Strategy Tools

How Much of Your Book Walks at the Next Transfer?

Map your assets by client age and by how well you know the heirs. See how much is likely to leave when it passes to the next generation, and what knowing the heirs is worth.

Your Book

Rough numbers are fine. Use your CRM or custodian report if you have it handy.

Assets and Fees

Total managed assets

Average feeRevenue ÷ managed assets

Share of Assets by Primary Client Age

Under 60

60–69

70–79

80 and older

The Heirs Behind Your 70+ Households

For the assets held by clients 70 and older, how well do you know who inherits them? Then estimate how much of each group would stay with you when the assets pass. The estimates are starting points — change them to match your own experience.

Relationship with the heirs	Share of 70+ assets	Your estimate: share that stays
Heirs are already your clients	%	%
Heirs have met you	%	%
You know who they are, but haven’t met	%	%
You don’t know who the heirs areWhatever is left	—	%

Assets With Clients 70+

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Assets Likely to Walk at Transfer

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Your Next-Gen Report

Where your 70+ assets sit, how much each group is likely to keep, and what meeting the heirs is worth.

Your Book by Client Age

The 70+ Assets, by Heir Relationship

Relationship with the heirs	Assets	Likely to stay	Likely to walk

What Meeting the Heirs Is Worth

If every heir you haven't met moved up to "has met you."

Assets likely to walk today
Assets likely to walk if you met them all
Assets kept
Annual revenue keptAt your average fee
Illustrative practice value keptRevenue kept at the recurring multiple used in the Practice Value Estimator

Illustrative. The share that stays in each group is your estimate, not a prediction, and this tool does not model market growth, spending or timing. Use it to decide where to spend family-meeting time first.

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See where your 70+ assets sit, how much each group is likely to keep, and what meeting the heirs is worth.

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Reading Your Next-Gen Asset Gap

Assets held by older clients will change hands, usually to a surviving spouse first and then to children or other heirs. Whether those assets stay with your firm depends largely on whether the people inheriting them know you. This tool maps your book by client age and by heir relationship to show how much is exposed.

Age Tells You When, Relationships Tell You Whether

The share of assets held by clients in their seventies and eighties tells you roughly when transfers are likely to happen. The heir relationship tells you whether the assets are likely to stay. Both matter, but only the relationship is something you can change, and it takes years rather than weeks to build.

The Estimates Are Yours on Purpose

How much stays when assets pass varies with the family, the firm and the advisor. The tool asks for your own estimate for each group so the answer reflects your experience. If you are unsure, look back at the last few households you served through a death or inheritance and count what stayed.

A Family Meeting Is Not a Portfolio Review

Heirs who are invited to a review meeting often sit through a conversation about someone else's money. A meeting built for them, about how the family plan works, what happens when, and who to call, gives them a reason to know you. Start with the oldest households, where the time to build that relationship is shortest.

Common questions

What happens to an advisor's assets when clients pass away?

When a client dies, assets typically pass to a surviving spouse, children or other beneficiaries. Each heir decides whether to keep working with the client's advisor. Heirs who have no relationship with the advisor are more likely to move the assets to their own advisor or manage them differently.

How can financial advisors build relationships with clients' heirs?

Common approaches include holding family meetings with adult children present, explaining the family's estate and financial plan to the next generation, offering planning help to heirs directly, and making sure heirs know who to contact at the firm. Starting early gives the relationship time to develop.

What is the great wealth transfer for financial advisors?

The term refers to the large amount of wealth expected to pass from older generations to their heirs over the coming decades. For advisory firms, it represents both a risk of losing assets when clients pass away and an opportunity to serve the next generation if relationships are built in advance.