In today’s episode, “Buying a Book of Business”, we’re shifting the spotlight to a side of succession 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 for unexpected health events, ensuring continuity, and finding ways to strengthen the long 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 a purchase 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 to purchase a book of business? What groundwork should you lay before making an offer? How do you determine a fair price? And what exactly should you be assessing before you commit?
Providing us with real-world insights is someone who’s lived the buying process more than most advisors will in an entire career. Before turning 40, Kelsie Lenton, a successful advisor based in Saskatoon, purchased three separate books of business—each dramatically accelerating the growth of her practice. She even chose to walk away from a fourth opportunity after recognizing warning signs around fit and values.
Through these experiences, Kelsie has gained deep insight into what makes an acquisition worthwhile, 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.
