What You'll Learn In Today's Episode:

• Advisors must understand the real revenue of their practices.
• Negotiation is key; having a professional can yield better deals.
• Clients often don’t realize the complexities of selling their business.
• M&A transactions require extensive preparation and due diligence.
• Negotiating key terms can protect your interests in M&A.
• Hard work is a non-negotiable aspect of success.

In this episode of the Perfect RIA Podcast, Matthew Jarvis is joined by Ted Jenkin to discuss the high-stakes world of mergers and acquisitions in the financial advisory industry. They expose the gap between self-proclaimed M&A “experts” and those with genuine deal-making prowess. They highlight how proper negotiation tactics can transform a mediocre deal into a goldmine—and why having a professional negotiator in your corner might be the best investment you’ll ever make. They tackle the uncomfortable truth that many advisors don’t actually know their practice’s real revenue numbers (hint: it’s probably not what you think).

Matt and Ted also challenge the common wisdom of waiting until reaching a specific size before selling, warning that this “someday” strategy could leave you with nothing but regrets and missed opportunities and reveal that many financial advisors are missing a crucial opportunity to add value during their clients’ business sales—a process that’s far more complex and emotionally charged than most realize.