May 1, 2014
JERSEY CITY, N.J., - According to a study released today from Pershing LLC (Pershing), a BNY Mellon company, most advisors are not actively taking steps to prepare for the $30 trillion that investors will transfer to heirs over the next 30 years. The new study, “30 in 30: How Advisors Can Capitalize on a $30 Trillion Wealth Transfer Over the Next 30 Years,” examines the risks and opportunities associated with wealth transfer and what advisors should be doing to make multigenerational planning a cornerstone of their businesses. With an estimated $12 trillion in financial and non-financial assets currently changing hands, it is estimated that another $30 trillion will be transferred over the next three decades. In order to effectively service their clients and maintain the integrity of their firms, it is imperative that advisors redefine who their “client” is. This entails the expansion of their relationships to include effective, tax-efficient financial transfer solutions that span multiple generations in their clients’ families.
Pershing’s study, drawn from more than 1,200 investors from across the country, shows advisors may be taking needless risks and missing promising opportunities if they are not having a wealth-transfer conversation with their clients. According to the study, only 35% of investors surveyed said their advisor provides family wealth management, defined as a service that helps them manage and transfer wealth across generations. With this enormous opportunity, Pershing suggests advisors need to revise the definition of “client” – ensuring that the family group is at the forefront of a practice instead of just the primary account holders. Advisors must build relationships with both spouses and their heirs, making sure they are involved when planning for the transfer of wealth.
“Many advisors often wait until the moment of transfer to engage the children or heirs of their clients, which is simply too late,” says Kim Dellarocca, global head of segment marketing and practice management at Pershing. “Chances are your clients’ children and heirs will have formed relationships with other advisors by the time your clients are 65. The longer you wait to form relationships with the next generation, the greater your risk of losing those assets when the wealth changes hands.”
Only 17% of clients with children say their adult children work with their primary advisor. When asked how advisors came to work with their children, only 3% of clients said their advisor asked to meet with their children. Forty-one percent of investors said they took the initiative and asked their advisor to meet with their children. The numbers suggest that clients aren’t pushing to involve their families in the wealth-transfer conversation, but it’s also apparent that advisors are not leading the way.
In order to take action, Pershing outlines 10 steps advisors can take to build a multigenerational practice:
Be a leader
Lead the relationship with your family client. Don’t wait for your clients to ask for direction on wealth-transfer issues.
NetX360 is Pershing's professional access platform for clients and advisors. A personalized and intuitive platform to power users' business needs, NetX360 features an intuitive user interface and personalized navigation that simplifies how the brokerage and advisory world does business and engages with clients. Using easy navigation tabs, custom dashboards and global search, users have access to all of the information and tools needed to manage client relationships, evolve their practice, perform research, execute trades and more. NetX360 is also the gateway to a leading network of information and technology providers to help clients grow their business quickly and efficiently.
Pershing and its affiliates provide global financial business solutions to advisors, asset managers, broker-dealers, family offices, registered investment advisor firms and wealth managers. A financial services firm located in 23 offices worldwide, Pershing provides business-to-business solutions to clients representing 6 million active investor accounts on the U.S. platform. Pershing affiliates are members of every major U.S. securities exchange, and its international affiliates are members of the Deutsche Börse, Australian Stock Exchange, Irish Stock Exchange, London Stock Exchange and Toronto Stock Exchange. Pershing LLC (member FINRA/NYSE/SIPC) is a BNY Mellon company. Additional information is available on pershing.com, or follow us on Twitter @Pershing.
About BNY Mellon
BNY Mellon is a global investments company dedicated to helping its clients manage and service their financial assets throughout the investment lifecycle. Whether providing financial services for institutions, corporations or individual investors, BNY Mellon delivers informed investment management and investment services in 35 countries and more than 100 markets. As of March 31, 2016, BNY Mellon had $29.1 trillion in assets under custody and/or administration, and $1.6 trillion in assets under management. BNY Mellon can act as a single point of contact for clients looking to create, trade, hold, manage, service, distribute or restructure investments. BNY Mellon is the corporate brand of The Bank of New York Mellon Corporation (NYSE: BK). Additional information is available on www.bnymellon.com. Follow us on Twitter @BNYMellon or visit our newsroom at www.bnymellon.com/newsroom for the latest company news.