In “The Heart of the Deal: Understanding and Overcoming the Emotional Barriers of Selling Your RIA”, DeVoe analyzed both quantitative research and interviews with recent sellers about their experiences selling their RIAs. DeVoe explained that the top five fears of prospective sellers are giving up control, selling to the wrong buyer, change in client care, giving up a leadership position, and uncertainty about staff opportunities. Other emotional factors included enthusiasm, impatience, distress, delight, aspiration, and fatigue.
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