Home Wealth Management Built-in Companions Provides $2.25B RIA Laurel Wealth Advisors

Built-in Companions Provides $2.25B RIA Laurel Wealth Advisors

Built-in Companions Provides $2.25B RIA Laurel Wealth Advisors


Built-in Companions, a Waltham, Mass.-based wealth advisory agency dually registered underneath the identify Built-in Wealth Ideas, introduced the primary acquisition in its 27-year historical past.

The addition of Laurel Wealth Advisors, a hybrid RIA with 34 advisors and $2.25 billion in consumer property primarily based north of San Diego, brings Built-in to greater than 200 workers and round $15 billion in whole consumer property. It’s a part of a current “pivot” towards increasing the agency’s avenues of progress, Built-in Chief Development Officer Rob Sandrew stated in January.

“We determined we needed to play extra broadly,” he defined.

Including to a longstanding affiliation mannequin, Built-in launched a new W-2 worker possibility final summer season, and likewise started buying parts of affiliated corporations’ income, along with launching a devoted household workplace follow for its highest-net-worth shoppers. The agency indicated across the identical time that it was exploring potential acquisitions—however didn’t rush into the primary deal.

“There is a huge land seize occurring proper now,” Sandrew stated. “It is sensible for some corporations, however that is not us. We wish to be extraordinarily deliberate in our strategy and make certain that all the things traces up. We do very nicely once we spend the time kicking the tires.”

Noting that Laurel founders Lee Tripodi and Mark Welsh each labored on Wall Avenue earlier than launching the agency in 2011, Sandrew stated there have been “numerous causes” the cope with Laurel “simply lined up,” together with related backgrounds, organizational buildings and planning-centric philosophies.

Laurel’s success recruiting wirehouse breakaways was engaging to Built-in, he stated. And Built-in’s CPA Alliance, which connects advisors with greater than 160 tax practices in want of a wealth administration platform, was particularly interesting to Laurel’s principals, as was an Built-in program established in 2019 geared toward guiding shoppers by means of the sale of their companies.

Laurel was “seeking to develop, they’re planning-focused. Their advisors have been both working with higher-end shoppers already or needed to go there,” stated Sandrew. “And the footprint is an space that we’re very targeted on—California. So, it was a win-win.”

Laurel contains a number of affiliated practices in Southern California and was searching for enterprise efficiencies that might assist them scale, the corporate stated. Associates are retaining particular person branding whereas transferring underneath Built-in’s SEC registration and benefiting from entry to Built-in’s suite of know-how, funding administration, property and succession planning, advertising and follow administration assets.

“We have been decided to determine a agency that might worth our ethos and entrepreneurial spirit,” Tripodi stated in a press release. “It rapidly turned clear that Built-in’s vital monitor report of accelerating advisors’ natural progress would supply a direct raise, whereas enabling us to protect the particular tradition now we have constructed right here at Laurel.”

“A variety of the advisors which have joined us have constructed their companies and are very entrepreneurial-driven,” stated Sandrew. “And so they’re very pleased with that. We wish to empower that, embrace that and assist them get to the place they wish to go.”

Launched in 1996 by CEO Paul Saganey, Built-in went unbiased in 2016 after 12 years with Lincoln Monetary to reap the benefits of state laws that enabled accounting corporations to be licensed as monetary advisors, opening the door for Saganey to supply a wealth administration affiliation mannequin for accounting corporations. On the time, the agency had round 100 workers and $3 billion in property. Seven years later, Built-in has doubled employees, quintupled property and is now concentrating on acquisitions with between $200 million and $4 billion in consumer property underneath the brand new M&A initiative. Sandrew stated he’s additionally enthusiastic about constructing out authorized property planning and insurance coverage partnerships alongside its tax follow platform.  

The agency is targeted on offering extra superior planning companies to shoppers anticipated to inherit huge quantities of wealth, he stated, declining to pinpoint an excellent variety of advisors or property the agency hopes to achieve over the approaching decade whereas acknowledging “some inner objectives.”

“We’re not going to say now we have a $20 billion goal for the subsequent two years to go after M&A as a result of that places strain on us and will make us lose give attention to what’s essential,” Sandrew defined, including that Built-in “can be extraordinarily deliberate in our strategy, whether or not its affiliation, M&A or income participation.”

“Generally the perfect deal is the one you don’t make,” he stated, borrowing a quote from MarketCounsel CEO Brian Hamburger. “There was numerous curiosity and we might in all probability do a deal a month. … However, on the finish of the day, there’s good progress and there’s unhealthy progress.”

Citing a e-book Saganey lately printed in collaboration with Russ Alan Prince and Homer Smith, Sandrew stated the agency’s general technique is “actually about going up-market and doing a few of that extra heavy, superior planning as a result of we expect there’s a big quantity of generational wealth switch, which is going on proper now, that’s going to be unprecedented.”



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