Total Succession

Tyson Ray
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So you've built a business helping others plan their future. But what's the plan for yours? Your future deserves the same attention you give your clients every day. It's time to protect what you've built and prepare for what's next. Welcome to the Total Succession Show, your resource for learning how to exit confidently, be fully compensated, and keep your clients' interests first. Hosted by veteran financial advisor Tyson Ray and co-host Kim Cochenour, each episode will help you navigate the emotional and strategic challenges of succession planning through real-life stories, insights from industry experts, and Tyson's SPACE framework: See, Prepare, Act, Commit, Exit. Tune in each week and head to totalsuccession.com for free tools to help you start preparing for what's next.

  1. Building Teams for Succession Planning: Why Asking Before Telling Changes Everything with Kaleen Barbera

    6d ago

    Building Teams for Succession Planning: Why Asking Before Telling Changes Everything with Kaleen Barbera

    Building a team and making it work are two different things, especially when succession planning depends on your relationship with your next-gen advisor. Hosts Tyson Ray and Kim Cochenour are joined by JAM Consulting Group’s Kaleen Barbera to discuss and explore the behavioral science behind effective teams. Feelings come before facts, asking before telling builds connection, and acknowledging different opinions aligns everyone toward a common goal. Kim Cochenour kicks things off by stressing that advisors need to remember that building a team and making it work are two totally different things.Guest Kaleen Barbera shares her story of 30+ years in the financial services industry.Building better relationships with advisors and helping them grow their practice have been two key areas of focus of Kim’s.From a behavioral science perspective, there are several things that make a team work, including structure, asking before telling, and acknowledging that feelings come before facts.If we’re unable to engage each other in a way that builds connection, it’s going to be truly difficult to align and reach a common goal.Kaleen touches upon a client who she has helped build a better relationship with his team.Acknowledging that someone might have a different opinion is important, especially when it comes to succession planning and your next gen advisor.Tyson opens up about the transformation he underwent as a leader and how that has impacted his firm.Kaleen lists a few things that should spark the need – or the possibility – of asking for help as a financial advisor.It took Tyson some time to start letting go and creating space for others to step in.When it comes to financial planning, one of the fundamental steps is to highlight what the cultural values and team philosophy are.Tyson, Kaleen and Kim talk about the importance of the vision part, and what founders should do when they have an idea in their head.Kim sees the S.P.A.C.E. framework as something that can be applied even just to your team members.Tyson, Kaleen, and Kim end the conversation by discussing how (and when) JAM Consulting Group could help financial advisors and leaders. Mentioned in This Episode: TotalSuccession.com TotalSuccession.com/podcast FORM Wealth Advisors Tyson Ray Kim Cochenour Tyson’s book - Total Succession: 5 Steps for Financial Advisors to Exit Confidently, Be Fully Compensated, and Keep Clients’ Interests First Kaleen Barbera JAM Consulting Group

    33 min
  2. What Financial Advisors Need to Know About RIA Valuations and Succession Planning with Emma Boston

    May 19

    What Financial Advisors Need to Know About RIA Valuations and Succession Planning with Emma Boston

    It's a seller's market with higher multiples, but stretching for more money in your succession planning might lead to more suffering for you, your team, and clients. Emma Boston of Raymond James breaks down the four dimensions that drive practice value and why advisors must decide whether to put clients' interests first or maximize their payout. You'll discover why starting succession planning late eliminates most of your choices and about aligning your goals with the right model instead of chasing the biggest check. Emma Boston kicks things off by telling more about her background, role, and the kind of work she does to help advisors around succession planning.Tyson stresses something many advisors forget: succession is a process; it isn’t the end.Emma explains why multiples have gone up – and what that actually means.She believes that it’s a seller’s market and that these multiples are here to stay.Whether you’re going to put your clients’ interests first or you’re going to put how much money you can make is something advisors should decide before going in.Some advisors don’t realize that going for more money can come at the detriment of what’s best for your clients or the culture they trusted their life savings to.Emma dives into some of the key characteristics that tend to drive value in a practice.When making an assessment, the Raymond James team looks at four dimensions: durability, growth, the team, and the systems.Having a continued, repeatable plan to achieve net new assets is something incredibly attractive, Emma points out.She touches upon three key questions they always tell their advisors to unpack further.Tyson warns listeners about what may happen in the couple of years following an evaluation and how advisors may think “WOW!” but for a whole different reason.Remember: stretching for more money might lead to more suffering or more change for you, your team, and clients.Did you know that it’s currently virtually impossible for practices to cash flow at some market-competitive valuation without some form of capital infusion?It’s important for firms to keep in mind that 30 to 50% of advisors expect to retire within the next decade.Most of the independent advisors the Raymond James team works with actually want to stay independent.Emma discusses why it’s better to understand what your goals and objectives are, and then you can figure out what the best model is to meet them.Emma breaks down how some Raymond James’ clients are interested in the minority deal for all the growth partnership, as well as peace of mind and the tax efficiencies that it brings.Kim shares that, since succession planning is starting a lot later than it should for a lot of people, it ends up eliminating a lot of their choices. Mentioned in This Episode: TotalSuccession.com TotalSuccession.com/podcast FORM Wealth Advisors Tyson Ray Kim Cochenour Tyson’s book - Total Succession: 5 Steps for Financial Advisors to Exit Confidently, Be Fully Compensated, and Keep Clients’ Interests First Emma Boston on LinkedIn Raymond James J.D. Power Study Finds 46% of Financial Advisors to Retire by 2035 Cerulli: New Wealth Management Research Finds Transition Support Services Critical to Retaining Assets During Advisor Moves Wealth Management Research Report (see illustrative math on page 2 under “RIA Aggregators Lack Exits”)

    34 min
  3. The Top 3 Reasons Advisors Avoid Succession Planning (and What’s Really Behind It)

    May 12

    The Top 3 Reasons Advisors Avoid Succession Planning (and What’s Really Behind It)

    Why do advisors who excel at guiding clients through retirement planning struggle to start their own succession planning? Tyson Ray and Kim Cochenour, along with Aaron Hasler and Andrea Schlapia, explore the three reasons why advisors don’t get around to it. You’ll hear about the #1 challenge for advisors, why and how “business exit” should be reframed, and why failing to treat succession planning like the process it is leads to value erosion. Tyson Ray and Kim Cochenour look at why advisors seem to struggle to get their own succession planning process started.Tyson and Ray address the topic by also featuring contributions by Aaron Hasler and Andrea Schlapia.Kim kicks things off by touching upon three reasons why advisors typically don’t get around to their succession planning.They are: 1) not really understanding the options; 2) succession planning feels way more personal than what you expected; 3) you haven’t defined what you actually want next.For Aaron Hasler of Spruce Rock Capital, education is the #1 challenge advisors face.He shares a couple of suggestions advisors can follow to improve their education and industry knowledge without having to rely on outdated, generic, advice.Tyson points out the irony of being a financial advisor: Taking financial and retirement planning for granted and not either one for your business.While a business exit may feel emotional, scary, and uncomfortable, Andrea Schlapia sees an exit merely as a good business strategy, rather than a massive event.Tyson emphasizes the importance of understanding “what you’re exiting to, not from.”“If you don’t treat your succession planning like the process that it is, it can turn into this big, overwhelming and unknown process somewhere down the road,” emphasizes Kim.Andrea talks about the steps where she sees advisors having a hard time – and those where they succeed.Since “exiting” is a trigger word for many advisors, Andrea is all in favor of changing the words from exiting to “what’s next.”Andrea concludes by saying that failing to plan is going to equal value erosion. Mentioned in This Episode: TotalSuccession.com TotalSuccession.com/podcast FORM Wealth Advisors Tyson Ray Kim Cochenour Tyson’s book - Total Succession: 5 Steps for Financial Advisors to Exit Confidently, Be Fully Compensated, and Keep Clients’ Interests First Aaron Hasler on LinkedIn Spruce Rock Capital Andrea Schlapia EOS

    14 min
  4. The Retirement Planning Approach to Succession Planning with Jeremy Keil

    May 5

    The Retirement Planning Approach to Succession Planning with Jeremy Keil

    Most advisors retire three years earlier than they expect, which means your succession planning needs to be ready three years earlier, too! Guest Jeremy Keil, author of “Retire Today,” joins Tyson Ray and Kim Cochenour to explore how to apply retirement planning wisdom to your own exit. You’ll discover Jeremy’s five-step process, why being ready to exit early creates a more valuable business, and why you should approach succession planning similarly to how many approach retirement planning. Guest Jeremy Keil shares his thoughts on retirement planning and succession approaches, while Tyson Ray touches upon what he sees advisors do when going through succession.Jeremy touches upon two things that can help advisors get clarity on their own when they’re thinking about succession.On average, you retire three years earlier than you expect – that means having your retirement plan set three years earlier than you expect.Beginning with the end in mind is a habit Jeremy believes advisors should apply to their own succession planning.Tyson goes into a mismatch that often occurs when advisors start seeing the value of their practice in dollars and don’t realize that it doesn’t necessarily translate to what the cash flow of the business is generating.Unlike what happens with succession planning, in retirement planning, advisors and clients meet regularly – Jeremy discusses the benefits and how succession planning can embrace a similar approach.Jeremy illustrates his five-step process to retirement planning.Tyson sees a successful succession or retirement not so much as the process that defines finances but more about the approach that helps you understand who you are and what you do when you’re no longer an advisor…Jeremy brings the so-called retirement longevity number into the conversation and highlights that it has two points: the beginning and the end point of your retirement.Always be ready to exit, to sell, and to retire three years earlier than you expect. Worst-case scenario: you retire when you want to, and you probably created a more valuable business. One of the problems with advisors is that you need to be a humble individual to reach out to another advisor to get advice. However, many think that, since they’re an advisor, they should be able to do it all on their own… Mentioned in This Episode: TotalSuccession.com TotalSuccession.com/podcast FORM Wealth Advisors Tyson Ray Kim Cochenour Tyson’s book - Total Succession: 5 Steps for Financial Advisors to Exit Confidently, Be Fully Compensated, and Keep Clients’ Interests First Keil.com Jeremy Keil on LinkedIn Keil Financial Partners Mr. Retirement with Jeremy Keil (YouTube channel) Retire Today: Create Your Retirement Master Plan in 5 Simple Steps by Jeremy Keil LongevityIllustrator.org

    21 min
  5. Stop Delaying Your Exit: How Early Succession Planning Changes Everything

    Apr 28

    Stop Delaying Your Exit: How Early Succession Planning Changes Everything

    Succession planning works like retirement planning: the earlier you start, the more options you have. Kim Cochenour and Tyson Ray explore why advisors delay planning, how to reframe it as business strategy, and why you should ask, "What am I exiting toward?" instead of, "What am I exiting from?" You’ll hear insights from guest experts Andrea Schlapia, Ted Motheral, and Dean Smith. Kim Cochenour kicks the episode off with an important premise: succession planning works the same way retirement planning does – the earlier you start, the more options you’re going to have.One of the biggest reasons advisors delay succession planning is because the whole idea of “the exit” feels overwhelming.Andrea Schlapia invites you to frame exit as merely a good business strategy, rather than an event that just happens.In her approach, Andrea wants advisors to move from an individual-led practice to a leadership team-run business.Tyson Ray highlights the important question of asking yourself, “What am I exiting toward?” instead of, “What am I exiting from?”Remember: exiting doesn’t necessarily mean severing yourself from your career. It can be as simple as exiting some of the things you don’t like to do and that are just sucking energy out, and prevents you from being your best self.Ted Motheral touches upon the role preparation plays when it comes to successful successions.The irony when it comes to succession planning, is that advisors are experts in helping their clients prepare and get their affairs in order but struggle to do that for themselves.Dean Smith talks about the fact that, over the next 10 years, about 40% of the industry assets are going to be transitioning hands or retiring.The advisors who are succeeding through and coming to the succession wave will be the ones who start building their transition long before they actually need it. Mentioned in This Episode: TotalSuccession.com TotalSuccession.com/podcast FORM Wealth Advisors Tyson Ray Kim Cochenour Tyson’s book - Total Succession: 5 Steps for Financial Advisors to Exit Confidently, Be Fully Compensated, and Keep Clients’ Interests First Andrea Schlapia Ironstone Ted Motheral on LinkedIn Dean Smith on LinkedIn Wealth Enhancement

    14 min
  6. 15 Acquisitions Later: What Makes an Advisory Firm Sellable with Vlad Zherenovsky

    Apr 21

    15 Acquisitions Later: What Makes an Advisory Firm Sellable with Vlad Zherenovsky

    Many great advisors build great books but not scalable businesses, and when it's time to exit, they don't have succession planning in place. Vladislav “Vlad” Zherenovsky joins Tyson Ray and Kim Cochenour to share patterns from 15 successful acquisitions. Dive in and hear more about why the industry is split, what makes firms sellable, and why you have more time than you think. Guest Vlad Zherenovsky kicks things off by providing a snapshot of Kraner and by highlighting what they have been intentional about when it comes to growing the practice.As the financial advising industry is aging, many seem to lack appropriate succession plans.It used to be the same at Kraner. Vlad used to be the bottleneck, whereas now he exists to support his team and the team exists to support their clients.Vlad notes that many great advisors build great books but not necessarily scalable businesses…Now, however, they’re at a position where they need to figure out what’s next but don’t have an actual plan in place.For Tyson, the industry seems to be split between those who have planned well and are executing on their succession plan, and those who waited until the last minute with no plan and end up trying to wrap up their entire life’s work in 6-12 months.Vlad lists the patterns he has seen in the 15 successful acquisitions he has been involved in.Clean data, repeatable processes, and client relationships that extend beyond one person are at the top of the list.Remember: If everything runs through you, you don’t have a business… you have a job.Vlad lists and unpacks what he considers the three reasons why you may want to build a succession plan.To his younger self, Tyson would say, “You have more time than you think, but you can’t keep putting succession planning off.”One key thing founders should keep in mind about succession planning is that plans evolve.Kim stresses that everyone in the industry knows their succession is coming someday, but they’re still focused on running their day-to-day business and trying to figure out what their plan is.Kim, Vlad and Tyson talk about the cost of not taking action when it comes to succession planning.Vlad discusses a process that has become a valuable asset for Kraner: Their internship program.Tyson shares an important reminder: Personal finance is personal and relationship-driven. Mentioned in This Episode: TotalSuccession.com TotalSuccession.com/podcast FORM Wealth Advisors Tyson Ray Kim Cochenour Tyson’s book - Total Succession: 5 Steps for Financial Advisors to Exit Confidently, Be Fully Compensated, and Keep Clients’ Interests First Vlad Zherenovsky Kraner Vlad’s AdvisorHub article: The Three Levers Behind Every Advisory Deal Vlad’s book: Secure Your Future-Extend Your Legacy William Patterson University

    40 min
  7. The Succession Planning Crunch: Attrition Is Not a Strategy (Here’s What Is)

    Apr 14

    The Succession Planning Crunch: Attrition Is Not a Strategy (Here’s What Is)

    A huge number of advisors are approaching retirement, but the next generation isn't entering the profession fast enough to replace them. If that wasn’t enough, many founders don't have succession planning in place. Tyson Ray and Kim Cochenour address the “succession planning crunch” with insights from Jackie Wilke, Duncan MacPherson, and Scott Danner. You'll discover why succession planning is about client continuity, not you, and why attrition isn't a strategy. Kim Cochenour kicks things off by highlighting a growing tension in the advisor industry: A huge number of advisors are approaching retirement, but the next generation is not entering the profession fast enough to replace them.This episode of The Total Succession Show features guest insights on what happens when advisors retire faster than they’re replaced – and what firms can do now to prepare for that shift.According to JD Power, an estimated 37 to 46% of advisors plan to retire in the next 10 years.First Trust’s Jackie Wilke highlights that many of them DON’T have a succession plan in place.At the end of the day, succession planning is about the client, says Jackie.The point of having a succession plan is continuity for your clients and continuity for the people that matter most to them.Tyson Ray touches upon the fact that advisors keep seeking out Gen 2 to be the rainmaker without realizing that, at some point, the team needs caretakers for their clients.Remember: what has gotten you here won’t necessarily take you there – the rainmaker model of the past requires a different approach now.Duncan MacPherson discusses how, the more technology creeps into our lives, the more the human touch matters. As many advisors go all in just with technology, the human touch becomes an unmet need.Scott Danner talks about the role that finding the right partners, growing and building together, leads to actually living a legacy… not just leaving one.He also illustrates how many advisors see attrition as their actual succession plan.In Scott’s business, the #1 group reaching out because they’re trying to live their legacy are 45 to 60-year-old advisors – they’ve been in business 20+ years and are tired of doing things the same way.Scott adds the “doing trap” into the conversation.Tyson breaks down the S.P.A.C.E. framework, while Scott shares the steps advisors should follow to prepare themselves for succession.Kim stresses that the advisors who are succeeding through this succession crunch will be the ones building businesses, developing their people, and creating continuity for their clients long before their day comes. Mentioned in This Episode: TotalSuccession.com TotalSuccession.com/podcast FORM Wealth Advisors Tyson Ray Kim Cochenour Tyson’s book - Total Succession: 5 Steps for Financial Advisors to Exit Confidently, Be Fully Compensated, and Keep Clients’ Interests First Jackie Wilke on LinkedIn First Trust JD Power Duncan MacPherson Scott W. Danner Steward Partners Freedom Street Partners Genius Network Dan Sullivan Benjamin Hardy Who Not How: The Formula to Achieve Bigger Goals Through Accelerating Teamwork by Dan Sullivan and Benjamin Hardy

    16 min
  8. The Branding Question That Defines Succession Planning with Mike Saunders

    Apr 7

    The Branding Question That Defines Succession Planning with Mike Saunders

    When buyers evaluated Tyson Ray's practice in 2024, they asked one question: "What happens to client trust if you're not there?" That's where branding and succession planning often collide. Tyson and Kim Cochenour sit down with marketing expert Mike Saunders to explore how brand equity determines your exit value and why your brand drives your succession planning decisions. You'll discover the positioning mistakes that create founder dependency and how to build a brand that transfers client trust beyond the founder. Tyson Ray and Kim Cochenour sit down with marketing expert and author Mike Saunders to discuss the importance of brand equity for advisors and the role it plays in succession planning.In 2024, Tyson was in real conversations about selling his practice. When it comes to branding, buyers really asked one question: “What happens to a client’s trust if you’re not there?”In other words, the focus of the investors was on evaluating founder dependency. Tyson touches upon the fact that realizing how important your brand is will drive some of the decisions on what, who, and how you do a succession.Mike brings up the concept of positioning – what you’re known as, what your prospect thinks of you as – and the importance of articulating your solution in your messaging.Tyson shares his thoughts on branding and marketing within his firm, and how it has contributed to its growth.“The biggest mistake you make as an advisor is not getting advice," says Tyson.In his experience working with the financial services industry, Mike has identified seeing marketing as an expense and not doing it consistently are two of the big traps advisors fall into. Mentioned in This Episode: TotalSuccession.com TotalSuccession.com/podcast FORM Wealth Advisors Tyson Ray Kim Cochenour Tyson’s book - Total Succession: 5 Steps for Financial Advisors to Exit Confidently, Be Fully Compensated, and Keep Clients’ Interests First MikeSaunders360.com Mike Saunder’s books on Amazon JPMorgan Chase

    14 min
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About

So you've built a business helping others plan their future. But what's the plan for yours? Your future deserves the same attention you give your clients every day. It's time to protect what you've built and prepare for what's next. Welcome to the Total Succession Show, your resource for learning how to exit confidently, be fully compensated, and keep your clients' interests first. Hosted by veteran financial advisor Tyson Ray and co-host Kim Cochenour, each episode will help you navigate the emotional and strategic challenges of succession planning through real-life stories, insights from industry experts, and Tyson's SPACE framework: See, Prepare, Act, Commit, Exit. Tune in each week and head to totalsuccession.com for free tools to help you start preparing for what's next.

Information

  • Creator
    Tyson Ray
  • Years Active
    2025 - 2026
  • Episodes
    56
  • Rating
    Clean
  • Copyright
    © 2025
  • Show Website
    Total Succession

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