Step 1
“High-touch” means something different at every firm.
So ask what it means here. Who leads relationships? Who covers absences? How are meetings scheduled, and how are time-sensitive decisions handled? Ask for examples of the process, without asking for confidential client information.
Your clients will never see the presentation. They will experience the Tuesday-afternoon phone call.
Describe the situations that come up in your practice: a retirement income decision, a business sale, an inheritance, coordinating with a CPA or attorney. Ask who would take responsibility for each one, and what falls outside their scope.
Step 2
Ask for proof, not promises.
| Question | Evidence to request | Follow-up |
|---|---|---|
| Who serves the clients? | Named roles and coverage arrangements | What happens if the lead advisor leaves? |
| How will service change? | A service calendar and fee explanation | Which current commitments would stop? |
| Can you absorb the work? | An onboarding plan with responsibilities | Where is your capacity limit? |
| How would a deal be funded? | A clear funding process and conditions | Who can make a binding commitment? |
| What is your own continuity plan? | An explanation of documented coverage | How is it tested and updated? |
Answers that should make you pause
- “We’ll figure that out after closing.”
- Lots about culture and values, nothing about process.
- No named person who would actually serve your clients.
- No continuity plan of their own.
A firm may legitimately need diligence before giving you a detailed proposal. That is different from claims made without evidence. Keep a written list of what has been confirmed and what is still open.
Step 3
What would your clients actually notice?
Compare investment implementation, custody, technology access, service availability, fees and planning scope. Some differences can be handled with explanation and preparation. Others may make a successor the wrong fit for particular households.
Use your firm’s approved systems to review client circumstances and service needs. Keep the worksheet below focused on the candidate’s operating model; it is not a place for account details or client records.
Bring this to every interview
Six things a successor should be able to answer.
Successor interview worksheet
Check what you have prepared. Add practice-level notes only; do not enter client names or confidential information. Nothing is sent or saved. Reloading clears your answers.
Step 4
Your clients still get a vote.
Your confidence in a successor does not make the decision for your clients. Leave room for their questions, meetings and individual concerns. A transition is not certain just because the seller and buyer agree.
FINRA’s guidance expressly notes customer choice in brokerage succession. The practical lesson for this worksheet is to plan for client questions and alternatives rather than assume agreement.
Questions about buyer fit
Should I choose the highest offer?
Evaluate the payment conditions, client implications, required work, and execution feasibility alongside the price. A larger maximum payment can carry different risks and duties.
What if the successor’s investment approach differs?
Ask how differences would be assessed and explained, including potential implementation consequences. Do not promise that portfolios will remain unchanged unless that has been established.
Can I use this worksheet with Morrowgate?
Yes. Use the same questions, request concrete answers, and distinguish what is established from what still requires diligence or approval.
Sources & scope
Morrowgate Private Wealth · October 23, 2026. These resources provide background; they do not endorse Morrowgate or establish the terms of any arrangement.
Worksheets, examples, and discussion prompts are educational preparation aids. Apply the requirements relevant to your business model with your firm and independent advisers.
Considering Morrowgate?
Put us through the same questions.
Use this worksheet with Morrowgate exactly as you would with anyone else. Ask for concrete answers, and we will separate what is established from what still needs diligence or approval. No client records needed.
Interview Morrowgate →Published by Morrowgate Private Wealth. Editorial standards. Educational preparation, not an appraisal or transaction advice.