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Key trends driving advisor growth

Data-backed insights into the strategies, behaviors and opportunities accelerating advisor growth today.

54
investable assets are with HNW households1
104
assets are expected to transfer to heirs by 20481
70
heirs will leave the family advisor after receiving inheritance2
500
inherited annually by adult children of HNW families3

Hi everyone – I’m Cullen Roberts, Director of Advisor Engagement for BlackRock’s U.S. Wealth Advisory business.

Across the advisory industry, we hear two consistent themes from advisors: the need for capacity and the desire to grow. But not just any growth—manageable growth through fewer, wealthier families. Those two complementary goals put high-net-worth clients at the center of today’s opportunity.

High-net-worth families now hold over 50% of all investable assets—almost double what they held just a decade ago.1 As wealth consolidates and expectations rise, competition intensifies and advisory practices must evolve to stay relevant.

At BlackRock, we’re building our high-net-worth platform to help advisors attract & retain clients in this rapidly growing and critically important segment. We work with advisors across a wide range of focus areas, including:

Consultations with our Business Consulting team to align services, value proposition and client stories to the high-net-worth market

Capacity-freeing resources across technology, marketing, and portfolio design

Deeper education for your team on the how’s and why’s of direct indexing, SMAs, options, and private markets.

And ultra-high-net-worth and liquidity event expertise through our Private Wealth Consulting team.

This is the moment to enhance your practice, rethink your investment process, and evolve your product set to position yourself for the next frontier of wealth. To learn more, please contact your BlackRock market team.

1Cerulli U.S. High-Net Worth and Ultra High-Net Worth Markets, 2024

MKTGH0825U/S-4650125

Model portfolios are being increasingly customized for HNW clients

Nearly 90% of advisors we surveyed use model portfolios, with many customizing them for HNW clients by adding SMAs (51%), private markets (28%) and liquid alternatives (24%).

Opportunities to lower client taxes are being overlooked

While 92% of surveyed advisors who serve HNW clients shared that they are often asked for tax guidance, only 17% consider after-tax returns a primary driver of portfolio decisions.

Building teams including Millennial advisors could advance growth

Surveyed Millennial advisors were more likely to prioritize attracting new clients (+16% vs. Boomers), operational efficiency (+15%) and strategies such as concentrated stock solutions (+10%).

Explore more Advisor Trends Survey findings Explore more Advisor Trends Survey findings
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Frequently asked questions

  • Inside the Practice is BlackRock’s practice management hub for advisors, offering insights and strategies to improve business efficiency, drive growth and strengthen client engagement.

  • Inside the Practice is designed for advisors seeking practice management strategies, growth insights and client engagement resources to help scale their businesses.

  • Inside the Practice features proprietary advisor survey results, practice management strategies, business growth insights and client engagement resources, including both evergreen best practices and timely perspectives on key industry trends.

  • Advisors attract high‑net‑worth clients by clearly differentiating their value proposition and delivering specialized solutions for complex financial needs. Successful strategies typically combine advanced planning expertise, differentiated investment capabilities and a high-touch client experience. Common strategies include:

    • A refined value proposition focused on tax efficiency, estate and legacy planning, concentrated wealth management and multi-generational strategies
    • Advanced investment capabilities such as separately managed accounts (SMAs), direct indexing, tax-managed strategies and access to private markets
    • Strong referral networks with centers of influence (CPAs, attorneys and business advisors)
    • Personalized, high‑touch service model supported by scalable planning technology

  • Advisors grow their practice by increasing scale, improving operational efficiency and expanding services for higher‑value client segments. Common growth levers include:

    • Portfolio management efficiency by delegating, using model portfolios or outsourcing investment solutions
    • Stronger business structure with clear team roles, defined processes and thoughtful succession planning
    • Differentiated services such as advanced planning, tax-aware investment strategies and specialized solutions for high-net-worth clients

  • Advisors can improve client engagement by delivering personalized communication, providing educational resources, hosting client seminars and proactively addressing evolving financial needs. Effective engagement strengthens retention and deepens relationships.