For RIAs, Retaining Heirs is Easier Than You Think
With an $83.5 trillion wealth transfer underway, RIAs that quickly evolve to retain and grow with the next generation won't just offer investment management, they'll offer relevance.
of wealthy heirs will leave their parent's financial advisor soon after the transfer, according to the Capgemini 2025 World Wealth Report.
"To retrain or attract this wealth, firms will need to act today — develop personalized strategies to cater effectively to the specific needs of this new target," the report explained. Firms are expanding their capabilities as both a resource for current clients and a way to engage the next generation of wealthy individuals who have different needs and expectations than their parents.
Engaging the next generation while their parents are still active clients has long been a best practice at RIAs. Strategies range from simple, relationship-building gestures — like a junior advisor helping a client's college graduate enroll in workplace benefits — to more sophisticated offerings such as concierge services focused on medical care and education.
But what if there's a simpler, easier way that RIAs could demonstrate value to their clients' heirs in the immediate future? What if it could also serve as a potential revenue stream or referral opportunity for an RIA? One of the simplest ways to stay relevant: offer private banking solutions.
- A high-yield savings account yielding over 4%
- Mortgages 50+ bps below the national average
- Additional methods for accessing liquidity from assets — beyond an investment portfolio
Why It Works
- A 38-year-old heir buying their first home won't forget the advisor who helped them get the best mortgage rate.
- A generous parent funding a real estate purchase for their adult children may prefer borrowing via a securities-backed line of credit.
- A next-gen client who uses your platform for banking is far less likely to seek a new advisor after the transfer.
These offerings don't just differentiate you — they retain assets through transitions, building multi-generational loyalty. They can also become part of a long-term referral strategy. Today's 30-somethings are tomorrow's wealth clients. If they obtain their mortgage through your firm, they're also likely to refer friends, use your services as they grow their wealth, and see your firm as part of their financial journey — not just their parents'.
Private Banking Is No Longer Just for Major Banks
- A client retention strategy
- A growth engine
- A smart, scalable way for RIAs to future-proof their practice
Most importantly — it's easier to implement than you think.
Curious how to roll out private banking services for your RIA?
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