Table of Contents
By Justin Deja, Founder & CEO, BeyondWill
The largest wealth transfer in history is underway. Around $84 trillion will change hands over the next two decades. Most of my industry looks at that number and sees a threat. I see the opposite.
Here's why.
Same book, two endings
Picture a hundred-million-dollar book. Run it forward five years, two different ways.
Left alone, it drains. When a client passes and the money moves to their kids, most of those heirs leave for a different advisor. Roughly seventy percent of them. The relationship was with one person, not the family, so the assets walk out the door. By year five you might be looking at thirty million of what you started with.
Now run the same book with a growth mentality. You keep the assets that would have walked. You meet the next generation early. You pull in the accounts you never knew a client held. Year five, that hundred million is past a hundred and fifty, and climbing.
Same clients. Same starting point. Opposite endings.
The difference isn't a better pitch or a bigger marketing budget. It's whether anyone was paying attention.
The next $1M isn't a stranger
Every advisor I know is out hunting for the next client. New logos, new markets, more referrals. Meanwhile the next million dollars is already sitting in the book they have.
It's the held-away account a client never mentioned. The life event that just opened a timely, human conversation. The heir who's about to inherit everything and has never met you.
One plan we looked at surfaced a $1.3M account the advisor wasn't managing, plus three heirs he'd never spoken to. That's not hypothetical growth. That's a Tuesday.
That's not prospecting. It's reading what's already in front of you.
Estate planning is the data source, not the product
This is the part most people miss about what we're building. BeyondWill isn't an estate planning tool. Estate planning is the data source.
Inside a plan is a map of every opportunity in a book: the assets, the beneficiaries, the heirs, the life events that move money. Almost nobody reads that map. Everyone else in this space helps you make the plan. We help you grow the practice that planned it.
The wealth is moving either way
That's the whole thing. Eighty-four trillion dollars is in motion. Some of it walks out the door at the next transfer. Some of it consolidates to you.
The only question is which. And that's a choice, not a coin flip.
If you want to see what's already hiding in your own book, you can look for yourself. No call required.
Illustrative figures; individual results vary. BeyondWill is not a law firm and does not provide legal, tax, or financial advice. Source: Cerulli Associates (Great Wealth Transfer).
