For stock brokers, purchasing a retiring broker’s book of business can be a strategic move to expand their client base and increase assets under management (AUM). However, this process involves careful consideration of various factors to ensure a successful transition. In this post, we will discuss the critical elements to consider when evaluating the selling price, safeguarding mechanisms for reentry, and best practices for a smooth transition.
Factors Influencing the Selling Price of a Book of Business
Several factors determine the selling price of a retiring broker’s book of business. Understanding these elements will help you make an informed decision:
- Assets Under Management (AUM)
AUM is one of the primary factors influencing the valuation. A higher AUM typically indicates a more valuable book of business. However, the quality and type of assets are equally important. - Age of Customers
The demographics of the customer base can significantly impact the valuation. Younger clients may offer long-term value, whereas older clients might have higher immediate asset levels but may require more intensive service. - Customer Accounts vs. Household Accounts
Understanding whether the book comprises individual customer accounts or household accounts is crucial. Household accounts often provide more stability and higher combined AUM, making them more valuable. - Length of Time at Firm
The duration the retiring broker has been with the firm can indicate the stability and loyalty of the client base. A long-standing relationship often translates to higher client retention rates. - Cross-Selling of Products
If the firm offers additional products and services (such as insurance, banking services, or financial planning), it may be more challenging for clients to transfer their accounts. This embedded value can enhance the book’s attractiveness.
Safeguards for Reentry
It’s essential to consider safeguards if the retiring broker decides to reenter the business. Some common practices include:
- Non-Compete Agreements
Implementing a non-compete clause can prevent the retiring broker from reentering the market and soliciting former clients within a specified period and geographical area. It’s important to note that each state has its own laws regarding covenants not to compete and solicitation. This complexity is another reason to hire experienced counsel to navigate these regulations. - Clawback Provisions
Clawback provisions allow the purchasing broker to reclaim a portion of the purchase price if the retiring broker violates the agreement terms.
Transition Period and Client Introduction
A smooth transition is vital for client retention. The longer the retiring broker can work with the purchasing broker, the better. Key steps include:
- Extended Transition Period
An extended transition period (ideally 6-12 months or longer) allows ample time for clients to be introduced to the new broker. During this time, the retiring broker should actively endorse the new broker and facilitate relationship-building. - Joint Client Meetings
Organizing joint meetings with clients can help build trust and ensure a seamless handover of knowledge and client preferences for a book of business. - Consistent Communication
Regular and consistent communication from both brokers reassures clients about the continuity of service and the benefits of the new arrangement.
Client Choice and Service Rights 
It’s important to remember that purchasing a book of business means acquiring the right to service the accounts, not ownership of the clients. Ultimately, clients have the freedom to decide where to maintain their investment accounts. Therefore, providing exceptional service and maintaining strong relationships are crucial for client retention of the book of business.
Why Bakhtiari & Harrison?
Purchasing a retiring broker’s book of business is a significant investment that requires careful consideration of multiple factors, including AUM, client demographics, and transition plans. By implementing safeguards and facilitating a smooth transition, purchasing brokers can enhance client retention and maximize the value of their investment. At Bakhtiari & Harrison, we focus on representing registered representatives in purchasing the right to service accounts, ensuring that all legal and contractual aspects are meticulously handled for a successful acquisition. Bakhtiari & Harrison represents individuals and institutions in litigation and FINRA arbitration.