The Fine Print

David Grau Jr.
  • 5.0 (8)
  • MANAGEMENT
  • UPDATED SEMIMONTHLY

Are you an independent financial advisor managing your own practice? Stay ahead of the game with SRG's "The Fine Print" podcast where Succession Resource Group's experts dive deep into the latest industry trends, recommendations, and observations. With no fluff and a touch of entertainment, we provide valuable insights on understanding and leveraging the value of your business, growing your business through optimized organizational structures and deals, improving and protecting your business for sustainability, and preparing for retirement to maximize results. Each episode brings a fresh perspective to industry trends, empowering you to achieve your business goals. So grab your favorite beverage and join us on SRG Off Script for expert advice on managing your financial services practice.

  1. 12/04/2025

    The Truth About Advisor Contingency Planning (Ep. 27)

    What does a real contingency plan actually look like—and why are so many advisors still unprotected when something goes wrong? In this inaugural episode of The SRG Exchange, SRG’s consulting team sits down for a candid, unscripted conversation about one of the most overlooked areas in an advisor’s business: contingency planning. Pulling from real client experiences, the team breaks down what “good” looks like, what’s missing in most firms, and how to create a plan that truly protects clients, revenue, and family in the event of death, disability, or unexpected disruption. They explore common misconceptions (“My BD form covers me, right?”), share firsthand stories of plans that worked—and plans that didn’t—and outline the essential steps every advisor should be taking long before a crisis ever occurs. Whether you're reviewing your current plan or starting from scratch, this episode offers clear, practical insight into building continuity where it matters most.

    1h 12m

  2. 10/01/2025

    Organic & Inorganic Growth

    How do top advisors win at both organic and inorganic growth? In this episode of The Fine Print, SRG President David Grau Jr. sits down with Jeff Concepcion, Founder & CEO of Stratos Wealth, to unpack practical strategies for building a sustainable advisory business. From turning referrals into repeatable growth systems to competing in today’s crowded M&A market, Jeff shares actionable insights on what it takes to scale, reinvest, and position your firm for long-term success.

    23 min

  3. 08/06/2025

    Empowering Independence | Building Self-Leading Teams with Saša Mirković (Ep. 25)

    In this episode of SRG's The Fine Print, host David Grau is joined by Saša Mirkovic from Inspire Network to explore the art of building self-leading teams. Saša shares his journey from financial advisor to a leader in developing teams that thrive independently. Discover the importance of transitioning from advisor to CEO, the concept of being a 'multiplier,' and the role of humility in leadership. Whether you're an advisor or a business owner, learn how to create a business that can exist without you, ensuring long-term success and growth. Tune in for insights on talent density, team-based compensation, and the power of mentorship. Get ready to cut through the noise and examine the real fine print.

    33 min

  4. 07/03/2025

    Balancing Act | Exploring Value and Terms in Deals (Ep. 24)

    In this episode of The Fine Print, David Grau Jr., President of Succession Resource Group, unpacks the critical—yet often overlooked—relationship between valuation and deal terms in today’s advisor M&A landscape. Building on previous discussions around private equity and industry aggregators, David dives into the real mechanics of how deals are financed, structured, and negotiated. From historical norms of “one-third cash, one-third note, one-third earnout” to today’s increasingly creative term sheets boasting eye-popping valuations, this episode sheds light on how sellers can command higher prices, if they’re willing to take on more risk. David outlines the modern deal menu, including bank financing, stock-based compensation, clawback provisions, and performance-based earnouts, and explains how each option shifts risk between buyer and seller. Whether you’re planning an internal succession, preparing for an external sale, or fielding offers from aggregators, this episode will help you understand the trade-offs that impact the final outcome. Tune in to learn why it’s no longer just about the headline valuation, but how you get paid that makes all the difference. Key themes: Creative deal structures vs. traditional modelsHow risk allocation influences valuationThe rise of stock-based offers and performance contingenciesWhen “highest price” doesn’t mean “best deal” Get ready to cut through the noise and examine the real fine print.

    17 min

  5. 05/07/2025

    What's the Deal with PE and Aggregators ! (Ep. 23)

    David Grau Jr. discusses the increasing influence of private equity (PE) and industry aggregators on the valuations and consolidation trends within the Registered Investment Advisor (RIA) industry. He explores historical developments, the rise of aggregators, how their unique deal terms to boost the appearance of value is impacting advisors, as well as the long-term implications for succession planning. Grau highlights how PE's focus on high multiples and creative deal terms is shifting advisor priorities from client fit to maximizing sale value, and advises caution when engaging with PE-backed firms. Tune in to discover the intricacies of PE deals in the advisory space, the evolving M&A market and priorities, and why maintaining a focus on fit over price is crucial for your client's long-term welfare.

    38 min

  6. 09/17/2024

    Carrot and the Stick - Protecting Your Advisors and Clients (Ep. 22)

    In this episode, David discusses strategies to keep top talent in the financial advisory industry and protect client relationships. He emphasizes the importance of creating a happy, healthy work culture and providing career tracks and mentorship opportunities. David also explores the use of equity-sharing programs to incentivize employees and build a sense of ownership. On the topic of protecting client relationships, he suggests focusing on the client experience and institutionalizing relationships within the firm. He advises against relying solely on restrictive covenants and instead recommends implementing buyout terms in case an advisor leaves with clients. David also highlights the importance of understanding broker protocol and the enforceability of restrictive covenants.

    40 min

  7. 09/04/2024

    Contingency Planning - Death/Disability Considerations for Advisors (Ep. 21)

    In this episode, David Grau discusses the importance of death and disability planning for independent advisors and small business owners. He emphasizes the need to separate succession planning from contingency planning and suggests dividing and conquering these two subjects. Grau explains the different agreements and funding mechanisms that can be used in death and disability planning, including life insurance, promissory notes, and revenue sharing. He also highlights the key considerations in setting the price, determining the triggers, and addressing tax implications. Grau concludes by emphasizing the importance of post-agreement best practices and practical elements in implementing the plan.

    36 min

  8. 04/01/2024

    Strategies for Building Enduring Wealth Advisory Firms With Ray Sclafani Part 2 (Ep. 20)

    Finding talent can be hard. But you don’t always need to find it, with the right approach you can develop it within anybody. This episode is a continuation of David Grau Jr.’s conversation with Ray Sclafani, Founder and CEO at ClientWise, LLC. Join them as they’re dedicated to uncovering the secrets behind flourishing financial advisory firms as they explore the synergy of digital marketing, the power of client referrals, and the benefits of strategic partnerships. Ray’s knowledge in talent development shines as he discusses innovative onboarding and training strategies, that ensure new hires evolve into valuable assets. Buckle up for a knowledge-filled discussion on the complexities of talent acquisition and team building to ultimately create a robust and dynamic workforce. Listen as Ray discusses:  Sustainable growth strategies for financial advisory firmsDigital marketing, AI, and client advocatesTalent acquisition and onboardingAnd moreResources: Strategies for Building Enduring Wealth Advisory Firms With Ray Sclafani Part 1 (Ep.19)Measure What Matters by John DoerThe Newsroom – Prime VideoConnect with David Grau Jr.: Succession Resource GroupLinkedIn: David Grau Jr, MBA david.graujr@successionresourcegroup.com Connect with Ray Sclafani:  LinkedIn: Ray SclafaniClientwise.com800-732-0876About Ray Sclafani:  Ray Sclafani is the founder and CEO of ClientWise, which provides elite coaching programs and consulting exclusively for the financial services industry. Ray’s passion for serving leaders, advisors, and companies in the financial services sector is reflected in ClientWise, its unique coaching programs, and its team of credentialed coaches. Ray’s experience as a coaching and consulting specialist in the financial sector mirrors his long and profitable history in the industry.  As a complement to his coaching skills, he holds a Master’s Certification in Neuro-Linguistics from the International Association for Neuro-Linguistic Programming and has participated in The Strategic Coach® Program for 17 years. Ray’s expertise as a coach and trainer is recognized and sought out by leaders within the profession. Through ClientWise, he has provided coaching or created and presented workshops for, among others, Merrill Lynch, Morgan Stanley Wealth Management, LPL, Raymond James Financial, Ameriprise, and Northwestern Mutual. In addition, he has spoken on request to major industry conferences and company events for firms such as Merrill Lynch for their Diversity & Training programs, LPL, Morgan Stanley Institutes Conferences, Raymond James, FSC Securities, as well as the FPA National Conference, John Hancock Funds Wholesaler Conference, Nationwide Financial Summit Sales Conference, MetLife Presidents’ Conference, Northwestern Mutual Forum, Northwestern Mutual Annual Meeting, Barron’s Winner’s Circle Summit, and Barron’s Top Advisory Teams Summit. He has been interviewed and quoted in the Wall Street Journal, Financial Planning magazine, and Registered Rep, to name a few. Ray’s book, “You’ve Been Framed: How to Reframe Your Wealth Management Business and Renew Client Relationships,” was published by Wiley in 2015.

    48 min
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Ratings & Reviews

5
out of 5
8 Ratings

About

Are you an independent financial advisor managing your own practice? Stay ahead of the game with SRG's "The Fine Print" podcast where Succession Resource Group's experts dive deep into the latest industry trends, recommendations, and observations. With no fluff and a touch of entertainment, we provide valuable insights on understanding and leveraging the value of your business, growing your business through optimized organizational structures and deals, improving and protecting your business for sustainability, and preparing for retirement to maximize results. Each episode brings a fresh perspective to industry trends, empowering you to achieve your business goals. So grab your favorite beverage and join us on SRG Off Script for expert advice on managing your financial services practice.

Information

  • Creator
    David Grau Jr.
  • Years Active
    2023 - 2025
  • Episodes
    28
  • Rating
    Clean
  • Copyright
    © Copyright 2026 The Fine Print
  • Show Website
    The Fine Print

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