2026 Planning: Stop Being a Producer and Start Building a Business

Happy New Year.

The start of a new year is always a natural time to reflect. What worked? What didn’t? Did you hit your personal and professional goals — or simply stay busy?

As you evaluate your business coming out of 2025 and look ahead to 2026, there is one decision that matters more than almost any other:

Are you a producer who happens to own a business — or a business owner who provides financial planning services?

That distinction is not philosophical. It’s financial.

The Valuation Gap Most Advisors Ignore

Producers who own a business typically sell for:

• 3–4x trailing 12 months revenue for their firm, and
• Often 1x revenue for annuity and insurance business

True business owners sell for:

• 8–15x revenue on fee-based business, and
• 8–15x revenue on annuity business as well

Same industry. Same clients. Radically different outcomes.

In 2026, you get to choose which side of that equation you’re on.

Becoming a Business Owner Requires a Different Investment

Most advisors invest heavily in becoming better producers. Sales training. Product training. Conferences.

All of that makes you a better advisor.

It does not make you a better business owner.

Strong owners invest in themselves differently.

What Real Business Owners Do Differently

Business owners:

• Know their numbers — marketing spend, production metrics, margins, and P&Ls
• Hire strategic coaches who teach ownership, not just sales
• Build processes and procedures that allow the firm to grow beyond themselves
• Design teams intentionally, with clear roles and accountability
• Have a succession plan
• Have a business plan
• Set clear, measurable goals — and track them

Most importantly, their firms can operate without them being involved in every decision, every client, and every sale.

This Is the Year to Decide

If your firm cannot grow without you producing more, it’s not a business — it’s a job with overhead.

If your firm has systems, structure, leadership, and scalability, it’s an asset.

2026 is your opportunity to decide which one you’re building.

So ask yourself honestly:

• Do you have the numbers?
• Do you have the processes?
• Do you have the plan?

And if not — are you ready to start acting like an owner?