Advisor Compensation: How to Pay Your Team the Right Way (Ep. 34)

Advisor Compensation: How to Pay Your Team the Right Way (Ep. 34)

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.

The Exchange: Selling Your Advisory Practice and What Every Owner Needs to Know (Ep. 33)

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.

What to Expect from M&A in 2026 (Ep. 32)

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

The Exchange: What Advisory Firm Owners Get Wrong About M&A (Ep. 31)

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.

The SEC’s Marketing Rule in Advisor M&A: Endorsements and Client Transitions (Ep. 30)

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 [https://www.successionresource.com/todd-fulks/] is joined by Christine Ayako Schleppegrell, [https://www.linkedin.com/in/christineayako/] 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.