The Evolution of Financial Advisory: Focusing on Estate Planning and Client Accountability

Connecting the dots between behavior, legacy, and tax strategy unlocks greater trust—and stronger returns—for clients.

By Rory Henry CFP®, BFA™

For CPA Trendlines

In today’s evolving advice landscape, being an expert in investment portfolios or tax returns is just table stakes. To stand out in a crowded field, you must be able to think at least two steps ahead of your clients. It means helping clients navigate life transitions, avoid costly mistakes, and leave a legacy with intention. 

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As you’re probably sensing, we’re not just in the business of numbers today. We’re in the business of behavior and relationships. That’s the message during the latest Holistic Guide to Wealth Management book panel featuring Michael DiJoseph, CFA, a senior strategist at Vanguard’s Investment Advisory Research Center, and Andres Mazabel, head of Advisor Sales at Trust & Will. The discussion unpacks what 25 years of Vanguard’s Advisor Alpha research tells us about advisor value—and how digital estate planning is becoming a powerful new entry point for meaningful client conversations.