In today’s episode, we explore one of the fastest-growing paths to scale for Canadian financial advisors: acquiring the practices of retiring advisors. While most advisors have traditionally grown one client at a time, the wave of upcoming retirements presents a powerful opportunity—but also new challenges around valuation, cash flow, and financing. My guest, Tom de Larzac of Care Lending Group, specializes in helping advisors navigate this transition. Drawing on deep experience in cash‑flow‑based lending, valuations, and acquisition strategy, Tom shares how advisors can use tailored financing solutions to grow sustainably and build long‑term enterprise value.

For many advisors, growth is usually through one path: gathering assets one client at a time. But increasingly, the fastest—and often smartest—path to scale is through acquisition: buying retiring advisors’ practices. As many advisors across Canada are on the verge of retirement, if you’re looking to grow your business, this is a great time to take advantage of this opportunity.

Advisors weren’t trained to think like buyers. Acquisitions raise real questions—about valuation, cash flow, risk, and financing. So how do you go down this path?

My guest today, Tom de Larzac, helps advisors every day make thai happen. He’s worked across the financial industry focusing on cash-flow-based lending for specialty businesses, with deep experience in valuations, acquisitions, and growth financing. He’s worked with business owners and brands across multiple industries, helping them think strategically about capital—not just as funding, but as a tool for long-term growth.

Tom is part of Care Lending Group, a privately held Canadian financing firm that specializes in tailored lending solutions for niche industries—including wealth management. Within their advisory division, Care Lending Group works closely with independent advisors to support acquisition, succession, and enterprise-value growth strategies.

With an initial portfolio exceeding $350 million and a growing national client base, Care Lending Group is known for combining deep industry expertise with a relationship-driven approach. Unlike traditional lenders, CLG focuses on understanding each client’s unique business model and delivering customized financing solutions that align with long-term goals, not one-size-fits-all lending.

Care Lending Group has become a partner with Investment Planning Counsel to help advisors in the IPC Pinnacle program grow their business through acquisitions as advisors across Canada continue to retire.

Learn more about Care Lending Group at https://carelendinggroup.com/

Pick up a copy of Chris Reynolds’s new book, “The Six Circle Strategy: The Entrepreneur’s Journey to Wealth and Freedom,” at http://chrissreynolds.ca

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Chris

EP 102 - Buying and Selling Financial Advisory Businesses with Tom de Larzac from Care Lending Group

Buying and Selling Financial Advisory Businesses with Tom de Larzac from Care Lending Group

Grab a virtual coffee with Chris