The Role of the Advisor in Legacy Work: Integration Without Reinvention

Legacy work doesn’t have to be complicated or add more to your advisor responsibilities. At Total Family, we use a 3-Level Legacy Framework that makes it practical and scalable for every firm. 

That’s the idea behind level two. It should fit into the work you’re already doing.

Level two is where the advisor steps in—integrating legacy conversations into the existing client experience. Not to take on more, but to bring clarity and connection to what the client has already started.

Most advisors we work with already care deeply about their clients. Legacy work simply gives them a way to add a layer of value that is truly priceless.

Why Advisors Matter in Legacy Work

You don’t need to lead a full family retreat or write their legacy letter yourself. When a client defines their values or captures part of their story, that’s a signal.

Advisors who recognize and respond to that signal are already doing level two work. And when they follow up, they deepen trust and strengthen the relationship.

Level two is about making space for the personal while staying rooted in the financial. It honors the work a family has already done and integrates it into the ongoing advisor-client relationship.

Examples of Level Two Legacy Integration

A level two win might be:

• Facilitating a short values check-in during a client review

• Revisiting a legacy letter as part of a financial planning session

• Helping a client clarify the roles they play in their family

• Supporting clients to share their Vision with their children

• Inviting children to engage in Vision work

Integration looks different at every firm.
Some offer annual family meetings for key clients.
Some host small group workshops.
Others keep a personal or family topic on every meeting agenda.

We’ve seen firms host simple legacy-letter workshops during client appreciation events. Clients engage. Advisors connect more deeply. And those moments carry forward into future reviews.

The Future of the Advisor Role

This isn’t just about client service. It reflects where the advisory profession is heading.

Technology is changing wealth management. Many tasks that once differentiated advisors are being automated. Legacy conversations are not.

These are the moments clients remember.
These are the moments that build loyalty across generations.

You don’t need new staff or a firm-wide overhaul.
You just need a clear plan for how legacy work shows up in your client experience.

Growth Through Legacy Integration

The families doing level one work are ready.
Level two is your opportunity to meet them where they are.

Level two is also about advisor growth.
The first legacy conversation you have might feel uncomfortable — but the next will feel easier.

Every professional understands that growth and development are part of the journey.
That’s what being a Visionary Advisor is all about.