About United Planners United Planners (UP) is a Registered Investment Advisor (RIA) and fullservice Independent BrokerDealer uniquely structured as a Limited Partnership. Representatives enjoy association with a stellar organization and rave about the culture, flexibility and true independence they experience beginning day one. High payouts, profit sharing, technology, service, marketing support and RIA flexibility (including the support of Independent RIA’s) are among some of the most favored features. UP has established strategic relationships with open architecture service providers within the ERISA market giving our Advisors the capabilities and tools to manage and grow their practice while adhering to our high Fiduciary Standards. Gather UP info by calling Partner Development at: 800-966-8737 Case Study: Edwards Financial Clyde Edwards was approaching his 80s and looking to wind down his 40-year financial planning career to spend more time with his retired wife. He planned a gradual transition, first selling off the insurance and other portions of his business. However, when he was ready to choose a successor for his investment advisory practice, the process stalled. There wasn’t a good candidate in his small town of Ellijay, Ga., and his $13 million book of business wasn’t quite large enough to attract new advisors to the town.

He spent more than two years searching for a successor but turned down most of the prospects he found. “It was quite a problem finding someone I was comfortable with,” says Edwards. “I’ve had some people with me for 40 years and I didn’t want to place them with anyone that might take advantage of them.” Then in 2010, United Planners’ Sheila Cuffari-Agasi told Edwards about GER Loftin Wealth Advisors, a UP practice in Atlanta that had recently merged two practices, bought a third and was looking for additional growth opportunities.

“We want to be the go-to guys for advisors at UP looking to sell their practices,” says James Loftin, CEO of GER Loftin Wealth Advisors. Cuffari-Agasi believed that Loftin and his partner George Rall shared Edwards’ approach to client care, so the three men spent several months having informal meetings over coffee and visiting each other’s offices in Atlanta and Ellijay. As the men became comfortable with each other, Edwards suggested working side-by-side for a year. “I wanted to see if they operated the way they said they did,” he says. With help from Cuffari-Agasi and Succession Resource Group’s David Grau Jr., the advisors negotiated a three-year buyout that would take effect if all parties were comfortable after the year-long trial period.

Within eight months of working together, Edwards was confident he’d selected the right successors. They signed the contract and began the transition in 2012, hosting dinners where Loftin and Rall could meet Edwards’ clients and spending several months meeting each client individually. Today, only two of Edwards’ clients have left GER Loftin, making Edwards feel even more confident about his decision to retire. “I’m very pleased with the way things have gone and my clients are pleased too,” says Edwards.

“They said, ‘Clyde, you’ve helped us retire; now it’s time for us to help you retire.’” n 6 .