David Grau Sr.

But they would walk up and say,

There's no value in what I do.

My clients wouldn't be here if it weren't for me.

All they wanna do is work with me.

So no one would buy it because they can't possibly replace me.

But I mean, they're literally arguing against their own best interest here.

And I'm telling them, I'm not telling you that you should sell or you have to sell.

This is like owning a house.

When the real estate market is strong,

It feels good to say, hey, I've got $900,000 in home equity.

I'm not going to sell it, but it's nice to know I have it.

And what I would say as a small business owner, isn't it good to know that when the day comes, however your story might end, you have real, ascertainable, realizable value.

And they would just shake their heads and go, no way.

I could never be replaced.

And I said, well...

If that's what you want to own, you can build that.

I'm just telling you there's another way.

It took, I mean, 10 years before we could crack the surface on that and convince these folks that they actually had value.

And just to let it happen when the time came.

And little by little, after we sold a couple of thousand practices and 95 to 97% of the client relationships transferred, people would say,