The Wire

April 7, 2021

M&A is Booming in the RIA Channel. Where Do Earnouts Fit In?

Earnouts are the unwelcome guests at the otherwise raucous RIA mergers and acquisitions party, where new records for deal activity keep getting shattered. Buyers typically insist that earnouts, or performance-linked payments, be part of an M&A purchase agreement, while financial advisor sellers usually wish they would just go away.

“Some sellers worry about how the earnout measurement process will be managed and discount the likelihood that they will actually achieve the full amount,” says M&A veteran Peter Nesvold, who heads the merchant bank Nesvold Capital Partners. 

March 12, 2021

Four Pressures Driving Introducing Broker-Dealers to Pursue New Advisory Strategies

The number of hybrid registered investment advisors—those who operate independently but are affiliated with broker-dealers—continues to soar. Make it easy for advisors to stay at your firm with a solution that addresses fiduciary pressures, satisfies advisors and impacts your bottom line.

February 17, 2021

The Advisor and Caretaker to 2,000 Employees of New York State’s Court System

For 25 years, wealth manager Gary Schwartz has catered to employees of New York State’s court system, and built a case arguing for financial advisors to choose a niche clientele. Serving one well can be lucrative and fulfilling in other ways.

Out of the $400 million under advisement by Madison Planning Group, more than $300 million belongs to clients affiliated with the state court system, including judges, administrators, and other court employees. Schwartz’s firm is based in White Plains, N.Y. but some of his staff — five advisors and seven others — work out of offices in Syracuse, N.Y. and Boca Raton, Fla.

February 10, 2021

The secrets of high growth firms

The advice industry is growing, but not all advisors are growing at the same pace.

So why do some advisors lag behind, some run the race faster than others, and a select few come across as the wealth management equivalent of Secretariat?

January 21, 2021

Mercer Extends RIA Acquisition Spree with Washington State Deal

Mercer Global Advisors has acquired Hart Capital Management, a Spokane, Wash.-based RIA with a satellite office in Coeur d’Alene, Idaho, it said on Thursday. Hart serves about 400 clients, and has about $440 million of assets under management.

Financial terms of the deal, which closed on Dec. 31, 2020, were not disclosed.

January 21, 2021

Mercer buys $440m Washington RIA

Mercer Global Advisors has revealed its second RIA acquisition in a three-day span.

The $27bn serial acquirer said on Thursday that it has purchased Hart Capital Management, a Spokane, Wash.-based firm which has a satellite office in Coeur d’Alene, Idaho.

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