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Financial Planning February 1, 2005 David Grau	Research Assignment When buying or selling a financial advisory firm, due diligence may be the most important thing you do before signing on the dotted line.
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Commercial Investment Real Estate Nov/Dec 2009 Lynn & Greene	The Auction Advantage Accelerated marketing gains traction in today's troubled market.
Investment Advisor October 2005 Grau & Grable	The Wisdom of the Crowd Yes, buyers are paying more for financial advisory practices. But we can learn much from these wise buyers.
Financial Planning April 1, 2005 David Grau	Make Them Say Yes Once they have found the right practice to buy, financial advisers should follow these steps to make sure they get noticed in a seller's market.
CFO April 1, 2003 Edward Teach	Art of the Auction Soliciting bids is an effective way to sell a business -- but review your strategy first.
Investment Advisor March 2008 Natan & Rudolph	Three Moves Ahead When your client is ready to sell his business, will you be prepared for this liquidity event, pre-and post-sale?
Investment Advisor October 2006 Mark Tibergien	The ABCs of IOUs When selling to an insider, financial advisory practice owners have more options than they realize.
Financial Planning May 1, 2005 David Grau	Deal Breakers What are the problems that derail purchases of financial advisory practices, and how can you avoid them.
Entrepreneur October 2004 David Worrell	Go for the Gold Maybe you've planned it since day one, or maybe you've taken years to decide. But if the time has come to sell your business, find out what you can do to make sure you come out on top.
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Financial Planning January 1, 2007 David Grau	The Impact of Taxes When it comes to taxes, financial services practice succession isn't always well planned. What you don't know can hurt you, at the worst possible time.
Financial Planning June 1, 2005 David Grau	An Overlooked Legacy As much as buying or selling a financial advisory practice is about change, continuity is critical. That means keeping systems, processes, and clients in place.
Bank Director 1st Quarter 2009 John R. Engen	The Market for M&A in 2009: What Happens Next? With billions in government-spawned capital poised to funnel through the financial industry pipelines, many deal watchers are wondering whether such financing will pop the cork on a flood of deals -- or stall potential transactions until the outlook is clearer.
Investment Advisor June 2007 Mark Tibergien	Real Deals There's more activity than actual movement on the M&A front for financial advisory firms.
Financial Advisor May 2008 Rebecca Pomering	Adding New Owners Internal transition is the desired growth plan and succession plan for the vast majority of advisors and good planning, strategic thinking and thoughtful implementation will allow many to enact a transaction that ensures the desired outcomes for their staff, their clients and themselves.
Commercial Investment Real Estate May/Jun 2008 Jennifer D. Sherrill	Making the Corporate Cut There are special considerations that real estate professionals need to know to secure corporate business and making sure that corporate clients' unique real estate needs are understood, appreciated, and addressed.
Commercial Investment Real Estate May/Jun 2011 Michael P. Hedden	Bid vs. Ask Motivated investors are closing the pricing gap on institutional assets.
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National Defense August 2009 Kaplan, Buckham & Bombach	Deals Can Be Derailed by Security Concerns Given the weak U.S. dollar and historically low valuations of defense contractors, commentators expect greater mergers-and-acquisitions. But defense companies should prepare for close regulatory scrutiny.
Financial Advisor June 2006 Cort Smith	Focused On Big Focus Financial has become one of the largest RIAs only months after it opened its doors. Founder Rudy Adolf says they're just getting started.
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Commercial Investment Real Estate Mar/Apr 2007 Michael S. Weiner	A Good Clause Landlords, tenants, and real estate buyers and sellers would be well-advised to pay particular attention to force majeure language to protect from natural and human disasters.
Entrepreneur November 2005 Chris Penttila	Corporate Earnout When selling your company, an earnout agreement can seem like an attractive option - but things could get ugly if you're not careful.
Commercial Investment Real Estate Nov/Dec 2008 Connolly et al.	Debt Transfer While new money is difficult to find in the current economic climate, loan assumptions may provide the prospective debt commercial real estate buyers need to close deals.
Bank Director 1st Quarter 2011 John Engen	Eat or Be Eaten Banks that have strong balance sheets, excellent credit quality and first-rate regulatory compliance skills will thrive in today's challenging operating environment. Banks that lack those characteristics may be forced to sell out.
Bank Director 2nd Quarter 2011 Jack Milligan	Cautious Optimism: Returns to Bank M&A A gradual improvement in asset quality industry wide, along with unprecedented pressure from regulators, is helping to revive the bank M&A market after three lean years -- although prices might never return to their lofty highs of past cycles.
Financial Planning September 1, 2005 David A. Twibell	For Sale Signs Savvy financial advisers can benefit from the coming avalanche of baby boomers ready to sell their financial businesses and retire.
Financial Planning June 1, 2006 David Grau	Taking Your Value to the Bank You found the perfect buyer for your financial services practice, got your price and you're retiring. How do you make sure the buyer pays as promised?
Bank Director 2nd Quarter 2010 Deborah Scally	Pursuing Growth in a Tumultuous Year In an environment that has more than its share of pitfalls, bank boards that are looking for growth will have to play it smart. As this discussion shows, there are many ways they can tap into opportunities as long as due care and diligence are maintained.
CFO July 1, 2006 Kate O'Sullivan	Rising Stakes How the strength of private equity is changing M&A for corporate buyers.
Commercial Investment Real Estate May/Jun 2003 Steven L. Good	The Auction Alternative Discover how the bidding process can generate profitable deals.
Commercial Investment Real Estate Jan/Feb 2014 Andrew Maguire	Self-Storage Strategies Box up these acquisition considerations. In 2012, The Wall St. Journal reported that public self-storage real estate investment trusts outperformed their office, apartment, and hotel competitors.
The Motley Fool April 24, 2007 Jim Gillies	Options: The Basics Options aren't terribly difficult to understand. Calls are the right to buy, and puts are the right to sell. Here's how to use them appropriately in your own portfolio.
Inc. April 1, 2002 Jill Andresky Fraser	Business for Sale Roundup: Nothing's Moving Buyers are looking for companies. Sellers are ready to exit. So how come nothing's moving? Times are tough for business owners who are ready to sell their companies...
Bank Director 2nd Quarter 2009 Deborah Scally	Outlook for M&A: 2009 Interestingly, for some banks, M&A will be a viable -- even attractive -- strategic option.
Financial Advisor November 2011 Joni Youngwirth	Outside The Box The pros and cons of choosing an external successor.
Entrepreneur October 2004 Crystal Detamore-Rodman	An Acquired Taste Before you buy that business you're craving, consider seller financing to sweeten the deal. It not only gives you additional comfort, but also some protections and advantages that you otherwise might not have.
CFO October 1, 2003 Tim Reason	Deal Breakers Buyers are giving themselves more outs in mergers & acquisitions by expanding material adverse change clauses.
Commercial Investment Real Estate Jul/Aug 2011 Bill Richert	Creative Currency Unlock your property's potential with equity. In the late 1970s I discovered that incorporating value other than cash is what helps to close transactions.
U.S. Banker April 2011 Robert Barba	More Deals, But No Deluge Just Yet If 2010 was the year buyers came back to the table, 2011 may be the year they ll have earnest sellers sitting across from them.
Investment Advisor January 2007 Kathleen M. McBride	When Selling Your Practice . . . Advisors are smart about many financial matters, but when it comes to selling their own firm, many are surprised about how much more there is to know.
Financial Advisor August 2007 Gail Liberman	Saying Good-Bye To Your Property Should you consider recommending a real estate auction for your financial advisory client who is having trouble selling a home? And what other options are available if a client's property isn't moving?
Investment Advisor August 2006 Mark Tibergien	Formulas for Success: Get Help If you're buying or selling a financial advisory practice, call the pros. Experienced dealmakers know that the vast majority of the value in a transaction resides in the terms, not in the price.
Investment Advisor October 2007 Joni Youngwirth	It's Not All Gold No doubt, buying a practice is a good way to grow if you find a firm that is right for you. But unless you do, don't be sucked into the buying frenzy.
Financial Planning September 1, 2005 John J. Bowen	Cashing In When it finally comes time to sell your financial planning firm, don't make these mistakes: Not Thinking Like an Entrepreneur... Not Adequately Preparing... Not Using a Systematic Process... etc.
Registered Rep. February 25, 2013 Furey & Cooper	What Is Your Advisory Practice Really Worth? The perils of the valuation gap.
PHONE+ Weldon Long	Effective Questioning Combats Centuries-Old Selling Problem The author explains how effective questioning can direct the sales process to a successful conclusion for both the buyer and the seller.
Financial Advisor August 2004 David J. Drucker	The New Way to Growth: Buying Another Practice Catching the seller's eye: The key to getting the seller's attention and convincing him to choose you to buy his practice isn't slick marketing that covers up inexperience or lack of capacity.
Commercial Investment Real Estate Mar/Apr 2004 Ronald L. Raitz	Tax Watch During most real estate sales, prospective buyers offer sellers earnest money as a down payment toward the final transaction. During 1031 exchanges many sellers want to know if they can hold the earnest money. The answer is absolutely.