As an RIA founder, you’ve likely fielded a dozen buyer inquiries—maybe even flirted with a few offers. It’s tempting to think, “I’ve built this business; surely I can sell it myself. ” But here’s the hard truth: the M&A process isn’t just another financial transaction. It’s a high-stakes symphony of strategy, negotiation, and emotional intelligence—one where the cost of a misstep comes straight from your life’s work.

Today, we’re sharing an unfiltered letter from a founder who learned this the hard way. After navigating a for-sale-by-owner deal and completing his earn-out, he sat down to write what he wishes he’d known. His message? Even the most financially savvy advisors need an advisor for their once-in-a-lifetime transaction.

Dear Pre-Deal Self -

A transaction is an excellent opportunity. It’s life changing. There are so many duties that come with running a business, in addition to servicing clients. Those other duties of running a business took a lot of time and was very distracting from what should have been my main focus – clients. The transaction allowed me to focus on what I do best – work with clients.

But, you don't want to go through a transaction alone. I thought I could do it alone because I was a financial advisor, dealt with finances, and have a lot of experience doing what I do. I may have been a little naive. I didn't realize that I could have somebody represent me. If I could go back, it would be a whole different story.

For me, it was kind of like going through a commercial real estate transaction without a commercial realtor or a lawyer on my side. It's not as easy as it looks, and the only person you're going to hurt is yourself. Having somebody that you're paying a little bit of money to protect a lot of money from your side is well worth it.

Similarly, it's how you work with your clients. They're paying you a little money to guide them through lifelong transactions, help them succeed in their working life and succeed in their retirement. The argument that I always make to prospective advisory client is you’re paying us a little money, so it doesn't cost you a lot of money.

I know it is very hard for a natural financial advisor to look themselves in the mirror and say, “I need help with my transaction. ”

But, you should listen to your own words and what you tell your own clients. Hire a sell-side advisor. It will be worth it.

Your future, post-deal self

Selecting the right partner for your once-in-a-lifetime transaction is one of the most significant decisions a founder will ever face. The founder’s letter isn’t just a cautionary tale—it’s a mirror. You advise clients daily to seek expert guidance for life’s pivotal moments. Why would your own once-in-a-lifetime transaction be any different?

Your next step isn’t a negotiation—it’s a revelation. Ensure it’s one you celebrate.