What Will Our Families Learn From Us?
"One of the real reasons I’m writing this book is so my grandchildren and great-grandchildren will read it years from now and know this: If you start any of that foolishness, I’ll come back and haunt you, so don’t even think about it."
— Sam Walton, Made in America
Client Experience Spotlight Idea: Teach Your Clients The Power of Shared Knowledge
(Using our Connect - Bridge - Ask Framework)
Connect
Start with an insight that makes the value of this conversation feel personal and timely: “You’ve worked hard to build your financial capital—we have that box largely under control. But we hear from so many young people that what they’re really curious about is the lessons and lived experiences of their parents and grandparents.
And the truth is, a lot of that shared knowledge ends up lost. I know I wish I had it for people in my own family.”
Bridge
Give it a simple, intuitive name and make the concept feel actionable:
“We call this Intellectual Capital—very simply, it’s the shared knowledge of a family or group of people. It includes stories, life lessons, and ways of thinking that get passed down. It’s often a family’s greatest strength, but unless it’s captured on purpose, it disappears.”
Ask
Invite your client to reflect with these thoughtful, legacy-building prompts:
What’s one experience that taught you the value of hard work?
Who is someone—past or present—you deeply admire? What would you want your great-grandchildren to learn from them?
What’s one piece of wisdom you hope your family never forgets?
These can be shared in conversation, but for it to stand the test of time, we suggest using our Total Legacy products, free for the clients when enrolled by their advisor.
Content Worth Exploring More
Read:Sam Walton: Made in America
Why It Matters: Sam Walton’s Made in America is one of the best examples of Intellectual Capital in action. Written in his final days, this book captures Walton’s entrepreneurial journey and the values he wanted to share with future generations. It’s a reminder of the power of storytelling and the importance of documenting life lessons.
The Visionary Advisor Podcast
The Visionary Advisor Podcast is for wealth advisors who want to lead with meaning, not just manage money. Each episode features candid conversations with leaders shaping the future of family wealth—covering the stuff that really moves families forward: trust, legacy, values, and family dynamics.
If you’re ready to go beyond transactions and into what truly matters, tune in: Listen to The Visionary Advisor Podcast
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