Why DealQuest's Corey Kupfer Getting Featured in Financial Advisor IQ Matters

When Corey Kupfer opens every episode of the DealQuest Podcast by talking about deal-driven growth, he's not just speaking from theoretical knowledge. As a practicing attorney with over 35 years of deal-making experience, he lives and breathes the M&A world every day. So when Financial Advisor IQ featured his expertise in their recent article "Who Owns Your Client Data? A Hidden Factor in RIA Valuations," it underscored something our podcast listeners already know: Corey is a trusted voice in the deal-making community.

The article highlights a critical issue that many RIA owners overlook when preparing for a sale: data ownership. As the piece notes, "Owners of registered investment advisors preparing for a sale may be overlooking a crucial detail: who controls their client data." This isn't just a technical concern, it's become what the article calls "a decisive factor that can swing valuations and even determine whether a transaction proceeds."

DATA OWNERSHIP IS THE NEW DEAL CURRENCY

The Financial Advisor article features Corey alongside Robb Baldwin, founder of custodian TradePMR, discussing how data ownership has evolved from an afterthought to a primary valuation driver. Baldwin notes that "data ownership is still somewhat of a new concept for RIAs," particularly for advisors who began their careers at wirehouses where data ownership was tied to the firm.

This insight connects perfectly with themes we've explored throughout the DealQuest Podcast. Just as our franchise expert guests like Greg Mohr have discussed how understanding operational details can make or break a franchise investment, understanding data ownership can make or break an RIA sale. The parallels are striking: in both cases, what seems like a technical detail can determine whether a deal moves forward or dies on the table.

CREATIVE DEAL STRUCTURE MEETS HARD REALITY

One of the most compelling quotes in the Financial Advisor article comes directly from Corey: "The only way to confirm if an advisor truly owns their client data is to tackle it head-on during the negotiation process. Be up front with what you are looking for: structured, portable and accessible data. If a custodian or third-party vendor is not willing to incorporate that into an agreement, I would begin to second guess who my firm is doing business with."

This approach reflects the same pragmatic deal-making philosophy that Corey brings to every DealQuest episode. Whether we're discussing M&A trends with industry experts like John Martinka or exploring exit planning strategies with guests like Pete Mohr, the underlying principle remains consistent: successful deals require confronting difficult questions early and directly.

THE MULTIPLES TELL THE STORY

Perhaps the most striking data point in the Financial Advisor article comes from Kyle Wiggs, chief executive officer of TAMP provider UX Wealth, who reports seeing "six to eight times revenue when that data history is there" compared to standard multiples. This mirrors conversations we've had on DealQuest about how certain operational advantages can dramatically impact valuations.

This connects to insights from our episode with franchise experts, where we discussed how operational efficiency and systems can command premium multiples. The principle is universal: businesses that can deliver clean, portable, and accessible assets whether that's data, systems, or processes command higher valuations because they reduce buyer risk.

MARKET CONSOLIDATION DRIVES URGENCY

The Financial Advisor piece also touches on broader market trends that DealQuest listeners will recognize from our recent solo episodes about M&A outlook for 2025. The article mentions the "proliferation of machine learning solutions across RIAs that are being consolidated," noting how technology is increasing the value of client data as an enterprise asset.

Christian Davis from consultancy JMAN Group observes in the article that "the goalposts are moving a little bit, particularly with data and AI at various stages for the whole period, both to create value during that hold or present value at the end." This aligns with our discussions about how technological changes are reshaping deal structures across industries.

POSITIONING FOR PREMIUM EXITS

The article concludes with advice that could have come straight from a DealQuest episode: RIAs that can "structure and can port their data on day one can command higher multiples and smoother deal processes." This echoes themes we've explored with exit planning experts about how preparing your business for sale long before you're ready to sell can dramatically impact your eventual outcome.

As Corey notes in the piece, whether you're "a two-man shop or a $2 billion firm, you need a data strategy built to evolve." This perspective reflects the same growth mindset that drives every DealQuest conversation: successful business owners think strategically about building value, not just managing operations.

WHY THIS MATTERS TO EVERY BUSINESS OWNER

While the Financial Advisor article focuses specifically on RIA valuations, the underlying principles apply to any service business with client relationships and data assets. The questions about data ownership, portability, and accessibility that are now critical for RIA sales will likely become equally important in other professional services industries.

This is why features like this matter for the DealQuest community. When respected industry publications seek out Corey's perspective, it validates the expertise and insights that our listeners access every week. More importantly, it demonstrates that the deal-making principles we explore on the podcast have real-world applications that are shaping transactions across multiple industries.

The Financial Advisor feature also reinforces something we've discussed with guests about the importance of working with experienced deal professionals who understand not just the legal mechanics of transactions, but the evolving market dynamics that can impact valuations. As the RIA space continues to consolidate and technology reshapes how businesses operate, having advisors who stay current with these trends becomes increasingly valuable.

For DealQuest listeners, this feature serves as another reminder that the principles we discuss every week aren't theoretical concepts, they're active factors in real deals happening right now. Whether you're planning an exit, considering an acquisition, or just building a more valuable business, the expertise and insights shared on our podcast can help you navigate these evolving landscapes successfully.