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RIA M&A: What’s Driving the Best Deals?

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RIA M&A is teaching us a lesson. In a painfully competitive market for buyers and an increasingly saturated market for sellers, it takes more to separate from the pack. Access to capital and an interest in growth is not enough to be a successful acquirer, and sellers can’t simply hang up a for-sale sign and expect fantastic results.  

The 2022 RIA Deal Room Report, sponsored by BlackRock and slated to be released in the spring, will dive beneath 2021’s eye-catching M&A headlines to evaluate what it took to get a deal done. The number of transactions in 2021 set a yearly record and the early RIA Deal Room research points toward another double-digit percentage increase in median valuations.

It’s easy to conclude that buyers are paying higher premiums than ever, and more owners are putting their firms up for sale to take advantage of the pricing. But when you ask the right questions the numbers tell you more.

Why are firms known for making acquisitions having more success with transactions than smaller, opportunistic players? Why do some sellers command premiums above and beyond their counterparts? Surprisingly, the answer is the same for both buyers and sellers—the firms with the best stories win.

Both acquirers and sellers must paint a compelling picture to stand out from the competition. The same equation that wins acquisitions creates an avenue to sell at a premium valuation. The stories of successful RIAs reveal expertise in three areas: Organic growth, employee engagement and platform and service strength. 

Organic Growth Engine

Strong stock market performance and inorganic growth activities can mask a critical underpinning of value – the net new organic growth metric. Achieving sustainable organic growth is not an option;  a firm that relies on market performance to disguise net outflows from client attrition or the drawdown of funds is not a sustainable business.

Buyers: The market rewards buyers who have a durable growth engine that can be applied across geographies by penetrating attractive growth channels.  Aspiring acquirers must demonstrate an ability to help others grow at an increased rate compared to their existing state.

Sellers: The market favors those with consistent organic growth.  This growth is measured net of the market (versus absolute) and reflects new client acquisition and favorable client demographics. Higher growth drives higher valuations. Additionally, a seller’s perceived optionality (due to less risk and more upside) and additive qualities drive buyers to bid more competitively.

Employee Engagement

Now that remote work is a viable option for many wealth management firms, talent is more mobile and more easily drawn to platforms with compelling growth stories and career trajectories. RIAs are responsible for developing next-generation talent and the best RIAs are creating attractive homes for talent by offering clearly defined career paths and development opportunities. 

Buyers: The most successful buyers easily communicate how talent does exponentially better on their platform versus the best alternative.  This can sway potential sellers as they consider the ideal long-term solution for their talented teams. The substance is a well-crafted approach to career development, compensation and influence. 

Sellers: The market rewards sellers with a compelling bench. Acquisition brands publicly express their desire to build depth through talent acquisition. Potential sellers or partners that expand a partner firm’s depth and geographic or demographic reach will receive a premium over counterparts that cannot.

Platform and Service Strength              

The competitive bar is rising for all wealth management firms. Differentiating from the pack is increasingly difficult as clients seek more value for their fee. The most prominent platforms have implemented a broad array of services that create “one-stop-shops” for end-investors. Increasing platform breadth allows those same platforms to add value to potential sellers and talented professionals instantly.

Buyers: Sellers often favor buyers who can offer their clients an expanded service offering or streamline back-office operations. This dynamic has become more acute in recent years and helps contribute to the rise of acquisition brands. To effectively compete, potential buyers must demonstrate their value-add philosophy that will engage both clients and the next generation of employees.

Sellers: Buyers respond favorably to a well-established platform because it builds confidence in the firm’s ability to grow without sacrificing client service.  Additionally, sellers with a thoughtful approach to niche clients, value-added services or a segmented approach have a unique story for growing/adding to a platform. An established platform that drives niche service separates a seller from the pack in terms of valuation and fit.    

The Story Matters

When you look past the headlines, the increasing levels of M&A have not guaranteed all participants the same outcome. The market ascribes higher value to growing firms with loyal talent and scalable, niche offerings.  Acquirers want to buy these firms and sellers want to join them because they offer greater optionality for clients, employees, and principals. Additionally, these three areas of focus have a tremendous application to RIAs aspiring to remain independent and grow the reputation and value of their firm.  The RIA industry must stay diligent and learn from M&A as a leading indicator of the shifting competitive balance.

Brandon Kawal is a principal with Advisor Growth Strategies, an RIA management and transaction advisory firm.



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    But it was too effective and actually caused irritation of the scalp for some people. But as a side effect, it was found by people trying to pass drug test that it had the ability to take the drug toxins out of the hair.
    On its own though, it’s not that effective, and you would have to use it a lot of times if you are anything more than a very moderate drug user.
    So, that’s why it’s a crucial ingredient of the Macujo method. If you really want to learn how to pass a hair follicle drug test, then you have to look at the Macujo method as the only way to do it comprehensively.
    The Macujo method uses a range of ingredients to open up the cuticle layer, flush out the toxins, and then leave the hair in good condition without burning the hair or scalp.
    Macujo Method: Full Seven Day Course Instructions
    You should do the Macujo method once per day for seven days, so a total of seven times running through this set of instructions I’m now going to give you.
    If you have less time, then do it twice per day where needed. Try and always run through the Macujo method seven days before your drug test if you possibly can.
    The full instructions for each run-through are:
    1. Get your ingredients together. You will need the following:
    • Aloe Toxin Rid shampoo
    • Zydot Ultra Klean shampoo
    • Clean & Clear Pink shampoo (or similar salicylic shampoo)
    • Tide liquid laundry detergent (or similar)
    • Good quality white vinegar (Heinz or similar)
    • Rubber gloves
    • Swimming goggles
    • Clingfilm
    2. Before you start, you need to remove any toxin contamination. That means stopping taking drugs. It also means washing your clothes, washing your hair, and completing the Macujo method in a room where there won’t be any drug contamination. Also, keep away from cannabis smoke, and other situations where stray drug toxins could get attached to your clothes or body.
    3. The first step of each run-through of the Macujo method is to get yourself in front of a large sink or bath with plenty of hot water. Put on the rubber gloves
    4. Wet your hair thoroughly, then massage a good palm full of vinegar into your hair and scalp. Really work it in. It may start to sting after a few minutes.
    5. Once you’ve worked the vinegar in, the next step is to then work in a palm-sized amount of Clean & clear Pink shampoo. Again, really work it in and focus on the roots of the hair and scalp.
    6. Don’t wash the shampoo will vinegar out. Instead, wrap your head tightly in clingfilm. This ensures that every strand of hair comes into contact with the mixture for a prolonged time. It will sting, but it’s important you tolerate it for as long as you can.
    7. Wait 30 minutes (or as close to it as possible if it stings too much) and then wash everything out with plenty of warm water.
    8. The next step is to use Aloe Toxin Rid shampoo. Use a small palm-sized amount and really work it into the hair and scalp as before. Leave it on for five minutes and then rinse thoroughly with clean water.
    9. Repeat the Aloe Toxin Rid step again. Having opened up the cuticle layer, the Aloe Toxin Rid used twice really gets to work at drawing the toxins out from under the cuticle layer.
    10. This is the step that will definitely need the goggles, as you don’t want to get detergent into your eyes. You are going to apply a small palm-sized amount of liquid detergent to the hair and work it in thoroughly. You will keep doing this until your hair is really squeaky when you rub your fingers through it. Then, wash it out completely with lots of water.
    11. This is the last step, which you only do once after the last time you run through the Macujo method. This will obviously be the time just before your drug test. If you do the last Macujo method run through the night before your test, do this step about one hour before you leave on the day of your test.
    You’re going to use ZyHeading 2dot Ultra clean to clean your hair thoroughly. Wash out plenty of warm water. Then, to avoid contaminants, make sure you use a fresh comb or brush, put on clean clothes, and leave to do your drug test immediately to really minimize the risk of stray toxins attaching to the hair.
    Success Stories Of Passing Hair Follicle Drug Tests
    If you do it right, you can have success with this method, and any full Macujo Method review should tell you about successes and failures.
    Failure will come if you don’t run it through enough times before your test. If you only have three days before your test, do it twice per day. That’s six times, and pretty close to 7.
    I wouldn’t advise you do this more than twice per day, because it could start to cause damage. Just focus on trying to get the time to run through it seven times in advance.
    You’ll find plenty of success stories online, but in terms of success stories for passing a hair follicle drug test, I can assure you of my own.
    It was two years ago, and it was for an internal promotion to management. Excuse the pun, but they wanted to weed out drug problems, so we knew in advance that applicants would be hair-drug tested.
    I ran through the Macujo method seven times, once per day in the lead up my drug test. I also stopped smoking weed, cleaned my place up, washed all my clothes, bought a new hairbrush, and kept away from my friends during that time as well to avoid contamination.
    It worked like a charm, and I passed my drug test with ease. It’s definitely the best way to remove metabolites from hair.
    Where To Buy Aloe Toxin Rid & Zydot Ultra Klean
    Old-style Aloe Toxin Rid has discontinued years ago. It’s made by Testclear, a highly reputable drug test avoidance product company, who recreated the original formula though. Because it’s a specialist, it’s not cheap. A single bottle will cost you $235 . But, it’s the only way to pass a hair follicle drug test.
    You can also get Zydot Ultra clean from them as well. That costs just $35. So it is quite a large financial outlay, but you really do have no other choice if you want to pass a hair drug test.
    Hair Follicle Drug Test FAQ
    How is a hair follicle drug test performed?
    The person conducting the test will take around 100 strands of hair from your head. These samples will be taken from different areas of the head. This is both to ensure you don’t get a bald patch, and you get an even overall sample taken. Then, the sample is sealed to avoid contamination, and is sent for testing.
    It will then undergo an ELISA analysis. If any issues are highlighted, or drug metabolite signals are found, then it will go for a full gas chromatography – mass spectrometry analysis to rule out any problems with false positives, and give a full and detailed breakdown of the sample.
    Can you clean your hair for follicle test?
    It is perfectly possible to clean your hair to pass a hair follicle test. It’s called the Macujo method, and it involves several steps to open up the hard cuticle layer on the top of each hair shaft, flush out drug toxins and then close them up again.
    How accurate is a hair follicle drug test?
    Hair follicle drug tests are highly accurate. If you have taken any substance in the past 90 days, it will 100% be picked up by a hair follicle drug test. There is absolutely no way to avoid getting caught unless you follow the Macujo method to flush out the drug toxins before the test.
    What shows up in a hair follicle drug test?
    The substances detected will vary slightly depending on the provider. LabCorp standard drug testing looks for amphetamines/methamphetamines, marijuana, cocaine, opiates, PCP. Therefore, it is basically the same as a standard urine five panel drug test. But it’s important to note that additional panels can be added, in the same way as they can for urine testing, all the way up to the usual 12 panels/substances (although the maximum is usually 14 panels and alcohol detection).
    How far back does a hair follicle drug test check?
    A sample of around 100 strands of hair will be collected from your head. If they can’t collect a sample from your head, they will collect a sample of body hair, which grows slower and records the same history. Your drug taking history will be trapped in the entirety of the hair. But legally only the most recent 90 days of hair growth can be checked. For the hair on the head, this equates to about 1.5 inches. So it doesn’t matter how long the sample is, or how many drugs you have taken more than 90 days ago, it’s the last 90 days which matter.
    How much does a hair follicle drug test cost?
    In the USA, the basic five panel hair drug test costs around $125. The price then goes up proportionately with panels added, with the 12 panel test currently costing around $375. There is a 14 panel test which is rarely used, and that can cost as much as $450, especially if alcohol testing is also included.
    Where to buy an at home hair follicle drug test?
    You need to buy a hair drug test that has a good level of cut-off, meaning a sensitive test that will detect at similar levels to professional drug testing. A hair test has to be sent off to be analyzed, so the price is higher than a urine test which can be conducted by you. From Test Clear, a reputable drug test avoidance product company, the basic hair follicle postal test costs $60.

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