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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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/

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Since the Wall Street Journal is writing about Family Mission Statements, it’s only a matter of time before your clients start asking about them. For advisors, that means now is the time to get out ahead of the trend—and find your footing on what these conversations are really about.

In this episode, Whitney Webb, Managing Director at Cresset and a leading expert in legacy planning, joins Alex Kirby to unpack what’s driving this growing interest in purpose and alignment among ultra-high-net-worth families.

Drawing on more than a decade of experience helping families prepare for the responsibilities and challenges of wealth transfer, Whitney shares why lasting harmony doesn’t begin with a mission statement—it begins with honest, intentional conversations about what matters most, where families thrive, where they struggle, and how every voice can be heard.

Whether you advise $30M or $3B families, this episode helps you stay ahead of the curve as wealth planning evolves from managing money to fostering meaning.

What You’ll Learn in This Episode:

• Why values—not mission statements—are the true foundation of family legacy
• How advisors can help families slow down, listen deeply, and include every generation
• The four priorities UHNW families must force-rank to avoid conflict and sustain harmony
• Why “the process is the point” in family planning and communication
• How authenticity, vulnerability, and curiosity build trust across generations
• Why today’s advisors are evolving into educators, facilitators, and mentors

Notable Quotes from Whitney Webb:

“As wealth grows so rapidly, families are asking deeper questions: What does it all mean? How much is enough? What truly brings fulfillment?”

“You can write a charter or mission statement in a day—but if people don’t see their voices in it, it won’t last.”

“Authenticity and vulnerability are in. Overconfidence is out.”

Article Referenced in This Episode:

Wall Street Journal: Wealthy Families Are Writing Mission Statements to Avoid Fights, Lost Fortunes
https://www.wsj.com/finance/investing/wealthy-family-mission-statements-e08faabd?st=vG2NiP&reflink=desktopwebshare_permalink

Connect with Whitney Webb:

Email: wwebb@cressetcapital.com

Profile: https://cressetcapital.com/about/team/whitney-webb/

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The term “multifamily office” gets used by nearly every wealth firm today, but few can define it clearly—and even fewer deliver what ultra-high-net-worth families truly need.

In this episode, Rachel Hyman, President of Family Wealth Alliance, joins Alex Kirby to bring structure and insight to an increasingly crowded and confusing space. Drawing on FWA’s Voice of the Client Survey, developed with Bain & Company, Rachel shares how elite firms deliver not just functional value, but emotional connection, reduced anxiety, and generational stickiness.

You’ll learn how the best MFOs think about complexity, family dynamics, client expectations, and how to benchmark your own firm using both the Elements of Value and FWA’s 10 multifamily office service areas. Whether you serve $30M or $300M families, this conversation will help you clarify your positioning—and elevate your client experience.

This is a must-listen for advisors looking to deepen relationships, differentiate in the UHNW space, and build a multigenerational practice rooted in purpose and trust.

What You’ll Learn in This Episode:

• The four-part framework that defines a true multifamily office
• What over 3,000 UHNW clients say they really value in an advisor
• Why emotional connection and anxiety reduction matter more than performance
• How “heirloom,” “hope,” and “self-transcendence” show up in wealth advising
• The 10 service areas that define MFO integration and complexity
• Why fees ranked near the bottom in importance for ultra-wealthy clients
• How firms are using this data to improve retention, loyalty, and relevance

Notable Quotes from Rachel Hyman:

“The best firms today are not just managing money. They’re managing complexity.”

“Reducing client anxiety is the single biggest differentiator in this space.”

“Emotional value is where you create stickiness. That’s how you build a 50-year relationship.”

Explore More from Family Wealth Alliance:

Voice of the Client Survey Toolkit → https://www.familywealthalliance.com/cpages/clientsurveytoolkit

MFO Standards PDF → https://mcusercontent.com/c242860553fd2c0fef2abbca3/files/357fb0c3-1295-9fc2-4aae-1896ab1f6516/MFO_Standards_Dec_2024_1.pdf

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Over the next two decades, $83.5 trillion in wealth will shift to a new generation—yet 81% of next-gen high-net-worth individuals plan to switch advisors shortly after inheriting. That should be a wake-up call.

In this episode, P.V. Narayan, Head of Banking for the Americas at Capgemini, joins Alex Kirby to discuss the firm’s latest World Wealth Report and what it means for the future of advisory relationships.

P.V. outlines why this moment is different from past warnings about wealth transfer—and how firms can position themselves to retain assets, remain relevant, and recruit top talent. Together, they explore the mindsets of rising-gen investors, the digital fluency gap in advisory firms, and the skillset shift advisors must make to thrive in an AI-first era.

This conversation is a must-listen for advisors who want to stay ahead of the curve, meet the expectations of younger clients, and build a multigenerational practice that lasts.

What You’ll Learn in This Episode:

• Why the $83.5 trillion wealth transfer is finally triggering real change
• What next-gen clients want—and why they’re ready to walk
• The hidden cost of failing to build relationships with heirs and spouses
• Why digital fluency is now a baseline expectation
• How to compete nationally and internationally in a post-geographic advisory world
• What firms must do to attract and retain rising advisor talent
• Why the human element still matters more than ever

Notable Quotes from P.V. Narayan:

“It’s not a matter of if the transfer happens. It’s when. The firms who prepare now will be the ones who thrive.”

“This generation of clients is AI-first. They expect tools, access, and insights—not just advice.”

“Advisors don’t just need new products. They need a new posture—one that says: I understand who you are and what you want.”

Explore the Capgemini 2025 World Wealth Report: https://www.capgemini.com/wp-content/uploads/2025/06/WWR_2025.pdf

More from Capgemini: https://www.capgemini.com/us-en/insights/

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Ultra-high-net-worth (UHNW) clients are not just managing assets — they’re navigating identity shifts, power transitions, and emotional complexity that challenge even the most seasoned advisors.

In this episode, Ken Haman, Managing Director of the AllianceBernstein Advisor Institute (AB AI), shares insights from his white paper, The Emotional Journey of the Ultra-High-Net-Worth Client. He explores the psychological and emotional transitions that shape a client’s evolution — from wealth builder to legacy steward.

Ken explains why many advisors lose relevance during moments of change — especially when a client’s most important question becomes: “What am I missing?” He challenges advisors to see these transitions not as threats, but as opportunities to shift from simply providing answers to truly offering insight.

For advisors looking to elevate their value, deepen trust, and guide clients through complexity, this conversation delivers a powerful framework to rethink how you serve.

What You’ll Learn in This Episode

• Why planning and performance alone aren’t enough to retain UHNW clients
• The moments when clients feel emotionally unanchored—and what they need from you
• How to shift your role from technician to guide during liquidity events and life transitions
• The critical difference between offering insight and offering advice
• What to listen for when clients talk about uncertainty, control, and the future

Notable Quotes from Ken Haman

• “The job to be done is always tied to the client’s point of need.”
• “Portfolios will be built by machines. Advisors need to focus on what the machines can’t do.”
• “Your business model should reflect who you want to serve—not just what you want to sell.”

Learn More from Ken Haman

To explore more of Ken’s thinking, subscribe to his podcast: Secrets of Successful Advisors.
Visit the AB Advisor Institute to access more tools, articles, and frameworks.
Read the full white paper discussed in this episode, The Emotional Journey of the UHNW Client.

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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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Legacy isn’t just what you leave behind—it’s how you shape lives today.

In this episode of Visionary Advisor, host Alex Kirby, founder and CEO of Total Family, sits down with Cody Barbo, founder and CEO of Trust & Will, to unpack the trends transforming estate planning today. Drawing on fresh research and real-world results—Trust & Will has helped over 200,000 individuals complete estate plans and is trusted by more than 1 million users—Cody shares how generational shifts, technology, and the growing emphasis on values are reshaping how families—and their advisors—approach legacy planning.

From bridging the gap with Gen Z to using tech as a relationship builder (not a replacement), this conversation is packed with insights to help you lead more relevant, human, and lasting estate planning conversations.

Why This Episode Matters for Advisors

• Discover how younger generations are rethinking estate planning—and where advisors fit in
• Learn how technology is making estate planning more accessible without replacing the human touch
• Uncover ways to lead conversations that go beyond assets to include values, lessons, and legacy
• Get practical strategies to engage the next generation before the wealth transfers

Episode Highlights

[5:23] “Advisors need to step out of their comfort zone.”
Cody shares why proactive estate planning is a massive opportunity for advisors to build deeper, long-term relationships with entire families—especially when most wait to react.

[13:35] “Legacy, to me, is how you made people feel.”
A personal reflection from Cody on what legacy really means—and how advisors can help clients define it beyond financial assets.

[17:25] “The big nugget that we are all chasing.”
Cody calls out the advisors who prioritize estate planning as a core part of their value—keeping documents current, initiating conversations, and ensuring plans evolve with life.

[23:58] “Next week turns to next month, and then it’s decades later.”
Procrastination is the #1 obstacle in estate planning. Cody outlines how advisors can help clients overcome inertia by making the process more approachable.

[40:48] “They have the opportunity to build that trust.”
In moments of crisis or transition, advisors have a rare window to show up for families—and leave a lasting impression that spans generations.

Resources

Explore: Trust & Will – Learn more about their platform and annual research
Read: Trust & Will’s 2024 Estate Planning Report

Trust & Will’s 2025 Estate Planning Report

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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.
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