M&A activity in the RIA industry, which had been trailing 2023 levels for much of 2024, experienced a surge in January.  This spike set a new record for monthly deal volume, exceeding the high watermark set in October 2024.  Q1 2025 was a record-setting quarter for deal volume. Fidelity’s March 2025 Wealth Management M&A Transaction Report listed 72 deals through March, which exceeds the 70 deals executed during the same period in 2023, the next highest Q1 on record.

Deal activity in the investment management industry was robust compared to global M&A in both the middle market and $1 billion+ segments, which both saw a decline in dollars transacted compared to Q1 2024, based on an EY analysis.  Although there was significant growth in the number of deals completed in Q1 2025 compared to Q1 2024 (72 compared to 51), there was a substantial decrease in total transacted AUM.

As of March 2025, total transacted AUM for the year reached $94.7 billion—a 44% decline from the same period in 2024.  The average AUM per transaction during the first eleven months of 2024 was $1.3 billion, a 60% decline from the prior year.  Notably, this decrease does not reflect LPL’s acquisition of Commonwealth, representing $285 billion AUM transacted, as we exclude independent broker-dealer transactions from our analysis.  Including this transaction would imply a significantly higher total AUM transacted and average deal size compared to Q1 2024.

RIAs partnering with private equity firms have contributed to the increase in deal size in recent years.

RIAs partnering with private equity firms have contributed to the increase in deal size in recent years.  According to Fidelity’s March 2025 Wealth Management M&A Transaction Report, private equity backing was involved in all but one of the M&A transactions reported in March, and about 99% of AUM transacted.

The prevalence of serial acquirers and aggregators has continued in the RIA M&A market.  In recent years, the professionalization of the buyer market and the entrance of outside capital have driven demand and increased competition for deals.  Serial acquirers and aggregators have increasingly contributed to deal volume, supported by dedicated deal teams and access to capital.  Such firms accounted for approximately 83% of transactions in Q1 2025 and about 91% of purchased assets.  Focus Financial Partners, Mariner Wealth Advisors, and Waverly Advisors all completed multiple deals in the first quarter of 2025.

Both buy-side and sell-side factors have fueled the surge in M&A among RIAs.  Factors affecting deal activity include:

Factors Affecting Willingness to Buy

• A reduced interest rate environment has reduced borrowing costs for acquirers
• Dwindling organic growth has led larger RIAs to seek growth through acquisitions
• Synergistic growth and savings provide the opportunity for acquirers to get more “bang for their buck”—that is, acquire a company at a price reflecting X earnings, though earnings of the acquired company increase due to synergies immediately following the transaction

Factors Affecting Willingness to Sell

• Sellers have sought partnerships with larger companies that offer more effective software and distribution capabilities and contribute to organic growth
• Increased valuations in the public markets, along with eye-popping (at first glance) headline multiples in recent private transactions
• For a lack of a better succession plan, external sales may be an attractive option

Deal activity has been supported by the supply side of the M&A equation, as the impetus to sell is often based on more than market timing.  Sellers often look to solve succession issues, improve quality of life, and access organic growth strategies.  Such deal rationales are not sensitive to the market environment and will likely continue to fuel the M&A pipeline even during market downturns.

Another potential catalyst for M&A activity is the Federal Reserve’s decision to cut interest rates.   The Fed implemented 100bps of rate cuts in Q4 2024.  This marked a shift after two and a half years of rate increases, which contributed to a slowdown in deal volume during that period.  With expectations of further rate cuts ahead, cheaper capital would likely encourage more deal activity in the RIA M&A market.  As capital becomes more accessible and consolidation trends continue, the RIA market could experience renewed momentum.

What Does This Mean for Your RIA?

For RIAs Planning to Grow Through Strategic Acquisitions

Pricing for RIAs has trended upwards in recent years, leaving you more exposed to underperformance.  Structural developments in the industry and the proliferation of capital availability and acquirer models will likely continue to support higher multiples than the industry has seen in the past.

A long-term investment horizon is the greatest hedge against valuation risks.

That said, a long-term investment horizon is the greatest hedge against valuation risks.  Short-term volatility aside, RIAs continue to be the ultimate growth and yield strategy for strategic buyers looking to grow their practice or investors capable of long-term holding periods.  RIAs will likely continue to benefit from higher profitability and growth than their broker-dealer counterparts and other diversified financial institutions.

For RIAs Considering Internal Transactions

We’re often engaged to address valuation issues in internal transaction scenarios, where valuation considerations are top of mind.  Internal transactions don’t occur in a vacuum, and the same factors driving consolidation and M&A activity have also influenced valuations in internal transactions.  As valuations have increased, financing in internal transactions has become a crucial secondary consideration where buyers (usually next-gen management) lack the ability or willingness to purchase a substantial portion of the business outright.

As the RIA industry has grown, so too has the number of external capital providers who will finance internal transactions.  A seller-financed note has traditionally been one of the primary ways to transition ownership to the next generation of owners (and, in some instances, may still be the best option).  Still, increasing bank financing and other external capital options can provide selling partners with more immediate liquidity and potentially offer the next-gen cheaper financing costs.

For RIAs Considering Selling

Whatever the market conditions are when you go to sell, it is essential to have a clear vision of your firm, its value, and what kind of partner you want before you go to market.  As the RIA industry has grown, a broad spectrum of buyer profiles has emerged to accommodate different seller motivations and allow for varying levels of autonomy post-transaction.  A strategic buyer will likely be interested in acquiring a controlling position in your firm and integrating a significant portion of the business to create scale.

At the other end of the spectrum, a sale to a patient capital provider can allow your firm to retain its independence and continue operating with minimal outside interference.  Given the wide range of buyer models, picking the right buyer type to align with your goals and motivations is a critical decision that can significantly impact personal and career satisfaction after the transaction closes.

About Mercer Capital

We are a valuation firm that is organized according to industry specialization.  Our Investment Management Team provides valuation, transaction, litigation, and consulting services to a client base consisting of asset managers, wealth managers, independent trust companies, broker-dealers, PE firms and alternative managers, and related investment consultancies.