When a client asks about succession: a guide for advisors
Why your clients are asking.
Many clients over 60 are thinking about their plan. Many have not started. When they bring it up, they want a clear next step.
This is a chance to deepen the relationship. The advisor who helps a family get organized earns lasting trust.
The coordination problem.
The lawyer has the trust. The accountant has the tax returns. You have the portfolio. The insurance agent has the policies. Nobody sees the whole picture.
When these pieces do not line up, the plan has gaps. A beneficiary name may clash with the will. A trust may hold nothing.
How Succession Plan supports your role.
Succession Plan does not replace you. It gives you a shared view of your client's plan, with their permission.
When the client updates their plan, you see the change. Everyone works from the same current picture.
Owners need a path, too.
For owner clients, the 5-minute check shows three things. They see an estimated value range, the best path, and the one gap that caps the price.
You get a short brief before the meeting. This is an estimate, not a formal valuation.
Bringing it into your practice.
Frame it as a service you support, not a product you sell. Your role stays the same: trusted advisor.
Succession Plan handles intake, documents, and coordination. You stay in the loop.