Business ownership…its personal

Coyne_Headshot-150x150John Coyne, Vice Chairman

We recently held the second call in our Business Owner Transition series with Matt Coyne, author of Straight Talk from the Front Lines and CEO of Brandywine Mergers and Acquisitions.  Matt’s presentation primarily focused on the idea that an advisor must play the emotional therapist as much as the transition planner. He emphasized that an advisor’s role is to help the business owner realize the purpose of owning a tangible asset is to maximize its value, not to infuse it with a personality like a favorite old retainer in Downton Abbey.

Many years ago, I had the opportunity to hear the great Peter Lynch of Fidelity Magellan fame and he said something so profound that it’s been my mantra ever since.  He said, simply, “stocks don’t know you own them.”  He went on to state that stocks don’t care if you’re a Bishop or an axe murderer; they don’t know that your dad worked at the company for 30 years; or, that your grandmother made you swear you would never sell good old Texaco (my mom in this case).  These lessons apply equally here with some variations.

Business Ownership Its Personal

Every business owner must consider the impact of a sale on their employees, their customers, and their families.  But, that should be as dispassionate in the analysis as any other valuation they will be conducting.  A buyer, no matter how invested in the industry or this acquisition, is only looking at the purchase for the opportunity it presents to make money for themselves and their investors.  They will happily listen to war stories and personal histories at the closing dinner, but these will never move the EBITDA one dollar.

An advisor needs to help the business owner recognize that the business was a means to an end.  And, it is this reward that should have the personal feelings attached to it because it represents that they, their families and their legacy will enjoy the fruits of their labor.  It is like the young woman in the Liberty Mutual ad who loved but totaled her car “Brad” until the insurance company called and she broke into her happy dance.  So we all need to put on our tap shoes and get our owners out on the dance floor!

For 30 years, Brinker Capital has served financial advisors and their clients by providing the highest quality investment manager due diligence, asset allocation, portfolio construction and client communication services. Brinker Capital Wealth Advisory works with business owners, individual investors and institutions with assets of at least $2 million. To learn more about the services available through Brinker Capital Wealth Advisor, click here.

The views expressed are those of Brinker Capital and are not intended as investment advice or recommendation. For informational purposes only. Brinker Capital, Inc., a Registered Investment Advisor.

Building the team for the business owner: Picking your first partner

Coyne_HeadshotJohn Coyne, Vice Chairman

Last week, we hosted a terrific webinar with Andrew Haas, a senior estate planning partner at Blank Rome, a major Philadelphia-based national law firm. Over 100 financial advisors throughout the country signed on to participate.

It dawned on me as I listened to Andrew that when building a team for a business owner client, financial advisors should align first with an estate planning attorney. Why? Because together, not only can you help business owners understand how their life will be after the sale of the business, advisors can help business owners recognize their own mortality.

My friend, Dan Prisciotta of Lincoln Financial, has a line in his excellent book, One Way Out, which is about helping business owners exit their business for the highest possible value. In the book, Dan says, “Your exit is 100% guaranteed whether you go out vertically or horizontally.”


The role of the partnership is to help business owners maximize the value of their business so they can enjoy the fruits of their labor and secure their legacy after they are gone. The estate planning lawyer is the bucket of ice water that can wake the business owner up to the reality that poor preparation of the exit plan will have a direct impact on how their family and heirs will live their lives after they are gone.

An estate plan coupled with a financial plan prepared by you reflects an exciting and reasonably predictable future after exit. You have helped them take the first step in letting you build their team. The key to a great partnership is transparency. By having both the financial plan and estate plan fully understood by all parties, as these are both living documents and will evolve over time, you can keep everyone’s eyes on the target of a successful exit.

We want to help advisors help their business owner clients live the life they’ve worked for. The way to begin the process may lie with helping them understand life after they’re gone.

To help decide which estate planning attorney is appropriate, you may consider engaging in some of the services that are offered through investment management firms such as Brinker Capital that have relationships with a wide array of organizations. Brinker Capital Wealth Advisory works with business owners, individual investors and institutions with assets of at least $2 million and has partnerships with firms that can assist with the estate needs of business owners.

To learn more about Brinker Capital, a 30-year old firm following a disciplined, multi-asset class approach to building portfolios, and an overview of the services available through Wealth Advisory, click here.

Have a safe and enjoyable Independence Day weekend!

The views expressed are those of Brinker Capital and are not intended as investment advice or recommendation. For informational purposes only. Brinker Capital, Inc., a Registered Investment Advisor.

Providing care without sacrificing goals

John_SolomonJohn SolomonExecutive Vice President, Wealth Advisory

In what should be peak earning years, many employees of American business owners encounter family situations that make it difficult to save for retirement at planned levels. As parents and grandparents live longer and medical and long-term care expenses continue to rise, millions of Americans are providing care to ensure elderly loved ones can remain at home.

The number of adult children who provide personal care and/or financial assistance to a parent has more than tripled in the last 15 years. Currently, 25% of adults, mostly Baby Boomers, provide some care to a parent.[1]

On average, most caregivers are women (66%) who are 49 years old, married and employed.[2]  Being a caregiver means attending appointments, providing hands-on support, and “checking-in” often during work hours, making it difficult to juggle those duties with the demands of a career. No matter how flexible the schedule, caretaking obligations can negatively affect earning power and ultimately impact an employee’s ability to save for retirement. A national study of women who provide care reveals the struggle of balancing care and career:

  • 33% decreased work hours to provide care
  • 29% passed up a job promotion, training or assignment
  • 22% took a leave of absence
  • 20% switched from full-time to part-time employment
  • 16% quit their jobs
  • 13% retired early


In addition to impacting the ability to save, caregivers often have to tap their savings to pay for the care of their loved one. Co-payments, prescription costs, food, transportation services, home heath aides, and home modifications typically are among the expenses caregivers cover to the tune of around $5,000 a year.

The family caregiver trend will only gain steam as each generation’s life expectancy elongates. Here are helpful tips from for your employees that may be required to take care of their parents:

  • Establish an emergency savings account, pay off debt and maximize retirement savings opportunities before caregiving demands hinder your ability to do so.
  • Determine whether long-term care insurance is a viable option for your loved one.
  • Consider how you could approach siblings or other potential caregivers to discuss the emotional and financial realities of caregiving. Caregiving is a tremendous responsibility which has the potential of serving as a catalyst for family conflict in the absence of clear communication and understanding.
  • Make a commitment to continue to save for retirement through either a traditional or Roth IRA or a Simplified Employee Pension.
  • Put safeguards in place to help you resist the temptation to spend your 401(k) or IRA money to pay caregiving expenses.
  • Engage with legal counsel who can help in executing the necessary legal documents, such as a durable power of attorney, health care proxy, living will, or living trust.

For nearly 30 years, Brinker Capital has followed a disciplined multi-asset class approach to build portfolios that integrate an investor’s investment objectives and goals to ensure that their assets are effectively meeting their needs. Brinker Capital Wealth Advisory provides customized portfolios for business owners, individual investors, and institutions with assets of at least $2 million. An overview is available of the services provided by Brinker Capital Wealth Advisory. Find it here >>

The views expressed are those of Brinker Capital and are not intended as investment advice or recommendation. For informational purposes only. Brinker Capital, Inc., a Registered Investment Advisor.

[1] The MetLife Study of Caregiving Costs to Working Caregivers. (June 2011). MetLife Mature Market Institute.

[2] Family Caregiver Alliance National Center on Caregiving.