David Grau Sr.

So what I help them do is, and it can take four or five years to get all this stuff set up and done right, but we help them build a growing, valuable, profitable, investable business.

Well, and every situation is different.

I agree with you that most small businesses, and I tend to work in the professional services sector, you know, doctors, lawyers, dentists, architects, engineers, consultants, et cetera, and for that swath,

They are mostly the same.

But let me answer this, and here's kind of a funny story.

When I first started out in the financial services industry, so they don't call them stockbrokers anymore, they're money managers or RIAs, registered investment advisors.

I would go out on the road and I'd get up on stage in front of an audience of 150, 200 of these people, and I would tell them,

The world is changing.

You know, along with the internet, we've created a marketplace.

And every time we list a practice for sale, you know, you work for, you know, Charles Schwab, you're an independent contractor, a sole proprietor, and you've got 150 clients, you get 200 million in assets under management.

and you gross $900,000 a year.

And I tell them, that practice you built has a value, ascertainable.

An appraiser could tell you that, but better yet, let the marketplace tell you that.

And if you don't like the answer, don't sell it.

If you do like the answer, now you have something to consider.

You know, for the first four or five years that I did this, you know, literally starting January 1st, year 2000, I would get off the stage and walk down.

And afterwards, these guys would come up to me.

And they were all guys back then.

They're all white guys.

That was the industry 25 years ago.