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V O L . X X X I I N O. I I JA N UA R Y 2 6 , 2 0 2 6 20 W E A LT H M A N A G E M E N T / R E T I R E M E N T F O C U S have increased about 20%. e Zinns are part-owners of an independent broker/ dealer in St. Louis called &Partners. e firm sponsors events such as the Sugarloaf Charity Summit but otherwise doesn't do any marketing. Many clients come from multi-generational referrals. Bringing in another advisor is in the game plan, as part of the firm's longer- term vision. e Zinns keep a low client-to- advisor ratio, allowing them to provide customized service. e firm services about 180 families, most based in Maine or having a Maine connection. It also works with corporate retirement plans in Maine and around New England. "We believe that one advisor really cannot or should not have more than 100 or so relationships," says the elder Zinn. "It is not uncommon for some advisors to have 300 or 400 clients, of all different shapes and sizes. We feel that's not a good service model." He continues, "We run a business that is more like concierge medical service. When we book an appointment with a client, we book the whole morn- ing or afternoon." "at service model is important," says Zinn III. "In a fast-growing tech age, clients are used to being able to get information quickly. ey expect us to get back to them in a timely man- ner. And they want us to have the right answers in a world where you and go online and might get five different answers. ere's a lot of confusion. ey depend on us to be the expert." Advice for advisors In 2024, Steven Tenney started Grandview & Co., a coaching and con- sulting business for leaders in the inde- pendent wealth management sector Tenney has worked in wealth man- agement for more than three decades. He spent 26 years at PaineWebber and UBS, where he worked closely with business owner clients. In 2019, he co-founded Great Diamond Partners. By 2024, it had grown from $500 million in assets to about $650 million, with a third less staff than typically required. "We did this by working smarter, not harder, leveraging the right systems and entrepreneurial frameworks," he says. Looking to share insights as a con- sultant, he started Grandview, initially focusing on independent wealth man- agement firms and advisor teams who want to become independent. at has evolved to a sole focus on existing firms. Tenney addresses three broad topics — succession planning, margin expansion and sustainable growth. From his office at the Pineland Farms business campus in New Gloucester, Tenney works with about 10 clients across the U.S., connected mainly via referrals, LinkedIn and conferences. "I've worked hard at building my national network of other trusted pro- fessionals," he says. Client firms range from $100 mil- lion to $800 million; Tenney expects the higher end to expand pretty rapidly, with a target market up to $3 billion. He recently released a book, "RIA [registered investment advisor] Succession Alpha: Lead the Change. Capture the Value. Live the Life," a guide to maximizing a wealth management firm's value while simultaneously building a resilient and growing business. "ere's a tremendous need for suc- cession planning in the RIA industry," he says. An estimated 37% of advisors "are going to retire in the next 10 years and they control 41% of investors' assets." At the same time, there are two fundamental challenges at work, he says. First, there aren't enough next-gen advi- sors to take over. Second, elevated valu- ations, largely due to industry consolida- tion, make buying a firm a meaningful financial burden, he says. » C O N T I N U E D F RO M P R E V I O U S PA G E MEREDA's 2026 Forecast Conference Thursday, February 26 • Holiday Inn By the Bay, Portland GOLD SPONSORS: Register today: MEREDA.org (207) 874-0801 • 900+ Attendees • Meaningful Networking with Industry Leaders • Continuing Education Credits • 60+ Showcase Exhibits with Member Organizations (Sold Out) REGISTRATION IS OPEN NOW Expert insights. Expert analysis. Expert outlooks. Mainebiz highlights the innovation happening all over Maine. I constantly find new companies to be inspired by, and I love seeing fellow Maine businesses growing and thriving. — Becky McKinnell Founder & CEO, iBec Creative and Wildwood Oyster Co. 78% of Mainebiz readers spend 15 minutes or more reading each issue 77% of Mainebiz subscribers are the #1 decision-makers at their business. INFORM. ENGAGE. CONNECT. ENGAGED AUDIENCE FOR ADVER TI S I NG OPPOR TU NI TI ES, EM AI L ADVERTISING@MAINEBIZ.BIZ 82% of Mainebiz readers are college graduates STATEWIDE, SUBSCRIPTION-BASED BUSINESS PUBLICATION IN MAINE. WE ARE THE ONLY AUDITED, Things are changing more rapidly than ever. What worked yesterday will not necessarily work tomorrow. — Steven Tenney Grandview & Co. P H O T O / C O U R T E S Y G R A N DV I E W & C O.

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