Lead by Example + What Advisors Think About Legacy
“Be the change you want to see in the world.”
Client Experience Spotlight
Idea: Authenticity is a secret weapon.
Just like you wouldn’t take fitness advice from someone who’s out of shape, your clients won’t take advice about wealth from someone who hasn’t done the work themselves. And we’re not talking about financial capital here, but about wealth as well-being—what we define as the 5 Forms of Family Capital.
Most wealth advisors don’t have more financial capital than their best clients. But there’s one area where you can lead powerfully: the qualitative forms of capital. And this is exactly where the most successful advisors we work with shine.
This work always starts with you—your values, your purpose, your roles. That’s the fuel for your journey.
Values: What’s most important to you? (If it’s everything, it’s nothing.)
Purpose: Your “why.” Your North Star. Something you aspire to but never fully achieve.
Roles: The areas of your life that deserve the most time and energy.
If you haven’t done this work yourself, your clients will see right through it. But if you have, your clients will lean in, and so will their children.
To see how this plays out in real client work, here’s an example that beautifully illustrates the power of leading by example.
Legacy In Practice
A few months ago, we received a call from an advisor sharing a brilliant best practice for legacy conversations.
As a couple in their sixties walked into the conference room, their advisor had already displayed her own Family Vision on the screen. The advisor left momentarily to grab water, letting the couple absorb what they saw.
Then she began the meeting with this:
“Legacy is such a big topic that most families never even take the first step. I thought I’d show you what that looks like through the lens of my own family and see if it’s a topic you’d like to explore.”
Authentic. Leading by example. Zero risk.
If the clients say no thank you, at least they know you offer it. If they say yes, they’ve just taken their first step toward legacy.
A question you can use to spark this type of conversation:
“What part of your family’s story do you wish the next generation understood better?”
Content Worth Exploring More
Read: First Generation Wealth by Robert Balentine
“In the field of wealth management, we have witnessed the elevation of legacy and fulfillment to a place of high prominence, often taking priority over topics such as returns and asset classes. And, as we looked back over our own careers and client relationships, it became clear that the human element matters most for the successful cultivation and preservation of wealth and legacy.”
The Visionary Advisor Podcast
On The Visionary Advisor Podcast, we explore timeless lessons and real advisor stories. If you're ready to help clients move from technical planning to transformational leadership, tune in.
Industry leader Robert Balentine, co-author of First Generation Wealth, joined us for a powerful conversation about legacy, values, and the human elements that matter most in multi-generational wealth. Listen to the episode.
Or catch up on other episodes and subscribe: Subscribe to The Visionary Advisor Podcast
