Episode 382: Building Enterprise Value Through Fee-Based Transitions with David Lau

From chief marketing officer at the first internet bank to building the leading annuity platform for RIAs, David Lau shares proven strategies for raising capital, navigating public company challenges, and why converting commission-based revenue to fee-based can multiply your exit value by five times.

In this episode of the DealQuest Podcast, host Corey Kupfer sits down with David Lau, founder and CEO of DPL Financial Partners, who has raised over $500 million across multiple ventures and built DPL into a platform serving more than 10,000 advisors at over 3,500 RIA firms.

WHAT YOU'LL LEARN:

In this episode, you'll discover why organic growth matters far more than market growth when acquirers evaluate your business, how converting commission-based annuity business to fee-based can multiply both your revenue and your exit multiple, the real tradeoffs of taking institutional capital and signing up for aggressive growth, the critical difference between venture capitalist optimism and private equity scrutiny, and how recognizing when your business has "run its course" can open the door to building something bigger.

DAVID'S JOURNEY:

David's career began as chief marketing officer of Telebank, the first internet bank, where he helped raise over $500 million. When preparing to go public, the stock jumped from $17 to $150 in weeks before Goldman Sachs stabilized pricing at $105. He later built Jefferson National, an insurance carrier he sold to Nationwide. That experience taught him the valuable part was distribution, not the capital-intensive balance sheet, leading directly to founding DPL in 2018.

KEY INSIGHTS:

A billionaire David met admitted he "mistook a bull market for brilliance." Acquirers only pay premium multiples for organic growth. If you did nothing different over the last decade as an RIA, you're making twice as much just from market performance. Buyers know this.

Converting from commission to fee-based transforms exit potential with three times the revenue and five times the multiple, while expanding your buyer pool. DPL's technology reviews 2,500 policies per hour, and a significant portion of DPL's $4 billion in annuity sales were M&A related.

When launching DPL, David planned to bootstrap until meeting Todd Boehly. Taking institutional capital means signing up for aggressive growth where some team members won't make it to the next stage. Venture capitalists are optimists who see your vision. Private equity investors see everything that can go wrong.

Perfect for RIA owners considering M&A, hybrid advisors evaluating fee-based transitions, and entrepreneurs weighing capital raising decisions.

FOR MORE ON THIS EPISODE: https://www.coreykupfer.com/blog/davidlau

FOR MORE ON DAVID LAU: https://www.dplfp.com https://www.linkedin.com/in/david-lau-b6449b7/ https://x.com/dpl_fp

FOR MORE ON COREY KUPFER: https://www.linkedin.com/in/coreykupfer/ https://www.coreykupfer.com/

Corey Kupfer is an expert strategist, negotiator, and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author, and professional speaker. He is deeply passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast.

Get deal-ready with the DealQuest Podcast with Corey Kupfer, where like-minded entrepreneurs and business leaders converge, share insights and challenges, and success stories. Equip yourself with the tools, resources, and support necessary to navigate the complex yet rewarding world of dealmaking. Dive into the world of deal-driven growth today!

Episode Highlights with Timestamps

[00:00] - Introduction: David Lau's journey to building DPL Financial Partners
[04:00] - Capital raising at Telebank: $500 million raised, stock jumping from $17 to $150
[08:00] - The tradeoffs of taking institutional capital and signing up for aggressive growth
[12:00] - Venture capitalists as optimists versus private equity investors who see downside
[16:00] - Why choosing the right capital partners matters more than just getting funded
[20:00] - How DPL solved the RIA insurance problem with commission-free products
[24:00] - Converting to fee-based: Three times the revenue and five times the multiple
[28:00] - Why organic growth matters more than market growth in valuations
[33:00] - The future of RIA consolidation and when to sell a business
[40:00] - Freedom: Working with Russian defectors and gaining perspective

Guest Bio

David Lau is founder and CEO of DPL Financial Partners, the leading annuity platform for RIAs. Since 2018, DPL has worked with 20 insurance carriers and built an advisor base of more than 10,000 advisors from over 3,500 RIA firms. Before founding DPL, David was COO of Jefferson National, which he helped build and sell to Nationwide. Earlier, he served as chief marketing officer at Telebank, the first internet bank, where he helped raise over $500 million. His work has been covered in The Wall Street Journal, The New York Times, Barron's, and CNBC. DPL is backed by Todd Boehly's Eldridge and Bob Diamond's Atlas Merchant Capital.

Host Bio

Corey Kupfer is an expert strategist, negotiator, and dealmaker with more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author, and professional speaker deeply passionate about deal-driven growth. He is the creator and host of the DealQuest Podcast.

Show Description

Do you want your business to grow faster? The DealQuest Podcast with Corey Kupfer reveals how successful entrepreneurs and business leaders use strategic deals to accelerate growth. From large mergers and acquisitions to capital raising, joint ventures, strategic alliances, real estate deals, and more, this show discusses the full spectrum of deal-driven growth strategies. Get the confidence to pursue deals that will help your company scale faster.

Related Episodes

Episode 350 - When NOT to Take Venture Capital with Tom Dillon: Explore alternative funding sources when traditional VC doesn't fit your exit strategy.

Episode 339 - Next-Gen Leadership and M&A: Why G2 Matters: Understand why developing Generation 2 leadership commands premium valuations.

Episode 209 - M&A Talk with Leading RIA Aggregators and Integrators: Bob Oros of Hightower Advisors: Explore what aggregators look for in acquisition targets.

Social Media

Follow DealQuest Podcast:
LinkedIn: https://www.linkedin.com/in/coreykupfer/
Website: https://www.coreykupfer.com/

Follow David Lau:
LinkedIn: https://www.linkedin.com/in/david-lau-b6449b7/
Company: https://www.dplfp.com
Twitter/X: https://x.com/dpl_fp

Keywords/Tags

s RIA M&A, capital raising, fee-based revenue, commission-free annuities, DPL Financial Partners, organic growth, enterprise value, hybrid advisor transition, RIA consolidation, private equity, venture capital, going public, IPO, exit strategy, insurance for RIAs, annuity platform, wealth management M&A, financial services, startup funding, institutional capital, valuation multiples, deal structures, business growth strategies, dealmaking