If you’ve been in this business for more than a minute, you already know that client expectations aren’t static. And right now, they’re changing faster than ever. Millennials and Gen Z are starting to inherit and grow real wealth, and they’re bringing a whole new set of expectations to the table.
This is what you have to realize. These generations aren’t just looking for a portfolio review once a year. They want a different kind of relationship with their advisor.
Millennials and Gen Z care less about the mechanics of the trade and more about the experience of working with you. They want transparency, speed, and personalization. They expect to be able to text you a question and get an answer the same day. They expect you to know them, not just their account balances.
For these clients, tech is not an add-on...it’s the default. If your onboarding process involves printing, scanning, and faxing, you’ve already lost them. They want a seamless, mobile-first experience. Paperless everything. Easy scheduling. Real-time updates.
This is a generation that asks hard questions about where their money is invested. ESG isn’t just a buzzword. It is an expectation. They want to know their wealth is aligned with their values. If you can’t talk about this confidently, you risk being left out of the conversation.
Millennials and Gen Z don’t want to be talked at. They want to collaborate. They’re looking for an advisor who’s a partner in decision-making, not a gatekeeper. Your ability to co-create their plan, to show them scenarios, let them play with the variables, and be part of the process. This is what will set you apart.
This shift is both a challenge and an opportunity. The advisors who lean into it. The ones who modernize their client experience, integrate tech, and connect with clients on a human level. These are the advisors who will win.
Ask yourself:
How easy is it for a new client to work with me?
Am I using tech to remove friction, or am I adding steps that frustrate younger clients?
Do I know what my clients care about beyond performance?
This is the perfect moment to audit your client experience and make sure it’s built for the next generation. The advisors who get ahead of this curve aren’t just going to survive. They are going to thrive.