Introducing our three-part masterclass for RIAs advising business owner clients: From Acquisition to Exit: The Comprehensive Guide for RIAs and Business Owners

Part 1 of 3: The Hidden Asset Class: A Framework for Buying a Business

Most RIAs treat their client's operating business as a black box — reviewing it only when a liquidity event is imminent. But for business owners in the lower middle market, that operating company often represents 70–80% of total net worth. In this first episode of a three-part Masterclass series, host Andres sits down with Brad Gunter, Founder & CEO of High Point Advisory Group, to explore what it really means to help a client buy a business — and why getting involved early changes everything.

Brad brings a rare perspective: post-MBA experience at Deloitte's strategy group, M&A work inside a private equity platform, and a front-row seat to the advisory gap that exists below the $100M business threshold. Together, Brad and Andres walk through how to source acquisition targets (inbound vs. strategic outbound), why a Quality of Earnings report is non-negotiable — and how it can return 100x its cost — and how to structure a capital stack that protects the buyer without leaving the seller dead in the water.

Whether you're an RIA looking to position yourself as a true business growth partner, or a wealth advisor trying to have a more integrated conversation with your most sophisticated clients, this episode will give you the frameworks, vocabulary, and war stories to engage at a completely different level. The hidden asset class is hiding in plain sight — and your clients need you to pay attention to it.

Tune in for Episodes 2 and 3, where Brad and Andres tackle operating a business for value creation and preparing for a successful exit.

Takeaways:

• The wealth management industry often overlooks the operating company, which constitutes a significant portion of a business owner's net worth, necessitating a more integrated approach to asset evaluation.
• Institutional-grade oversight for lower middle market businesses involves rigorous financial reporting and proactive monitoring to ensure optimal performance and strategic decision-making.
• Effective acquisition strategies must be grounded in a disciplined 'Buy Box' framework, ensuring that targets align with the operational strengths and strategic vision of the acquiring company.
• The Quality of Earnings (QoE) analysis is essential in uncovering hidden financial realities that can dramatically alter acquisition valuations, thereby protecting the buyer's financial interests.
• Understanding the nuanced landscape of capital financing options, beyond traditional SBA loans and cash purchases, is critical for optimizing the capital structure and mitigating risks associated with acquisitions.
• Finally, assembling the right advisory team in a structured sequence is paramount; initiating with the RIA, followed by transaction advisors and legal counsel, can streamline the acquisition process and enhance outcomes.

To learn more about High Point Advisory Group and how Brad’s team supports the full lifecycle of business ownership — buying, funding, operating, and exiting — connect with him here:

https://www.highpointadvisorygroup.com/contact

To learn more about Gramercy Park Wealth Advisors, our alternative investment platform called EnduranceX, and how we assist business owner clients and RIAs - connect with us here:

https://calendly.com/sandate/aboutgpwa

Companies mentioned in this episode:

• High Point Advisory Group
• EnduranceX
• Gramercy Park Wealth Advisors