08/24/2026
Advisors often look at AUM, experience, and client loyalty when thinking about value. Buyers are looking at something else: How transferable and scalable is the business without the founder at the center?
In this month’s Perspectives, Adam Schorr breaks down what buyers are really underwriting and what advisors can do to shape future value.
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Ask an advisor what their practice is worth, and you'll usually hear about assets under management, years in the business and the loyalty of a client base built over decades. Ask a buyer the same question and you'll get a completely different answer.