Most firms say they serve high net worth clients. Very few actually understand them. As more firms push upmarket toward $50M-plus relationships, a real opportunity is opening for advisors who take the high net worth segment seriously and listen closely to what these clients actually value.

In this episode of Visionary Advisor, Alex Kirby talks with Matt Shechtman, CEO of Long Angle, one of the most trusted communities and investment platforms for high net worth families. Long Angle recently released their 2025 High Net Worth Professional Services Report, and the results sparked a wave of conversation for a simple reason: the findings are both measurable and uncomfortable.

From why personal trainers and pool service can outscore wealth management in satisfaction, to why only a minority of respondents use a wealth manager at all, this conversation explores the shifting expectations of younger HNW families and what advisors can do to close the value gap with clearer pricing, better integration, and more human, relationship-driven service.

What You’ll Learn in This Episode

• What the report reveals about satisfaction across professional services, and why the “pool guy vs. wealth manager” takeaway resonated
• Why younger HNW clients increasingly optimize for health, family, and time, not just financial returns
• What the $10K-per-year fee conversation is really about, and why transparency and itemization build trust
• Why CPA dissatisfaction is often about proactivity and strategic value, not just responsiveness
• Why many HNW clients self-manage investments, and what advisors must offer beyond investment management to stay relevant

Notable Quotes from Matt Shechtman

“Value is probably the number one takeaway from all of this.”

“When you have something that you can actually see progress on, that really helps in terms of satisfaction.”

“Wealth can be isolating.”

“People are desperate for unbiased advice. There’s a disconnect and a lack of trust.”

Resources

• 2025 High Net Worth Professional Services Report (https://www.longangle.com/research/high-net-worth-professional-services)
• Long Angle (https://www.longangle.com/)
• Matt Shechtman (https://www.linkedin.com/in/msheck/)

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Some names in wealth management are respected. A few are legendary. Robert Balentine is one of them. If you’ve spent time in the ultra-high-net-worth world, you know the Balentine name and the influence the firm has had on how families think about wealth, values, and legacy.

In this episode of Visionary Advisor, Alex Kirby sits down with Robert to explore the lessons inside First Generation Wealth and Balentine’s Family & Legacy Guide — including why legacy is a continuum, why empathy is essential, and why rising-generation perspective matters more than ever.

With more than 35 years of experience, Robert shares how families can communicate better, avoid “weaponizing money,” and build alignment across the household. He also explains why advisors must lead by example and why failing to engage both spouses puts the entire relationship at risk.

What You’ll Learn in This Episode

• Why legacy is a continuum, modeled through small, intentional actions over time
• Why wealth does not equal legacy — and what actually endures across generations
• Why early, ongoing communication far outperforms end-of-life planning alone
• How empathy, vulnerability, and perspective shape healthier family conversations
• Why alignment between spouses is the cornerstone of lasting multigenerational success

Notable Quotes from Robert Balentine

“Most ultra-high-net-worth investors are worried about things much deeper than money. They’re worried about their legacy.”

“Our happiest clients think about legacy early and communicate it often.”

“Family advising is sacred work.”

“You keep your children closer by giving them space.”

Resources

• Book: First Generation Wealth (https://www.firstgenerationwealth.com)
• Guide: Family & Legacy Guide (https://www.balentine.com/legacy)
• Firm: Balentine (https://www.balentine.com/)
• LinkedIn: Robert Balentine (https://www.linkedin.com/in/robert-balentine-8695521a/)

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We believe wealth is well-being. Subscribe to the Visionary Advisor Newsletter for practical tools and ideas to serve families across generations.
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What if the problem with estate planning isn’t that clients are uninformed, but that they’re uninspired?

In this episode of Visionary Advisor, David York, attorney, CPA, and Managing Partner at York Howell, joins Alex Kirby to reframe how advisors think about legacy, family leadership, and the true purpose of wealth.

Drawing from his book Entrusted: Building a Legacy That Lasts, David explains why traditional estate planning often fails—not because of poor execution, but because it focuses on assets and taxes rather than values and purpose. He shares how advisors can help clients move from fear-based planning to inspired conversations about meaning, responsibility, and family connection.

From his “flint and kindling” analogy to the lessons of Mayer Rothschild, David shows how families can pass on wisdom, not just wealth—and how advisors can guide that evolution.

Whether you serve $10M families or multi-generational enterprises, this episode challenges you to elevate your role from technician to teacher, from planner to purpose-builder.

What You’ll Learn in This Episode:

• Why so many clients delay estate planning—not from ignorance, but from lack of inspiration
• How to move from documents and distributions to dialogue and discovery
• The “flint and kindling” approach to transferring wisdom and opportunity, not just money
• How to structure plans that balance rights and responsibilities across generations
• Three powerful questions every family should answer before they plan
• Why true legacy requires aligning assets with values—not just minimizing taxes

Notable Quotes from David York:

“Clients aren’t uninformed. They’re uninspired.”
“Transferring financial resources is transferring the result of your work—the fire is the real asset.”
“You can’t transfer the cost that comes with wealth. And when you can’t transfer cost, you can’t transfer value.”
“The best families prepare the next generation for wealth. They don’t just prepare wealth for the next generation.”
“Does your plan reflect who you are—or just how much tax you saved?”

Resources:

Book: Entrusted: Building a Legacy That Lasts

Website: www.davidryork.com

LinkedIn: David R. York

York Howell: https://www.yorkhowell.com/

Send us feedback

Stay Connected with Visionary Advisor
We believe wealth is well-being. Subscribe to the Visionary Advisor Newsletter for practical tools and ideas to serve families across generations.
Explore more at totalfamily.io | Follow us on LinkedIn | Watch episode clips on YouTube