Meet your clients' kids before the money moves

Most heirs leave their parents' advisor. Kitces has written about why. There was never a relationship to keep.

You were their parent's advisor, not theirs.

The first real conversation happens right after a funeral.

Invite the kids to a review, with your client's OK. BlackRock's guide is a good start.

A first IRA, a 529 for the grandkids. That's how it starts.

Walk the family through the plan together, once.

Kids care what the money meant. Help your client tell them.

Birthday cards, an invitation to a client event.

A letter from a parent or grandparent to the family about their life and what they hope for them. Most people mean to write one and never do.

The kids learn your name from their parent, not a probate filing.

Where VerbaPost fitsOur client legacy archive is $99 per family. We record your client's story by phone and mail it to the heirs they pick, with your firm's name on it and a code that plays their voice for 60 days. If a client mentions working with you, we hold that part for your compliance officer, since it may count as a testimonial under Rule 206(4)-1.

"Would you like your grandkids to have one of your stories, in your own words? We'll record it over the phone and mail it to them. It's on us."

Most clients have a story they've meant to write down for years.

Usually because they never got to know the advisor. And the first real conversation tends to happen right after a death.

Family meetings, a first IRA or 529, a joint meeting with the estate attorney, and staying in touch with them directly.

A letter from a parent or grandparent to the family about their life and what they hope for them. Some people call it an ethical will.

If it mentions working with you, it might under SEC Rule 206(4)-1. We hold that part for your compliance officer before printing.