Engaging the future high net worth client

The future high net worth client is looking for more than just a product recommendation

Future high net worth clients are increasingly looking to their advisor to proactively “explain how recommended products work,” according to our proprietary generational investing study. They want their advisor to anticipate their needs and offer investment education that empowers confident, informed decisions.

To advance understanding of the future high net worth client, Nuveen surveyed more than 400 wealth inheritors with an average future high net worth of $4.9mm. Our study of the next generation high net worth show they are coming to the table with opinions and expect to be brought into the process early on.

Less information; more education

In the competitive landscape of advising the high net worth, identifying and understanding key drivers of satisfaction is essential for cultivating strong client relationships, building primacy and ensuring long-term success. Prioritizing these drivers can play a pivotal role in shaping clients’ overall experiences and for the next generation, their decision to work with you.

Investors tell us that while advisors deliver well on the basics, the real opportunity lies in the differentiation gap – areas clients value the most but feel least satisfied with. Closing this gap isn’t about doing more of the same; its about standing out and addressing what truly matters. At the top of the list is proactive investment education.

That means moving beyond a product description of ‘what it is’ to clearly explaining ‘what it does’ for the client. In an era of information overload, clarity and relevance win. Advisors who bridge this gap position themselves as trusted guides and educators earning the confidence and loyalty of the future elite.

The next generation is rewriting the playbook. They want transparency, education and a voice in the process — unliked the outsourced model favored by their parents. They’re tech savvy and armed with endless information, but even in a world of instant access, the guidance they trust most still comes from one place: their advisor.