Buying, Selling, and Valuing Financial Practices, + Website - (Wiley Finance) by David Grau (Hardcover)

About the Book

"Acquire the diverse skill set required to negotiate and execute a successful sale Buying, Selling, and Valuing Financial Practices + Website shows you how to sell what you've built, or buy what someone else has built, with a win-win outcome. Buyer and seller do not hold disparate goals; selling for maximum value and optimum tax rate--and buying for minimum risk and complete write-off--are part of the same strategy that must be the ultimate goal for the good of the industry. Unfortunately, financial advisors tend to make the same two critical mistakes. Exit planning is not succession planning, and every sale or acquisition is different. This book shows you how to complete a sale or acquisition with the best possible terms for both buyer and seller, through deliberate consideration of the size, structure, and sophistication of the opportunity. The companion website provides tools, worksheets, and checklists to aid immediate implementation, and the expert insight will prove invaluable regardless of which side of the table you're on. Buying or selling the result of a lifetime's work requires years of experience to master. This book gives you the benefit of high-level expertise in the multiple disciplines that contribute to a successful sale or acquisition, to provide the perspective and skills you need to work through the deal. Learn why exit planning is different from succession planning Sell what you've built for maximum profit and minimal tax Become someone else's exit strategy for the best possible terms Avoid the common and critical mistakes in the M&A space A successful exit strategy requires the expertise of a CPA, JD, CVA, ASA, MCBA, and a CFA. You must either bring these people to the table, or acquire these skills yourself. Buying, Selling, and Valuing Financial Practices + Website gives you the essential knowledge and helpful tools you need to execute an optimal deal"--

Book Synopsis

The Authoritative M&A Guide for Financial Advisors

Buying, Selling, & Valuing Financial Practices shows you how to complete a sale or acquisition of a financial advisory practice and have both the buyer and seller walk away with the best possible terms. From the first pages of this unique book, buyers and sellers and merger partners will find detailed information that separately addresses each of their needs, issues and concerns.

From bestselling author and industry influencer David Grau Sr. JD, this masterful guide takes you from the important basics of valuation to the finer points of deal structuring, due diligence, and legal matters, with a depth of coverage and strategic guidance that puts you in another league when you enter the M&A space. Complete with valuable tools, worksheets, and checklists on a companion website, no other resource enables you to:

• Master the concepts of value and valuation and take this issue "off the table" early in the negotiation process
• Utilize advanced deal structuring techniques including seller and bank financing strategies
• Understand how to acquire a book, practice or business based on how it was built, and what it is capable of delivering in the years to come
• Navigate the complexities of this highly-regulated profession to achieve consistently great results whether buying, selling, or merging

Buying, Selling, & Valuing Financial Practices will ensure that you manage your M&A transaction properly and professionally, aided with the most powerful set of tools available anywhere in the industry, all designed to create a transaction where everyone wins--buyer, seller, and clients.

From the Back Cover

The purpose of this book is to help advisors understand how to sell what they've built to someone else for maximum value and at optimum tax rates. It is also written to help those on the other end of the deal, so that buyers may understand how to successfully complete an acquisition on the best possible terms, with minimum risk, while writing off the entire purchase price over time. These are not disparate goals; they are connected in every way and part of a win-win-win strategy that aligns the interests of the buyers, the sellers, and the clients who serve as judge and jury over the entire M&A process. This triple bottom line should be the ultimate goal of every transaction--for the good of this industry, its business owners, and the investing public.

As a seller, you only have one chance to sell a practice you have spent a lifetime building. As a buyer, you're competing with numerous candidates, many with experience and greater resources. To succeed, you need to know more than the other side, and you need an experienced guide. Buying, Selling & Valuing Financial Practices is the complete guidebook for executing your transaction.

Written for sellers and buyers alike, this explicit and detailed road map from a pioneer in the financial advisory profession takes you through the entire process and fully prepares you to maximize your opportunities and avoid costly mistakes.

About the Author

DAVID GRAU SR., JD, is the founder and president of FP Transitions, the preeminent consulting firm known as much for building sustainable businesses as selling or merging them at the end of a career. FP Transitions has valued over 8,000 financial services or advisory practices and businesses, and consulted on over 1,500 completed third-party transactions. Grau Sr. previously authored the bestselling Succession Planning for Financial Advisors: Building an Enduring Business, also published by Wiley. He has written 90 nationally published articles, white papers, and manuals on complex succession strategies, equity management, business continuity, income-perpetuation plans, and mergers and acquisitions. Grau Sr. was named one of the most influential people in the profession in an industry survey by Financial Planning magazine and is a nationally recognized expert on succession planning and business-perpetuation strategies in the financial services industry.