Wealth Management News Brief
Summary
A new report from Cerulli Associates reveals a significant challenge for wealth advisors: the vast majority of affluent investors who receive an inheritance do not retain the wealth advisor who managed the original fortune. This highlights that the primary threat to advisors is not digital competition but a failure to build strong, multi-generational relationships with their clients’ families.
Key Points
- Low Retention: Only 27% of future inheritors plan to keep their benefactor’s wealth advisor. This figure drops to 20% for those who have already received an inheritance.
- Benefactor Ambivalence: Only about a quarter of benefactors want their heirs to keep their advisor, with over half being unsure or leaving the decision to the inheritor.
- Primary Reasons for Leaving: The top reasons heirs change advisors are: 1) They already have their own advisor (50%), and 2) They lack a relationship with the benefactor’s advisor (28%).
- The Real Threat: The core issue is advisors’ failure to build relationships with the next generation, not competition from self-directed digital platforms.
- Communication Gap: A major obstacle is that benefactors often delay discussing estate plans with their families, leaving heirs and advisors as strangers.
- Massive Wealth Transfer: Over the next 25 years, more than $120 trillion in wealth is expected to be passed down to inheritors.
财富管理新闻简报
总结
Cerulli Associates的一份新报告揭示了财富顾问面临的一个重大挑战：绝大多数继承财富的富裕投资者不会继续使用管理原始财富的顾问。这突出表明，顾问面临的主要威胁并非来自数字竞争，而是未能与客户家庭建立牢固的多代际关系。
关键点
- 留存率低：仅有27%的未来继承者计划保留其财富授予人的顾问。对于已经继承财富的人，这一比例降至20%。
- 财富授予人的矛盾心态：仅有约四分之一的财富授予人希望其继承人保留顾问，超过一半的人表示不确定或由继承人决定。
- 更换顾问的主要原因：继承人更换顾问的首要原因是：1) 他们已有自己的顾问（50%）；2) 他们与授予人的顾问没有关系（28%）。
- 真正的威胁：核心问题在于顾问未能与下一代建立关系，而非来自自助数字平台的竞争。
- 沟通鸿沟：一个主要障碍是财富授予人经常推迟与家人讨论遗产计划，导致继承人和顾问形同陌路。
- 大规模的财富转移：未来25年，预计将有超过120万亿美元的财富转移给继承者。
Original Article Link: https://www.cnbc.com/2025/10/16/heirs-parents-wealth-advisor-cerulli-study.html