Episode 251: The Real Work Behind a Mutual Fund to ETF Conversion

One wrong portfolio choice can turn a tax-saving strategy into a taxable mistake. Here’s how to prevent it. In this episode of The Registered Investment Advisor Podcast, host Seth Greene interviews experienced entrepreneur and investor Jason Marcus, who discusses the realities of building, funding, and scaling companies in today’s capital environment. This conversation explains the difference between fast money and smart money, emphasizing why alignment between founders and investors is essential and why disciplined decision-making is more important than market timing. For RIAs advising entrepreneurial clients or investing alongside them, it offers practical insights on navigating volatility and minimizing downside risk. Key Takeaways: → Not all funding is created equal. Strategic investors who bring experience, relationships, and discipline can be far more valuable than simply the highest valuation offer. → Clear expectations between founders and investors, especially around time horizons and exit strategy, can prevent costly misalignment later. → Entrepreneurs often underestimate how long it takes to achieve liquidity. Building financial buffers and exit optionality protects both business and family stability. → Markets fluctuate, industries trend, but disciplined underwriting and thoughtful scaling remain constant drivers of long-term success. → RIAs can add significant value by helping founders think holistically about personal wealth planning, tax strategy, and diversification beyond their primary business asset. Jason Marcus serves as Chief Operating Officer and Chief Compliance Officer at Scharf Investments, where he recently helped lead one of the largest active mutual fund-to-ETF conversions of the year. Blending executive leadership with deep operational expertise, he oversees firm operations, compliance, and strategic execution during pivotal moments of growth and change. Prior to joining Scharf in 2010, Jason spent eight years at Fairholme Capital Management in multiple operational roles during a period of rapid asset expansion, gaining firsthand insight into how structure, scale, and disciplined execution create the foundation for long-term investment success. Connect With Jason: Website: https://scharfinvestments.com/ LinkedIn: https://www.linkedin.com/company/scharfinvestments/