The Talk No One Wants to Have (But Should): Inheritance and the Wealth Transfer Shift

We all know the talk. But not the one you’re thinking of.

I’m talking about the inheritance talk, one that families tend to avoid until it’s too late. And yet, we’re now in the middle of the biggest wealth transfer in history. An estimated $84 trillion will be passed down over the next two decades. Whether you’re ready or not, it’s happening.

From my work in financial services and fintech, I’m seeing this shift play out in real time, and it's clear: it’s not just a personal or family issue. It’s a brand issue. A business issue. A communications issue.

A Quick Snapshot

Baby boomers and the silent generation hold 64% of all U.S. wealth. They also own most of the country’s real estate, small businesses, and investment portfolios. Millennials and Gen Xers? They're next in line—but they’re not just waiting for a check. They're looking for meaning, purpose, and clarity.

And let’s not ignore the gender factor. Women will inherit most of this wealth, and they’re changing the rules. They're more likely to switch advisors, prioritize impact, and give to causes that matter.

What Does This Mean for Financial Brands?

Most firms aren’t ready. At Scalto, we’ve seen how often the next generation of clients doesn’t feel connected to their parents' advisors or institutions. In fact, 70% of widows switch wealth advisors within a year. That’s not a coincidence—that’s a gap in trust, relevance, and experience.

So if you’re in the financial space, here’s the real question:

Are you speaking to the clients of today—or the clients of tomorrow?

Because the tone, the platform, the experience—all of that matters. Younger generations expect transparency, simplicity, and a brand that gets them. If your message still sounds like it was built for their parents, you’ve already lost the connection.

Where to Start

1. Build trust before the wealth is transferred. Relationships shouldn’t start with a death or a will.
2. Don’t just talk about money. Talk about impact, values, and what people want to do with their wealth.
3. Update your brand story. Make sure it speaks to a multigenerational, diverse, and digital-first audience.

We’re helping clients—from BlackRock to high-growth fintechs—rethink their positioning to make sure they’re not just seen as trustworthy… but as relevant.

The Great Wealth Transfer is a massive opportunity—but only if your brand is ready for it. The time to have the talk is now. With your clients, your team, and yes, your own family too.

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