advisors on firm’s value and provide strategies to optimize valuations. Nate Lenz of Concurrent joins as a special guest, offering insights from his...

In this episode of the Buyer’s Boardroom, Allen Darby and Jacqueline Martinez explore one of the biggest concerns for sellers: the fear of losing independence. Here, they break down the myths and realities surrounding autonomy when transitioning into a new partnership. Dean Barber of Modern Wealth Management joins as a special guest, offering insights from his personal experience after partnering...

In this episode of the Buyers Boardroom, Allen Darby and Jacqueline Martinez delve into the traditional methods of sell-side advising in the wealth management space. Discover why they believe traditional financial auctions fall short in considering cultural fit and post-acquisition success.  Instead, they advocate for a 'cultural conviction' approach that emphasizes extensive buyer-seller...

Welcome to Season 3 of The Buyer’s Boardroom! In this special episode, we flip the script to spotlight the essential role and value of M&A advisors. Join hosts Allen Darby and Jacqueline Martínez from Alaris Acquisitions to discover how Alaris is transforming the industry with innovative processes that benefit both buyers and sellers. Learn about the crucial phases of the M&A journey, the...

Welcome to Part 4, the final segment of our special 4-episode series designed to help sellers differentiate between buyer’s models. This episode, “Expansion of Capabilities,” features special guest Kevin Corbett, Managing Director of Corporate Development at Mariner Wealth Advisors. Together, we discuss the growth strategies that buyers are adopting, including people and expertise, additional serv...

Welcome to Part 3 of our special 4-episode series designed to help sellers differentiate between buyer’s models. This episode, “Buyer Autonomy Differences,” we dive into insightful discussions with two distinguished guests, Arthur Ambarik of Perigon Wealth Management & Brent Brodeski of Savant Wealth Management. Together, we dive into autonomy differences and the three mandatory points of alig...

Welcome to Part 2 of our special 4-episode series designed to help sellers differentiate between buyer’s models. This episode, “Buyer Lifecycle Differences,” we dive into insightful discussions with two distinguished guests, CJ Rendic of Parallel Advisors & Scott Holsopple of Hightower Advisors. Together, we discuss the three primary areas of differences: access to resources, seat at the table...

Welcome to a special 4-episode series on how to differentiate between buyer models. The first part of this series is "How to differentiate between buyers' deal structures - minority interest vs full acquisition?", featuring insightful discussions with 2 distinguished guests on each episode. Join hosts Allen Darby and Jacqueline Martínez from Alaris Acquisitions as they dive into the...

Michael Belluomini, Vice President of Mergers and Acquisitions at Carson Group, breaks down the post-LOI cadence during a transaction. Jacqueline and Allen also share intriguing behind-the-scenes stories, including a seller's last-minute agreement change just hours before signing the purchase agreement. Tune in for a candid look at the unexpected twists in M&A negotiations.  Join the conve...

Our guest, Shawn Meade, CPA, shares the experience he and his partner went through when they sold their practice. From the financial considerations, managing their staff, communicating with clients, and navigating the emotional ups and downs, Shawn offers guidance that can empower potential sellers considering a similar path. Join the conversation - Follow our hosts on LinkedIn: Allen Darby Jacque...

In the dynamic landscape of wealth management, achieving success requires more than just financial expertise. Join us in this insightful episode of The Buyer's Boardroom as we dive into the intricate world of Practice Management. Our esteemed guest, Stephanie Bogan, Founder of Limitless Advisor, brings her unparalleled insights to the table. With hosts Allen Darby and Jacqueline Martinez, we u...

Sources of Buyer Capital: Private Equity (PE) - What is it, and why are they interested in our space? Join our hosts, Allen Darby and Jacqueline Martinez, as they explore Private Equity in depth with their special guest Matt Brinker, Managing Partner at Merchant Investment Management. If you're a potential seller wanting to understand Private Equity or a buyer thinking about taking on a Privat...

How sellers can enhance organic growth after forming partnerships: Insights from Pat McClain, CEO of AllWorth. Allen Darby, Jacqueline Martinez, and Pat McClain shed light on the crucial elements that buyers seek when evaluating potential sellers. They uncover the intricacies and nuances that play a pivotal role in shaping buyer decisions, and why these factors hold immense significance in the M&a...