To Build an OSJ or Not to Build: The Mistake Costing You Your Multiple

Advisor Talk with Frank LaRosa · Jul 9, 2026 · 19m

Building an OSJ sounds like the obvious move if you want a bigger valuation. Frank LaRosa says that logic is exactly what's costing advisors their multiple.

Frank and Stacey open with a question most advisors never actually ask themselves before recruiting other advisors into their practice. What is your unique ability and is managing people part of it?

Frank shares a story from a coaching client who built out an OSJ, then found himself spending his day solving other people's problems instead of doing the work that made him successful in the first place. That shift from servicing clients to…