A series of calculations will help you arrive at a credible number with which to begin your negotiations. Whether the practice sells for that price depends on the buyer's and the seller's determination to make a deal
Seasoned consumer advocate Ellen Roseman has a raft of tips for those who want to make sure they get their complaints addressed when their dealings with a company go sour
Many advisors rely too much on a backward-looking list of quantitative information to arrive at the value of their practice when they are preparing for a transfer of their book. But the factors to assess are much more varied
Author who has seen hard-earned wealth unnecessarily destroyed by inedequate estate planning offers an exercise to help families discuss estate issues openly on a regular basis
There are several options for winding down your practice, from simply working until you are ready to retire to selling your practice or partnering with another advisor to plan an orderly exit. There's no "one size fits all" solution
A new book for salespeople and cold-callers shows you how to drill down past the usual web search engines to find and use in-depth information about companies and people
The only people who should be in your prospecting system are those who meet or come close to meeting your ideal client profile and with whom you fully expect to do business. Most advisors' pipelines have 15 to 20 names, but that is far from enough
An advisor asks, "Is it all worth it?" The answer - and a clear sense of purpose - can be found through a series of questions and by creating a comprehensive vision for the future of your practice
Author John Leonetti emphasizes the business-owner client's readiness to retire, both mentally and financially, rather than focusing entirely on financial issues
Developing a disaster plan or contingency plan forces you to think about your own mortality - and morbidity. But that's a good thing to do periodically, for both your personal and professional peace of mind