5 Distinguishing Ideas in Financial Guidance

Discover how focusing on what matters most across generations can evolve a financial planning practice and help to drive growth.

Deliver more value for your clients

Intentionally evolving a financial planning practice drives growth and trust while nurturing lasting client relationships. Focusing on what matters most across life stages, wealth milestones, and generations deepens these connections, surpasses expectations, and builds a resilient, referral-driven business.

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Lead with personal connection

Distinguish through intention and empathy during moments that matter - not just data and numbers.

“Large sums of wealth will change hands at historic levels, and the recipients are likely to look for a financial professional they can trust for support and guidance. Those who can get ahead of this curve by deepening relationships will not only be in a better position to serve their clients, but also future proof their practices as this transfer of wealth unfolds.”

– Nick Lane, President of Equitable

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Build credibility through clarity

Use life transitions and market movements as moments to reinforce value - rather than comment on it, translate it.

Just 25% of Millennial respondents worked with a financial advisor to prepare their financial plans 

– How to Plan for The Great Wealth Transfer, 2024, WSJ Intelligence & Equitable Thought Leadership Study

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Demonstrate experience in real time

Artificial intelligence (AI) can be a good tool – planning for clients’ important life milestones or market movements calls for high-touch emotional intelligence.

Investors trust financial advisors more than robo-advisors by a nearly 2-to-1 margin1

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Serve family generational needs

Anticipate and plan for unique family goals and values, especially for women who will dominantly receive the first wave of wealth. Proactively address potential blind spots to ensure holistic alignment with the family.

67% of Millennials are likely to receive or have already received an inheritance from family members.

- PEAK 35™: Millennials and Managing Wealth Study, Equitable Holdings Inc., 2025

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Referral-ready relationships

Clients refer friends and family when they feel understood and heard, not just serviced; trust is a cornerstone of a meaningful relationship with their financial advisor.

53% of new clients come from referrals2

Studies show that referrals have a 16% higher lifetime value and greater ROI than those who weren't referred. Referrals can not only help you acquire new clients for your practice but can also deepen your relationships with existing clients3

In today's financial landscape, standing out requires more than just expertise; it demands a commitment to personal connection and adaptability. By focusing on genuine relationships and evolving strategies, financial advisors can not only meet current client priorities but also help to ensure their practice remains relevant, distinguished and robust for the future. 

1  Enhancing Investors’ Trust: 2022 CFA Institute Investor Trust Study, CFA Institute, 2022.
2 U.S. Advisor Metrics 2023, Cerulli Associates.
3 A Financial Advisor’s Guide to Asking Existing Clients for Referrals, LPL Financial, 2023. 

Equitable is the brand name of the retirement and protection subsidiaries of Equitable Holdings, Inc., including Equitable Financial Life Insurance Company (Equitable Financial) (NY, NY), Equitable Financial Life Insurance Company of America (Equitable America), an AZ stock company with an administrative office located in Charlotte, NC, and Equitable Distributors, LLC.  Equitable Advisors is the brand name of Equitable Advisors, LLC (member FINRA, SIPC) (Equitable Financial Advisors in MI and TN).

©2025 Equitable Holdings, Inc. All rights reserved.   

GE- 8545736.1 (11/2025) (Exp. 11/2029)