Advertise on podcast: The Fine Print

Most financial advisors say they have a contingency plan. Far fewer have one in writing. In this episode of the SRG Exchange, Julia Sexton is joined by David Grau Jr., Parker Finot, Kristen Grau, and Ryan Grau to talk through what happens to your practice if you die, become disabled, or can't serve your clients tomorrow. The panel explains how contingency planning differs from succession planning, compares one-way, reciprocal, and retainer agreements, and shares real stories of what goes wrong when a plan is missing or out of date. They also cover how to set a value someone can execute quickly, why a stated multiple tied to a recent valuation often works better than a valuation at the time of the event, and how to structure the sale for capital gains treatment. Learn more about contingency planning: https://www.successionresource.com/contingency-planning/

Every advisory firm acquisition carries risk. The question is not how to eliminate it -- it's how to account for it so the deal still gets done. In this solo episode of The Fine Print, David Grau Jr. breaks down the tools buyers and sellers use to structure deals that acknowledge risk while still getting them done -- from clawback clauses and earn-outs to stretch notes and extended amortization. Topics covered: Why higher prices mean buyers carry more risk -- and what to do about itThe difference between external acquisition risk (client attrition) and internal deal risk (profit erosion)How PE-backed aggregators structure deals to justify premium prices while protecting their downsideClawback and retention clauses: what to measure, when, and what target to setRevenue vs. AUM vs. client headcount as retention benchmarks -- and when each works against youThe stretch note: tying internal buyer payments to profit distributions so the deal cannot structurally failExtended amortization and other creative financing tools now available from industry lendersWhy the goal is not a win-win -- it is both parties walking away equally unhappy

Private equity is no longer just for billion-dollar firms. PE-backed aggregators are moving downstream, and advisors with $150M to $500M in AUM are getting unsolicited offers. But are these deals as good as the headlines suggest? In this episode of The Fine Print, David Grau Jr. and Kristen Grau break down what advisors need to know before entertaining a PE-backed offer -- from understanding deal structure to knowing whether your firm is actually the right fit. Topics covered: •      The difference between direct PE investment and PE-backed aggregators •      Why the definition of a "seller" is shifting to advisors aged 50 to 70 •      How stay-on requirements and growth targets change the deal calculus •      What financial normalization means -- and why it can shrink your effective multiple •      The recurring vs. non-recurring revenue debate in PE negotiations •      How to get your P&L in order before going to market •      Why time kills deals and what to do when an offer lands on your desk •      Best price vs. best terms: you rarely get both

Most advisory firm owners know they need to pay their people well. What's harder to figure out is whether they're paying them the right way; and in a market where the go-to compensation benchmarks have largely disappeared, even knowing how much to pay has become its own challenge. In this episode of The Fine Print, David Grau Jr. sits down with Julia Sexton, CVA, Director of Team Solutions at SRG, to unpack the full picture of compensation design for advisory firms. The conversation covers why production-based compensation quietly undermines team-based goals, how farmers and hunters on your team require fundamentally different compensation structures, and why the grid-based payout model creates a margin problem that only gets worse over time. Julia walks through the BBP model (base, bonus, and profit) and how eligibility criteria can protect against fee discounting and other behaviors that erode firm value. The episode also covers how to back-test compensation changes before rolling them out, how to create a career path that frees up capacity without recruiting expensive lateral hires, and why future-proofing your compensation model now means fewer headaches every year down the road.

When you decide to sell your advisory business, you will be approached from every direction — aggregators, PE firms, broker dealers, and peers all ready to make an offer. The question isn't whether demand exists. It's whether you have the right team to make sure you're getting the most out of it. In this episode of The Fine Print, David Grau Jr., MBA is joined by Kristen Grau CPA, CVA, CEPA, Parker Finot, and Ryan Grau CVA, CBA to break down what seller advocacy really means, where self-negotiated deals tend to fall short, and what advisors should look for when choosing an intermediary. You will hear why great offers never show up in the first draft, what the "auction" label gets wrong about the listing process, how some intermediaries secretly work both sides of the deal, and why getting a valuation three years before you're ready to sell can change everything.

RIA valuations are at record highs, private equity is reshaping deal structures, and internal succession is evolving faster than ever. In this episode of The Fine Print, David Grau Jr. breaks down the real M&A data from 2025 and maps out what financial advisors should expect for the rest of 2026. David digs into the latest revenue and EBITDA multiples, explains why the most profitable firms don't always command the highest valuations, and dissects the typical private equity deal structure: 40% cash down, 30% performance-based payments, and 30% rolled equity. He also covers how deal terms are shifting, why nearly a third of transactions last year were internal equity sales, and why phantom equity programs are surging in popularity as a succession planning tool. Whether you are a buyer preparing for inorganic growth or a seller weighing your options, this episode gives you the benchmarks and strategic context you need to make informed decisions in today's M&A environment. Topics covered: •      2025 RIA valuation multiples (3.27x revenue, ~10x EBITDA) •      Why higher profit margins can lead to lower valuation multiples •      Private equity deal structures and what they really look like •      Shifting deal terms: down payments trending lower, more internal sales •      The rise of phantom equity (SARs and liquidation rights) •      Compensation plan redesign: from grid-based to salary-plus-bonus •      Advice for buyers and sellers heading into a high-volume deal year

Most advisory firm owners think they're 80% done with a deal once they've found a buyer and shaken hands on a number. In reality, they may not even be in the first inning. In this episode of The SRG Exchange, SRG's consulting team and General Counsel pull back the curtain on what firm owners consistently get wrong about M&A, from timing and valuation methodology to entity structure and equity sharing strategy. The group covers when to bring in an outside team and what happens when you wait too long, why a business's appraised value and its sale price are not the same thing, where market multiples landed in 2025, why internal succession deals rarely match the economics of an external sale, and how entity planning and equity sharing have shifted from tools reserved for the industry's biggest firms to essentials at nearly every size.

Regulatory scrutiny is evolving, and RIAs involved in acquisitions or succession transitions are starting to see a new area of exam focus: how the SEC’s Marketing Rule endorsement provision may apply to certain client transition communications. In this episode of The Fine Print, SRG General Counsel Todd Fulks is joined by Christine Ayako Schleppegrell, Partner at Morgan Lewis and former SEC attorney, for a timely discussion on what firms are seeing in exams and deficiency letters, and why this issue is emerging now. You will hear how a rule many advisors associate with testimonials and advertising is beginning to surface in the M&A transition context, and what firms can do to stay prepared.

Employment agreements are often treated as a formality, until a key employee leaves, client relationships walk out the door, or a succession plan starts to unravel. In this episode of The SRG Exchange, SRG’s consulting team and General Counsel break down the real-world role of restrictive covenants in advisory firms, and why the biggest risk is often having no agreement in place at all. The group explores the difference between non-competes, non-solicits, and no-serve provisions, why enforceability varies state by state, and how firms can create protections that are both practical and reasonable.

Entity structure is not just paperwork. It shapes how your firm grows, shares ownership, and eventually transitions. In this episode of The SRG Exchange, SRG’s consulting team and general counsel break down what advisors need to know about entities and entity maintenance, and why firms often outgrow the structure they set up years ago. You’ll learn: How entity design affects internal succession and equity transfersWhy S-corp rigidity can create hidden obstaclesWhat ownership classes, voting rights, and governance terms actually changeWhat entity maintenance looks like in practice and why it mattersCommon mistakes that create risk during growth, M&A, or exit Whether you are building your first entity or planning for future owners, this episode offers practical clarity on structuring your firm for long-term flexibility and value.

What does a real contingency plan actually look like—and why are so many advisors still unprotected when something goes wrong? In this inaugural episode of The SRG Exchange, SRG’s consulting team sits down for a candid, unscripted conversation about one of the most overlooked areas in an advisor’s business: contingency planning. Pulling from real client experiences, the team breaks down what “good” looks like, what’s missing in most firms, and how to create a plan that truly protects clients, revenue, and family in the event of death, disability, or unexpected disruption. They explore common misconceptions (“My BD form covers me, right?”), share firsthand stories of plans that worked—and plans that didn’t—and outline the essential steps every advisor should be taking long before a crisis ever occurs. Whether you're reviewing your current plan or starting from scratch, this episode offers clear, practical insight into building continuity where it matters most.

How do top advisors win at both organic and inorganic growth? In this episode of The Fine Print, SRG President David Grau Jr. sits down with Jeff Concepcion, Founder & CEO of Stratos Wealth, to unpack practical strategies for building a sustainable advisory business. From turning referrals into repeatable growth systems to competing in today’s crowded M&A market, Jeff shares actionable insights on what it takes to scale, reinvest, and position your firm for long-term success.

In this episode of SRG's The Fine Print, host David Grau is joined by Saša Mirkovic from Inspire Network to explore the art of building self-leading teams. Saša shares his journey from financial advisor to a leader in developing teams that thrive independently. Discover the importance of transitioning from advisor to CEO, the concept of being a 'multiplier,' and the role of humility in leadership. Whether you're an advisor or a business owner, learn how to create a business that can exist without you, ensuring long-term success and growth. Tune in for insights on talent density, team-based compensation, and the power of mentorship. Get ready to cut through the noise and examine the real fine print.

In this episode of The Fine Print, David Grau Jr., President of Succession Resource Group, unpacks the critical—yet often overlooked—relationship between valuation and deal terms in today’s advisor M&A landscape. Building on previous discussions around private equity and industry aggregators, David dives into the real mechanics of how deals are financed, structured, and negotiated. From historical norms of “one-third cash, one-third note, one-third earnout” to today’s increasingly creative term sheets boasting eye-popping valuations, this episode sheds light on how sellers can command higher prices, if they’re willing to take on more risk. David outlines the modern deal menu, including bank financing, stock-based compensation, clawback provisions, and performance-based earnouts, and explains how each option shifts risk between buyer and seller. Whether you’re planning an internal succession, preparing for an external sale, or fielding offers from aggregators, this episode will help you understand the trade-offs that impact the final outcome. Tune in to learn why it’s no longer just about the headline valuation, but how you get paid that makes all the difference. Key themes: Creative deal structures vs. traditional modelsHow risk allocation influences valuationThe rise of stock-based offers and performance contingenciesWhen “highest price” doesn’t mean “best deal” Get ready to cut through the noise and examine the real fine print.

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.