WA MAGAZINE JanFeb PDF A - Flipbook - Page 31
TRUST-FRIENDLY
the familiar entropic pull of the nextgeneration heirs eager to work with
somebody new.
That’s a retention story. But now that
so many advisors advertise their abilities
to work with generational wealth, it’s
also a prospecting story.
No top-tier client wants to feel like
they’re getting only limited short-term
guidance. If you don’t tell them you offer
something more expansive, they’ll be
open to overtures from a rival who does.
Our opinion is obvious: if you do it to
keep your best accounts, make sure you
communicate that capability to prospects.
The Advisor Stays in
the Estate Plan
Dynastic perspectives are finally getting headway in an
industry that once surrendered the assets every time a
client died. But how does your approach stack up?
A
generation ago, the question of whether wealth
managers and trust officers
could cooperate on behalf
of affluent families was as
rhetorical as anything in Shakespeare:
the answer was
