What Wealth Advisors Get Wrong About Legacy Conversations
Legacy conversations are not a soft add-on to advisory work.
They are a direct driver of continuity, relevance, and long-term client relationships—especially for advisors working with multi-generational families.
Yet many advisors hesitate. A common concern:
“If I bring up legacy, I’ll open a can of worms.”
It sounds practical. It sounds cautious.
And it usually points to something deeper.
The fear isn’t legacy itself.
It’s responsibility.
Advisors worry they’ll surface emotion, family dynamics, or complexity they’re expected to solve.
But here’s the truth:
You’re not opening a can of worms. It’s already open.
Clients are already thinking about legacy—they’re just waiting for someone they trust to ask.
Misconception 1: “If I Bring Up Legacy, I’ll Open a Can of Worms”
Your clients are already carrying legacy questions with them:
What happens to my kids?
Did I do enough?
What will all this mean when I’m gone?
Bringing up legacy doesn’t create discomfort—it acknowledges what’s already present.
In all our work with advisors, we have yet to hear a client say a legacy conversation was out of line. In fact, most express relief that someone finally asked.
This is emotional inheritance at work.
Families don’t just pass on wealth—they pass on meaning, memory, and identity. The best advisors make space for that.
Misconception 2: “I’m Not Qualified to Do This Well”
This shows up in comments like:
“I’m not a therapist.”
“Legacy work feels too personal.”
“I don’t have the perfect language.”
But clients aren’t looking for perfection—they’re looking for permission.
One advisor shared this simple opening question:
“When I say the word legacy, what comes to mind for you?”
That single question transformed the meeting. The conversation expanded from tax planning to values, vision, and the future they hoped to shape.
It wasn’t about delivering a flawless legacy framework.
It was about listening—and meeting the client where they were.
Legacy planning conversations start small.
You don’t need credentials to ask a thoughtful question. You just need the courage to ask it.
Misconception 3: “I Don’t Have Time for This”
This one sounds operational. But it’s usually emotional.
Advisors already know how client expectations evolve. Planning used to be about performance. Now it’s about continuity, trust, and multi-generational relevance.
Legacy work follows the same pattern.
It doesn’t require a full meeting. It starts with a few minutes. One agenda item. One prompt. One reflection.
If you’re waiting for legacy to feel “easy,” you’re already behind.
What Advisors Are Actually Being Asked to Do
This isn’t about becoming a philosopher.
It’s about growing alongside your clients.
Advisors are being asked to expand the scope of conversations—not because of a trend, but because families care deeply about what comes next.
And they’re looking to someone who can help them talk about it.
Legacy conversations might begin with one thoughtful question. Or a client reading on Values and Purpose. Or a short conversation about what they hope their children remember.
The point is to begin.
What Legacy Really Is
Legacy is what people say when we’re gone.
It’s the stories, lessons, values, and identity we leave behind.
It’s the meaning that gives wealth context
It’s the emotional inheritance that shapes generations
It’s the continuity that connects the people who came before with the people who come next
Advisors who help clients explore that meaning don’t just remain relevant—they become unforgettable.
Start with one question.
Legacy conversations will do the rest.
