Buyer's Boardroom EP 26: How Buyers Win in a Sellers Market

Описание: Hosts: Allen Darby & Jacqueline Martinez
Guest: Michael Dahlberg, Founder & CEO of Pollen Wealth Management

In a competitive seller’s market, the highest price does not always win the deal. Sellers are evaluating far more than valuation multiples. In this episode, Allen and Jaclyn break down what actually separates winning buyers from the rest of the field and why preparation, empathy, and clarity often matter more than the headline number.

The Seller’s Mindset
Most RIA owners have never sold a firm before. Even highly successful advisors experience uncertainty when entering the process. Sellers are evaluating buyers through the lens of trust, continuity, and confidence in execution. Buyers who fail to recognize the emotional dimension of a sale often lose deals before they even realize it.

Why Communication Matters More Than Buyers Think
Sellers quickly lose confidence when buyers appear unprepared. Vague answers about deal structure, compensation, or post-acquisition economics signal uncertainty. Clear communication, supported by real data, is one of the fastest ways buyers establish credibility during the process.

Building a Compelling Buyer Value Stack
Price alone rarely determines the outcome. Strong buyers articulate a full value proposition that includes operational relief, improved practice management, expanded capabilities, and meaningful support for organic growth. Buyers who clearly explain how they improve the seller’s life and business stand out immediately.

The Equity and Compensation Story
Entrepreneurial sellers want upside, not just security. Buyers must clearly communicate how equity participation works, what future liquidity may look like, and how compensation structures reward growth. Complex or confusing compensation models often undermine seller confidence.

Why Smaller Buyers Sometimes Win
Large platforms may have the most resources, but smaller firms frequently win deals by demonstrating preparation, responsiveness, and genuine interest in the seller’s business. Sellers ultimately sell to people, not logos.

Inside a Successful Acquisition Strategy
Michael Dahlberg shares how Pollen Wealth Management grew from roughly $800 million to more than $8 billion in assets and what has driven their success as an acquirer. He explains how thoughtful integration, cultural alignment, and operational support help make partnerships work long after the deal closes.

Mailbag: When Price Isn’t the Deciding Factor
How buyers can win even when they are one or two turns below the highest bid and why offers dramatically below market rarely make it past the first conversation.

Bottom Line
In a seller’s market, buyers win by being prepared, transparent, and human. Sellers are not just evaluating economics. They are evaluating trust, collaboration, and who they want to partner with for the next chapter of their business.