Today's Viewpoint: A MarshBerry Publication

The Strategic Sale: Turning Your RIA Exit Into Leadership Evolution

For many Registered Investment Advisor (RIA) owners, selling their firm is often framed as a finish line—but what if it’s the beginning of a new chapter in leadership and strategic influence?

Selling your RIA doesn’t have to mean cashing in and moving on. Instead, it can mean learning, growing, and moving up. Many advisors sell at the peak of their careers, not because they’re done, but because they’re ready for new and often bigger professional opportunities. Those opportunities come in a variety of forms, some of which might be surprising to RIA owners who are just beginning to think about a sale.  

Reframing the sale: not a landing but a launchpad 

Selling an RIA doesn’t necessarily close a door, instead it can open a brand-new gateway to a different type of leadership—one that’s less about daily management and more about strategic evolution, adding value from veteran expertise and, very often, consulting on subsequent acquisitions. 

To begin with, the merger and acquisition (M&A) process itself is a masterclass in leadership. It requires owners to: 

  • Clarify and articulate their firm’s value proposition in ways they probably haven’t before. 
  • Navigate complex negotiations with interested and experienced counterparties. 
  • Balance the needs of clients, employees, and buyers. 
  • Lead a team through a unique period of uncertainty and change. 

 
These are not just transactional skills—they’re strategic leadership capabilities that are often not given the opportunity to develop in the day-to-day rhythm of running a firm. Leading a team through the M&A process requires new types of vision, empathy, and heightened strategic communication abilities. But it also offers the chance to further hone resilience and adaptability, skills that will be highly valued in the next chapter. 

The RIA M&A landscape in 2025: a market in motion 

The RIA industry is experiencing record-breaking M&A activity. In the first half of 2025 alone, there were 182 transactions—the most active H1 on record. Private equity-backed consolidators played a major role, accounting for over half of all acquisitions. And most importantly, in the context of why firms are entering deals to sell today—the reason is growth (cited by over 65% of firms), not succession.  

This shift reflects a broader trend: today’s deals are less about stepping away and more about stepping up. Sellers are increasingly looking for partners who can help them unlock new opportunities, scale their impact, and continue evolving as leaders. In addition, As MarshBerry’s most recent Wealth Advisory M&A Update reveals, post-close integration is now a key component of pre-transaction diligence. Successful integration requires intentional planning around advisor transition, cultural alignment, client communication, and ongoing support infrastructure. Founders can play a critical role in preserving the firm’s legacy while enhancing growth post-acquisition. 

What comes after the sale? 

While the benefits of going through the process can be tremendous, the most profound transformation often happens after the deal closes. Though no longer the final decision-maker, new forms of influence often emerge for the seller post-sale, including broader strategic leadership opportunities, expanded mentorship possibilities, and even a return to high-end client work with renewed focus and added resources. At large aggregators, sellers are often tapped to help evaluate or integrate future acquisitions. The M&A experience becomes a strategic asset. 

Not “hanging it up”—leveling up 

Selling a firm can place one in an environment with greater resources, new perspectives, and fresh challenges. Any RIA owner who has succeeded to the level where their firm is an acquisition target has already proven they can build value, and the new role often provides the chance to build it again, but on a larger scale. It’s a whole new kind of growth—from founder to visionary. The seller has clearly proven they can execute on and fulfill a vision; there is little doubt that the acquiring company will want to fully avail itself of that truly rare ability. Some advisors have sold at the pinnacle of their careers and gone on to achieve even more. The acquiring firm is often paying not just for the book of business, but for leadership, insight, and the ability to drive future growth.  

Conclusion: The Sale as a Catalyst 

Selling your RIA doesn’t have to be the end of your leadership journey. It can be the beginning of a new era, one defined by influence, mentorship, and continued personal and professional growth. 

After selling something great, which you built yourself, you can seize the renewed opportunity to build something even greater—with new partners, new tools, new experience and a renewed sense of purpose. 

Contact Tina Hohman
If you have questions about Today's ViewPoint, or would like to learn more about how MarshBerry can help your firm determine its path forward, please email or call Tina Hohman, Director, at 440.568.3304.

MarshBerry is a global leader in investment banking and consulting services, specializing in the insurance brokerage and wealth management sectors. If your firm seeks expert advisory guidance to refine your business strategies, drive sustainable growth, or facilitate a sale, MarshBerry is the ideal partner to support you in making these critical business decisions. Collaborating with a trusted advisor who deeply understands your business and the industry can help you maximize value at every stage of ownership.