In today's episode, “Buying a Book of Business”, we’re shifting the spotlight to a side of

succession planning we haven’t fully unpacked yet: what it takes to become the buyer.

Over the past few episodes, we’ve spent time examining the sell-side—preparing for

unexpected health events, ensuring continuity, and finding ways to strengthen the

long-term value of a practice. But acquiring a book comes with its own set of challenges,

opportunities, and blind spots. And for many advisors, knowing how to approach a

purchase can be just as important as knowing how to eventually transition out of one.

Today we’re tackling key questions like: Where do you uncover real opportunities to

purchase a book of business? What groundwork should you lay before making an oƯer?

How do you determine a fair price? And what exactly should you be assessing before you

commit?

Providing us with real-world insights is someone who’s lived the buying process more than

most advisors will in an entire career. Before turning 40, Kelsie Lenton, a successful

advisor based in Saskatoon, purchased three separate books of business—each

dramatically accelerating the growth of her practice. She even chose to walk away from a

fourth opportunity after recognizing warning signs around fit and values.

Through these experiences, Kelsie has gained deep insight into what makes an acquisition

worthwhile, what makes it risky, and what makes it transformative.

So, let’s get into it. Here’s “Buying a Book of Business” with Kelsie Lenton.