Beyond Transactions: 7 Talks That Build Real Client Loyalty
Clients don’t always know what to ask, but you do. As advisors, we know that the right question at the right moment can shift an entire relationship. Still, even the most seasoned professionals can appreciate a tool that helps spark those deeper, trust-building conversations. This month, we’re sharing a visual guide designed for exactly that.
This simple yet powerful infographic outlines seven stages most clients go through during their wealth management journey—from defining their family’s philosophy of wealth to preparing for the inevitable transition of wealth. Think of it as a conversation map. One that helps uncover opportunities, gaps, and goals that might otherwise go unspoken.
Here’s a quick look at how some advisors are already putting it to work:
Philosophy of Wealth: Ask: “What does success look like for your family two generations from now?” This question often uncovers more than just financial goals—it opens the door to legacy intentions, family values, and sometimes, quiet concerns about the next generation.
Reducing Estate Taxes: One advisor used the infographic when a client was preparing for a major liquidity event. Just walking through these stages revealed a trust strategy that saved the client millions in potential estate taxes before the deal was even signed.
Changing of the Guard: A long-time client recently asked, “How do I make sure my kids are prepared to inherit, not just receive?” - That one concern prompted a restructuring of her trust, which gave her more control and peace of mind, ensuring her intentions would live on with clarity.
Protecting from Divorce or Creditors: Try framing it like this: “What happens if your child marries the wrong person—and then they split?”
Most clients haven’t considered how vulnerable an unprotected inheritance can be. This conversation often leads to powerful shifts in planning and protection strategies.
Whether you're building new relationships or strengthening existing ones, these seven stages are designed to enhance how you guide clients through life’s most important wealth decisions.
If you’d like to walk through the stages together — or explore how our trustee services fit into the broader picture — I’d be happy to connect to help your clients move from uncertainty to clarity, and from questions to confident action.
Disclosures Please be advised that nothing in this newsletter may be interpreted as legal advice specific to any one individual or situation. For specific recommendations that pertain to you, it’s best to consult with a legal advisor.
