Buying a Book of Business

In today's episode, “Buying a Book of Business”, we’re shifting the spotlight to a side ofsuccession planning we haven’t fully unpacked yet: what it takes to become the buyer.Over the past few episodes, we’ve spent time examining the sell-side—preparing forunexpected health events, ensuring continuity, and finding ways to strengthen thelong-term value of a practice. But acquiring a book comes with its own set of challenges,opportunities, and blind spots. And for many advisors, knowing how to approach apurchase can be just as important as knowing how to eventually transition out of one.Today we’re tackling key questions like: Where do you uncover real opportunities topurchase a book of business? What groundwork should you lay before making an oƯer?How do you determine a fair price? And what exactly should you be assessing before youcommit?Providing us with real-world insights is someone who’s lived the buying process more thanmost advisors will in an entire career. Before turning 40, Kelsie Lenton, a successfuladvisor based in Saskatoon, purchased three separate books of business—eachdramatically accelerating the growth of her practice. She even chose to walk away from afourth opportunity after recognizing warning signs around fit and values.Through these experiences, Kelsie has gained deep insight into what makes an acquisitionworthwhile, what makes it risky, and what makes it transformative.So, let’s get into it. Here’s “Buying a Book of Business” with Kelsie Lenton.