Selling an advisory practice causes a lot of angst, according to a just-released study commissioned by RIA aggregator HighTower Advisors.
The study, Beyond the Paycheck: The Emotional Aspects of Selling, was released Tuesday at the MarketCounsel Summit in Miami Beach. The study gauged RIAs’ views on acquirers.
Market research firm Optima Group conducted 30 in-depth phone interviews between Sept. 20 and Oct. 24 with the key decision makers for advisory firms with assets under management of more than $750 million, both pre- and post-transaction.
While data shows the market trending toward consolidation, the study said, “how does an advisory business owner determine whether selling all or part of their firm is a good decision for them?”
It found that 70% of RIAs feel anxious or worried about partnering with an RIA aggregator and 64% are concerned about losing operational control.