🎙️ The Breakaway Briefing: Episode Summary
In this episode, Roger Gershman tackles the common industry perception that financial advisors who leave large wirehouses do so primarily for a large transition bonus (the "check").
Roger Gershman strongly argues that this perception is false. While the large compensation package is a significant factor, it is rarely the primary reason for a move, especially for advisors who have been at their firm for a decade or more.
Not About the Money Alone: If the compensation were the sole driving factor, far more advisors would move. The decision to leave a firm is highly disruptive to the advisor, their team, and their clients, making it a very difficult decision to undertake lightly.
A Better Client Future: The central motivation for most departing advisors is the belief that the move is in the better interest of their clients. This might involve finding a platform that offers better service, superior technology, or a structure that allows for deeper client relationships.
The Tipping Point: The transition check is seen as a crucial accelerant—it helps push the advisor over the edge to make a difficult decision that they already believe is beneficial for their clients and their business.
The core drivers of attrition from large wirehouses are related to control, client focus, and corporate bureaucracy:
Overwhelming Compliance and Control: Advisors are deeply frustrated by the compliance and operational oversight that restricts their ability to serve clients efficiently. This includes lengthy, weeks-long approval processes for simple client events or marketing materials, and strict corporate scrutiny of communication (even on personal devices).
Lack of Flexibility and Autonomy: Top producers are entrepreneurs who feel stifled by being treated as W-2 employees subject to "lowest common denominator" rules. They seek the freedom and flexibility to grow their business and serve clients as they see fit.
Proprietary Product Pressure: Advisors want to act as true fiduciaries. They are wary of firms trying to influence their behavior or push them to use "sticky products" that may not be in the client's best interest.
Wirehouse Reaction: Wirehouses are now attempting to counter this movement by making positive changes to compensation (like reducing deferred compensation) to slow attrition, acknowledging the existential threat posed by the independent movement.
Value Proposition of Independence: The independent model (like supported independence) offers advisors:
Significantly higher payouts and business margins (often 60%–70%+).
The ability to build equity in their practice, which can be sold at much higher multiples (4x to 5x+ revenue) than a traditional wirehouse succession or transition deal.
Tax-advantaged 1099 business owner income.
