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Financial Advisor August 2004 David J. Drucker	The New Way to Growth: Buying Another Practice Catching the seller's eye: The key to getting the seller's attention and convincing him to choose you to buy his practice isn't slick marketing that covers up inexperience or lack of capacity.
Investment Advisor October 2007 Joni Youngwirth	It's Not All Gold No doubt, buying a practice is a good way to grow if you find a firm that is right for you. But unless you do, don't be sucked into the buying frenzy.
Financial Planning April 1, 2005 David Grau	Make Them Say Yes Once they have found the right practice to buy, financial advisers should follow these steps to make sure they get noticed in a seller's market.
Financial Advisor May 2006 Sydney LeBlanc	Selling An SMA Practice As an independent financial adviser who has built a powerhouse separately managed account business, can you put a price on the value of your advice, your standards and your relationships?
Financial Advisor November 2011 Joni Youngwirth	Outside The Box The pros and cons of choosing an external successor.
Investment Advisor June 2006 Tibergien & Littlechild	Consider the Clients If you are one of the many who is thinking about buying, or merging, your book of business or a substantive advisory firm, no doubt you have thought about risk. Hint: it's the firm's clients who determine its true value. So talk to them.
Financial Planning January 5, 2008 Mark Penske	Land of Uncertainty Although it can seem like an impossible task to find the right successor for your financial advisory business, stories and experiences from those who have crossed this line confirm that there is life after the big decision, both short and long term.
Financial Advisor December 2009 David J. Drucker	Solo Replacement Finally a (nearly) foolproof succession game plan for 85% of the profession.
Financial Planning February 1, 2005 David Grau	Research Assignment When buying or selling a financial advisory firm, due diligence may be the most important thing you do before signing on the dotted line.
Financial Planning May 1, 2005 David Grau	Deal Breakers What are the problems that derail purchases of financial advisory practices, and how can you avoid them.
Investment Advisor October 2005 Grau & Grable	The Wisdom of the Crowd Yes, buyers are paying more for financial advisory practices. But we can learn much from these wise buyers.
Registered Rep. July 24, 2014 David Grau Sr.	Charting Your Succession Course The author delineates the usual alternatives for selling an advisor practice.
Commercial Investment Real Estate Nov/Dec 2009 Lynn & Greene	The Auction Advantage Accelerated marketing gains traction in today's troubled market.
Registered Rep. February 25, 2013 Furey & Cooper	What Is Your Advisory Practice Really Worth? The perils of the valuation gap.
Financial Planning October 1, 2010 Elizabeth Wine	To Market, to Market Observers and participants say the M&A market is just starting to recover from the economic disaster of the last two years, but there's a big price disconnect.
Inc. November 1, 2009 Minda Zetlin	Online Barter Exchanges Here are the largest online barter exchanges. All of them let you peruse available goods before joining
Investment Advisor March 2006 Mark Tibergien	Formulas for Success: Preparing for the Fall Are you succeeding at succession? This question increasingly comes up as advisors see each month flip away, and each year change a digit. In the autumn of your career, are you prepared for the inevitable?
Financial Advisor March 2005 David J. Drucker	When The Sum Of The Parts Is Greater Than the Whole Selling your financial advisory practice in pieces may benefit you---and your clients.
Investment Advisor August 2006 Mark Tibergien	Formulas for Success: Get Help If you're buying or selling a financial advisory practice, call the pros. Experienced dealmakers know that the vast majority of the value in a transaction resides in the terms, not in the price.
Registered Rep. July 1, 2013 Phillip Flakes	Selling Point Many advisors are coming up on their golden years, but as hard as it is to make the decision to move on, it's even harder to actually sell. Here's a game plan.
Financial Advisor July 2006 David J. Drucker	A Classic Business Sale To Employees Marvin Burt did what many say can't be done; he sold his financial advisory firm to his staff.
Financial Planning January 1, 2007 David Grau	The Impact of Taxes When it comes to taxes, financial services practice succession isn't always well planned. What you don't know can hurt you, at the worst possible time.
Financial Planning March 1, 2011 Roger Verboon	Succession Planning: Moving on Advisors excel at helping clients plan for the different stages of their lives. But when it comes to planning for stages of their own business lives-particularly the last one-many fail to take their own advice.
Investment Advisor October 2006 Bob Clark	Swimming With The Sharks Read the fine print before selling your financial advisory firm to a strategic buyer.
Investment Advisor January 2007 Kathleen M. McBride	When Selling Your Practice . . . Advisors are smart about many financial matters, but when it comes to selling their own firm, many are surprised about how much more there is to know.
Entrepreneur October 2004 Crystal Detamore-Rodman	An Acquired Taste Before you buy that business you're craving, consider seller financing to sweeten the deal. It not only gives you additional comfort, but also some protections and advantages that you otherwise might not have.
Registered Rep. April 1, 2005 Anne Field	Buyer's Recourse For advisors looking to expand a practice quickly, purchasing a book of clients was once the most expedient solution. One advisor learned the hard way that it isn't necessarily so anymore.
Commercial Investment Real Estate Jan/Feb 2010 Usow & Newburn	Loan to Own Seller financing attracts potential buyers in a constrained market.
Financial Planning June 1, 2005 David Grau	An Overlooked Legacy As much as buying or selling a financial advisory practice is about change, continuity is critical. That means keeping systems, processes, and clients in place.
Commercial Investment Real Estate May/Jun 2008 Jennifer D. Sherrill	Making the Corporate Cut There are special considerations that real estate professionals need to know to secure corporate business and making sure that corporate clients' unique real estate needs are understood, appreciated, and addressed.
The Motley Fool April 13, 2005	How to Buy a House Don't make common, but costly, mistakes.
Financial Planning August 1, 2010 Bob Veres	The Equity Problem A new report offers two kinds of advice: how to build enterprise value in your firm, and how to evaluate deal structures when you eventually decide to transfer ownership.
Financial Planning October 1, 2008 Ingrid Case	Doing Due Diligence If buying another firm is part of your business plan, the following article can help you ask the questions and check the records that can shed light on whether a potential purchase will likely turn out to be an asset or a liability.
Registered Rep. February 1, 2003 David A. Gaffen	The Business Handoff An estimated 30 percent of financial professionals are expected to retire in the next five years. That mini-exodus should brings the issue of succession planning to the fore.
InternetNews April 15, 2009 Michelle Megna	eBay to Referee Customer Disputes eBay's new dispute resolution process may anger sellers over refund reimbursement clause.
PHONE+ Weldon Long	Effective Questioning Combats Centuries-Old Selling Problem The author explains how effective questioning can direct the sales process to a successful conclusion for both the buyer and the seller.
Financial Advisor April 2010 Joni Youngwirth	Be Prepared What to consider when thinking of selling your practice.
Financial Planning June 1, 2006 David Grau	Taking Your Value to the Bank You found the perfect buyer for your financial services practice, got your price and you're retiring. How do you make sure the buyer pays as promised?
Financial Advisor September 2006 Kristofor R. Behn	Seller Beware Is selling a financial planning practice to an outsider the best way to extract its true value?
Financial Advisor May 2008 Rebecca Pomering	Adding New Owners Internal transition is the desired growth plan and succession plan for the vast majority of advisors and good planning, strategic thinking and thoughtful implementation will allow many to enact a transaction that ensures the desired outcomes for their staff, their clients and themselves.
Commercial Investment Real Estate Sep/Oct 2007 David A. Adkins	Best Buys Structured sales can provide profitable advantages for both purchasers and sellers of investment properties.
AskMen.com Donna Fuscaldo	Negotiation For Home Buying After years of bidding wars and fast-going properties, house hunters are finally enjoying a buyers' market. But that doesn't mean finding and negotiation for home buying is any easier.
The Motley Fool November 23, 2004	The Scoop on Buyer Brokers When buying a home, hire someone who works for you.
Investment Advisor October 2006 Mark Tibergien	The ABCs of IOUs When selling to an insider, financial advisory practice owners have more options than they realize.
Financial Advisor May 2004	Dow Jones Launches Wealth Manager Product Dow Jones Wealth Manager enables advisors to build deeper relationships with clients and prospects through communication and assists firms in increasing total assets under management, the company says.
Commercial Investment Real Estate Jul/Aug 2011 Bill Richert	Creative Currency Unlock your property's potential with equity. In the late 1970s I discovered that incorporating value other than cash is what helps to close transactions.
The Motley Fool January 6, 2004 Rex Moore	eBay Has the Power The world's top auction site implements another fee increase.
Financial Planning September 1, 2005 David A. Twibell	For Sale Signs Savvy financial advisers can benefit from the coming avalanche of baby boomers ready to sell their financial businesses and retire.
Commercial Investment Real Estate Nov/Dec 2009 Lynn & Greene	How Do Auction Sales Work? Here are some of the points that define the auction process and make auctions a popular alternative in today's uncertain market.
Commercial Investment Real Estate Jan/Feb 2014 Andrew Maguire	Self-Storage Strategies Box up these acquisition considerations. In 2012, The Wall St. Journal reported that public self-storage real estate investment trusts outperformed their office, apartment, and hotel competitors.