Clients expect more than investment returns and advisors who lean into the human side are winning. When you bring only numbers to the meeting, you’re leaving out the true meaning of who these investment returns are for. But when you combine data with client values, you unlock trust that spans generations.

There are three powerful data trends reshaping advisory strategy and there is one simple tactic you can implement today to turn insights into deeper conversations, connectedness, trust, and growth.

1. The Great Wealth Transfer

How Can Advisors Leverage the Great Wealth Transfer?
A Multi-Decade Opportunity

Over the next two decades, an estimated $84.4 trillion in wealth will move from Baby Boomers and Generation X to their heirs. Cerulli Associates
Of that, more than $72 trillion is expected to transfer directly to heirs (versus to charities).

This is, by many measures, the largest wealth transfer in history and it’s amplifying the pressures and opportunities in advisory firms. 

What does the Great Wealth Transfer mean for advisors?

• Clients want guidance they can hand down. Wealth doesn’t move just in dollars – it moves through family dynamics, values, and decision-making.
• You can’t wait for inheritance events. Advisors who engage the next generation while parents are alive have a higher chance of retention across transitions.
• Legacy and meaning become differentiators. Portfolios will matter less than the conversations you help clients have around purpose, values, and generational alignment.

2. Most Adult Children Don’t Stick with Their Parent’s Advisor.

Why Adult Children Often Don’t Stay With Their Parents Advisor?

New data from Cerulli suggests that fewer than 1 in 5 investors/adult children ultimately stick with their parents’ financial advisor after inheriting wealth. 

This isn’t just about performance or lack thereof. It often comes down to relationship gaps, trust, and a failure to speak the next generation’s language.

Where can advisors leverage retention opportunities?

• Proactive heir engagement: Invite adult children/next-gen into planning conversations early.
• Values-based insight: Use tools that go beyond the balance sheet to understand what matters to heirs.
• Customized communication style: The next-gen may prefer digital channels, different cadences, or more purposeful conversation. This is where asking them their communication style rather than assuming is key. 

If you’re already using The Passport Package™, you’re well ahead because you have the vehicle to bridge this gap.

3. Tech + Personalization

Do Younger Clients Expect Personalization Along With Technology? 

Yes, there are new digital expectations

Technology isn’t just nice-to-have now – it’s foundational. According to recent Pew Research:

• 43% of adults under 30 have used ChatGPT. CUToday
• Use among broader adult segments is rising steadily. CUToday

While fewer than 1 in 10 adults report getting their news via AI chatbots, the openness to AI tools and rapid adoption among younger users is clear. Pew Research Center

What does client AI-usage mean for advisors?

• You must meet clients where they are: Human lead + tech-enabled. 
• Clients expect relevant, personalized interactions not generic check-the-box meetings.
• Tools that help you surface and act on client values quickly are no longer “extra”, they’re essential to staying relevant.

4. How Can Advisors Turn Client Data Into Action? 

Tools like The Passport Package™ (Patent Pending) can transform firms without the need to overhaul current processes. 

You don’t need to overhaul your process. A single chart, aligned with mindset insight, can transform a review meeting in minutes. Here’s exactly how:

The Passport Package™ provides insights into key client mindsets, giving you unlimited insights and endless opportunities to connect and take action. For example, you can:

• Pull the last page from the client’s Passport Package™ report and ask them “Which mindset stood out to you the most?” 
• In your review meeting, lead with: “I’d like to explore how where you are now lines up with where you want to be.”
• Show how the plan can shift (or already is aligned) to reflect their priorities.
• Link recommendations to that client’s deepest values – not just portfolio metrics.

This takes just 5 minutes. It shifts the conversation. It creates emotional alignment. And it reinforces that you’re a partner in their life, not just a money manager.

5. Why Use Tools and Assessments Like The Passport Package™?

“I’ve done values/behavior questions before—why this tool?”

Many tools are surface-level or subjective. The Passport Package™ is designed to be quick, scalable, quantifiable, and embedded in your meeting workflow.

“Will clients change their minds over time?”

Yes, and that’s just what you want. Mindsets evolve. The value is in tracking changes, not assuming static preferences.

“I’m busy—how do I fit this in?”

It integrates into you existing processes. No overhaul needed. You already do reviews, right?  This only enhances them and yields a richer client experience to help you scale in 5-minutes or less. 

Schedule your walkthrough.

Conclusion

Money transfers. Clients age. Technology evolves. The power in your business will be grounded in human insight, consistent engagement, and values in motion.

By bringing mindset data into conversation – and leaning into the insights above – you’ll not only differentiate your practice but deepen the relationships that carry your business forward.

Let’s make your reviews matter more than ever.