Type: Client Success Stories

Selling My RIA as a Financial Advisor, Prioritizing Client Fit Over Highest Offer

John’s Journey John Gunn was the Managing Principal of John L. Gunn & Associates, LLC, a Portland-based Registered Investment Advisory firm, prior to selling to Mainsail Financial Group. In his practice, John advised high-net-worth individuals, foundations, and pension plans, bringing decades of business experience and a reputation for excellence. He has been recognized as a Five Star Wealth Manager in Portland Monthly Magazine and served as a long-time member of the American Institute of CPAs National Financial Planning Insights Panel.   “When it came time to sell my firm, I engaged SRG’s Seller Advocacy services to guide the process. For me, this decision wasn’t just about securing the best offer — it was about protecting my clients, ensuring continuity, and preserving the legacy I had built.” Selling My RIA: How I Found Peace Of Mind In the Process For many business owners, the thought of selling the company they’ve poured their lives into is overwhelming. I get it – for me, when thinking of selling my RIA, there was more to consider than just the financials. It was a deeply emotional process, one that required balancing personal priorities, finding the right partner, and ensuring that my clients and legacy were left in good hands.   As the former owner of an RIA who recently went through this very journey, I thought it might be useful to share some powerful lessons about the experience, and how I made peace with my decision to sell. My story is unique to me, but not far removed from that of many financial advisor business owners who will all eventually ponder this same leap in the coming decade. The Moment I Realized What Truly Matters For years, I had juggled the demands of my business with my personal life, always trying to give everything I could to both. While I was still healthy and could likely continue, my wife’s health began to decline. There came a point when I had to ask myself a hard question: What am I willing to sacrifice? For me, the answer was clear. I couldn’t sacrifice my relationship with my wife. As much as I cared about my clients, my family had to come first. I realized, “I can’t do right by my wife and do right by my clients. One of them has to give, and it’s not going to be my wife. And so then the anxiety I had was simply about the fact that I didn’t know if I’d be able to find people that I would feel good about handing my clients off to.”   That realization was a turning point. It wasn’t easy to admit that I couldn’t do it all anymore, but I knew I had to take a step back to honor the people who mattered most.   If you’re in a similar place—feeling torn between your personal and professional obligations—let me assure you: it’s okay to choose your family. It’s okay to step back and say, “I’ve given all I can, and now it’s time for a new chapter.” This was the first step in my exit planning journey, and while it brought anxiety, it also brought clarity. Building Confidence in the Process Once I made the decision to sell my RIA, the next challenge was finding the right buyer—someone I could trust to take care of the clients I’d built relationships with over the years. That uncertainty weighed on me. How could I be sure I’d find the right people? At first, I wasn’t sure I would. But as I worked with my advisors and started the process, something shifted. I began to see that there were good buyers out there, people who shared my values and who I’d feel proud to recommend to my clients.   “Once we went through the process far enough for me to realize that I am going to find somebody… SRG did a good job of generating interested parties…And then together we narrowed that list down. And, you know, coming to the realization that, yes, there are good people here that I will be absolutely delighted to write strong recommendations to my clients saying, these are good people and they’ll take care of you.” That was a game-changer for me. I went from feeling anxious about selling to feeling confident that I was doing the right thing, not just for myself, but for my clients.   If you’re considering selling, my advice is simple: Trust the process. Start early, work with people you trust, and take the time to really evaluate your options. The right partner is out there, you just have to be willing to find them. Why Fit Matters More Than the Highest Offer When it came time to choose the buyer, I had one priority: I needed to know, without a doubt, that my clients would be in good hands. “My only real priority was I needed to have somebody that I could feel confident handing my friends and clients off to, knowing they’d be well taken care of. The vetting process was about understanding their investment process, but most importantly, who they were as people. Can I trust them to truly put my clients’ interests first? Are they personable enough to make my clients comfortable? That became the lead criteria for me. Ultimately, I chose the buyer who fit these values, even though their offer wasn’t the highest, because it was the best fit. And everything I’ve seen in the past year proves I was right.”   In the end, I didn’t choose the highest offer. I chose the buyer who aligned with my values, someone I trusted to care for my clients and carry on the legacy I’d built. A year later, I can say with confidence that I made the right call.   For anyone going through this process, let me share this: Fit matters. Numbers are important, of course, but they aren’t everything. When you’re handing over something as personal as your business, you want to know

Maximizing Price, Minimizing Taxes

Financial Advisor, Alan Kolnik, looked to retirement as a way to travel and spend more time with family. With a selling focus on receiving the highest value for his practice, Alan hired SRG. Through the Seller Advocacy Program, Alan was able to maximize his selling price and also minimize taxes in his deal terms. Download the Client Success Story to learn more.   DOWNLOAD NOW

Third Time Is The Charm

Financial Advisor, Neil McInnis, shares his exit experience from false starts and unenthusiastic offers to selling his book of Business with Succession Resource Groups Seller Advocacy Program for the best price, fit and terms. Download the Client Success Story to learn more.   DOWNLOAD NOW

Sutley Wertzer: Looking Back One Year After Transition

Sutley Wertzer, Inc. Looks Back One Year After Acquisition Seller & Buyer Success Story Based on SRG’s most current data, demand for advisory practices remains strong with more than 50 buyers for every seller. But, the highest values and best successors take time and effort to find. SRG’s seller clients receive on average 3 to 4 offers and 33% higher sale prices than self-negotiated deals. SRG’s Seller Advocacy program is the best solution for advisors looking to exit the business, helping you develop a group of elite buyers to select from and get the best deal for your practice. This client success story is a great example of how one advisor was able to find a great buyer and great deal, while still creating a win win for everyone involved. DOWNLOAD NOW