Skip to content

This site uses cookies to store information on your computer. Some are essential to make our site work; others help us improve the user experience. By using the site, you consent to the placement of these cookies. Read our privacy policy to learn more.

Close
AICPA-CIMA
  • AICPA & CIMA:
  • Home
  • CPE & Learning
  • My Account
Journal of Accountancy
  • TECH & AI
    • All articles
    • Artificial Intelligence (AI)
    • Microsoft Excel
    • Information Security & Privacy

    Latest Stories

    • Incorporating prompt engineering into the accounting curriculum
    • Create a dynamic to-do list with Excel’s checkboxes
    • Another way to manage authentication texts
  • TAX
    • All articles
    • Corporations
    • Employee benefits
    • Individuals
    • IRS procedure

    Latest Stories

    • Treasury posts preliminary list of jobs eligible for no tax on tips
    • Taxpayer’s circumstances do not warrant equitable tolling
    • When does debt become worthless?
  • PRACTICE MANAGEMENT
    • All articles
    • Diversity, equity & inclusion
    • Human capital
    • Firm operations
    • Practice growth & client service

    Latest Stories

    • Few companies strategically using risk management
    • Treasury posts preliminary list of jobs eligible for no tax on tips
    • California issues draft guidance for climate risk disclosure
  • FINANCIAL REPORTING
    • All articles
    • FASB reporting
    • IFRS
    • Private company reporting
    • SEC compliance and reporting

    Latest Stories

    • SEC accepting Professional Accounting Fellow applications
    • SEC names new chief accountant
    • SEC ends legal defense of its climate rules
  • AUDIT
    • All articles
    • Attestation
    • Audit
    • Compilation and review
    • Peer review
    • Quality Management

    Latest Stories

    • AICPA unveils new QM resources to help firms meet Dec. 15 deadline
    • 8 steps to build your firm’s quality management system on time
    • Auditing Standards Board proposes a new fraud standard
  • MANAGEMENT ACCOUNTING
    • All articles
    • Business planning
    • Human resources
    • Risk management
    • Strategy

    Latest Stories

    • Business outlook brightens somewhat despite trade, inflation concerns
    • AICPA & CIMA Business Resilience Toolkit — levers for action
    • Economic pessimism grows, but CFOs have strategic responses
  • Home
  • News
  • Magazine
  • Podcast
  • Topics
Advertisement
  1. newsletter
  2. Cpa Insider
CPA INSIDER

How CPAs can turn the great wealth transfer into opportunity

Convince your clients’ children to be your clients.

By Ilana Polyak
April 16, 2018

Please note: This item is from our archives and was published in 2018. It is provided for historical reference. The content may be out of date and links may no longer function.

Related

April 2, 2018

How to help clients rebound from a natural disaster

March 1, 2018

Clients are living longer: How will your practice adapt?

January 8, 2018

Is your business ready to adapt to demographic and technology changes?

TOPICS

  • Firm Practice Management
    • Practice Growth & Client Service

Over the next few decades, $30 trillion in wealth is expected to change hands from aging Baby Boomers to their children. This great wealth transfer presents a unique opportunity for CPA financial planners whose clients hope to leave their wealth to their children. But it also means that CPAs will need to think strategically about how to convince their clients’ heirs to become their clients as well.  

According to a survey by InvestmentNews, some two-thirds of younger investors leave their parents’ financial planners when they inherit wealth. Many feel that their advisers haven’t established a relationship with them.

Yet if CPAs lay a solid foundation now, they can increase the chances that their clients’ children will want them as advisers. Here are some ways CPAs can meet the needs of the next generation:

  • Get to know the family. If you wait until your clients pass away to reach out to their children, it might be too late. By that time, heirs may have their own financial advisers, and they may be more comfortable taking their inheritances there.
  • Jean-Luc Bourdon, CPA/PFS, principal at BrightPath Wealth Planning in Santa Barbara, Calif., makes a point of reaching out to the children of his elderly clients. “I want to know who to be in contact with if my client gets hit by the proverbial bus or if they lose capacity,” he said.

    Sometimes adult children bring their parents’ assets to him to manage when the parents are no longer able to do so themselves; though it’s the parents’ portfolio, the children are the go-to contacts. These adult children have taken the recommended step of securing financial power of attorney, but they do not want to directly manage the assets themselves, Bourdon noted. Because of those relationships, the children sometimes become clients in their own right. “Then when a parent passes, it becomes a natural transition,” he said.

  • Play the long game. Your efforts to court clients’ children may not bear fruit right away. Many times, Millennials and younger generations haven’t yet accumulated enough wealth to become clients. Instead, think about building a pipeline of future clients by offering informal advice.
  • “The children of my clients may just be graduating from college, and I’ll give them some career counseling as they’re looking for their first jobs,” said Richard Davey, CPA, managing member at Fiduciary Financial Group in San Francisco. “Maybe 10 years from now they will remember what I did for them.”

    Other ways CPAs can assist their clients’ children include helping them evaluate employer benefits packages and providing guidance on how to manage their 401(k) plans.

    Advertisement
  • Hire younger professionals. Clients’ children may prefer to work with someone their own age. Consider bringing on a younger CPA who can develop those relationships.
  • “I’m working with a family now and their grandchildren are in their mid-20s to early 30s,” explained Peri Ann Aptaker, Esq., CPA/PFS, CEO and director of wealth management at KLR Wealth Management in Providence, R.I. “They speak a different language. The person who works with them has to be someone who is young and tech-savvy and communicates the same way these younger clients communicate.”

  • Explore different business models. Older clients have complex financial needs, from retirement income planning to helping adult children or taking care of aging parents. But younger clients may not have so many moving parts in their lives and only need a fraction of the services you offer. You can appeal to these clients by offering an a la carte menu of services, as CPA/PFS Mark Astrinos does.
  • “It’s not a degradation of the quality,” said Astrinos, founder of Libra Wealth in San Francisco. “But maybe younger clients don’t need the full package.”

    In addition, Astrinos uses a fixed fee-for-service model, rather than the more common assets-under-management model. Because younger clients have a smaller asset base, they might not be able to meet minimums with some CPAs. Astrinos said charging different fees for different service offerings allows him to “articulate a value proposition in a way that still makes sense for me and makes sense for the client.”

  • Invest in technology. Technology must play a central role in adapting a CPA financial planning practice for the future. Clients have come to expect a seamless, attractive interface because that’s what they’re used in other areas of their lives. Technology can also free up time for CPAs to spend with clients.
  • “I use account aggregation software, financial planning software, a digital vault [that allows clients to store their important financial and legal documents], calendaring software, and so on,” said Astrinos. “All of these efficiencies free up my time to do things where the value is.”

    Another important technology to adopt is virtual meetings, said Amy Jucoski, national director, wealth planning with Abbot Downing in Winston-Salem, N.C. Younger clients may not have the flexibility to meet in your office during normal business hours. Allow them the option to plan video conferences on their own schedules.

  • Make sure there will be an estate to pass on. CPAs are also at risk of a declining asset base if they do not help their clients prudently manage their estates in order to account for high health care and long-term-care costs.
  • The financial hit of dementia alone is staggering: The average lifetime cost of care after diagnosis for a single person who develops dementia is more than $320,000, and 70% of that is borne by families, according to a study in the Journal of the American Geriatrics Society. Patients could live with the disease for a decade or longer.

    “I tell my clients to get the best health insurance policy they can afford,” said Aptaker. “You need a plan for long-term care.”

    Advertisement

By paying close attention to the challenges of the great wealth transfer and preparing now, CPA financial planners can put themselves in the best possible position to serve the next generation of clients.

Ilana Polyak is a Massachusetts-based freelance writer. To comment on this article or to suggest an idea for another article, contact Courtney Vien (Courtney.Vien@aicpa-cima.com), a senior editor at the Association of International Certified Professional Accountants.

Advertisement

latest news

September 8, 2025

Few companies strategically using risk management

September 4, 2025

Treasury posts preliminary list of jobs eligible for no tax on tips

September 4, 2025

California issues draft guidance for climate risk disclosure

September 4, 2025

Business outlook brightens somewhat despite trade, inflation concerns

September 3, 2025

New: Digital assets practice aid addresses auditing of lending, borrowing

Advertisement

Most Read

The No. 1 risk to retirement – and one way to guard against it
Tax provisions in the One Big Beautiful Bill Act
Billy Long out as IRS commissioner after less than two months
Calculating AI’s impact on CPAs: New study quantifies time savings
AICPA unveils new QM resources to help firms meet Dec. 15 deadline
Advertisement

Podcast

September 4, 2025

Summing up economic sentiment and concerns about inflation and tariffs

August 29, 2025

Take a bold leap instead of a tentative step

August 28, 2025

Mark Koziel Q&A: Talent, sense of community, profession opportunities

Features

Calming nervous clients nearing retirement
Calming nervous clients nearing retirement

Calming nervous clients nearing retirement

7 retirement tips for small firm CPAs
7 retirement tips for small firm CPAs

7 retirement tips for small firm CPAs

Building a better CPA firm: Stepping up service offerings
Multi-colored plus signs

Building a better CPA firm: Stepping up service offerings

2025 tax software survey
Smiley, frowney, and neutral faces for Tax Software Survey.

2025 tax software survey

FROM THIS MONTH'S ISSUE

Multi-colored plus signs

Building a better CPA firm: Stepping up service offerings

A key step in business model modernization is determining how to implement services that satisfy clients and employees.

From The Tax Adviser

August 30, 2025

2025 tax software survey

August 30, 2025

Are you doing all you can to keep the cash method for your clients?

July 31, 2025

Current developments in S corporations

July 31, 2025

Paid student-athletes: Tax implications for universities and donors

MAGAZINE

September 2025

September 2025

September 2025
August 2025

August 2025

August 2025
July 2025

July 2025

July 2025
June 2025

June 2025

June 2025
May 2025

May 2025

May 2025
April 2025

April 2025

April 2025
March 2025

March 2025

March 2025
February 2025

February 2025

February 2025
January 2025

January 2025

January 2025
December 2024

December 2024

December 2024
November 2024

November 2024

November 2024
October 2024

October 2024

October 2024
view all

View All

http://JofA_Default_Mag_cover_small_official_blue

PUSH NOTIFICATIONS

Coming soon: Learn about important news

CPA LETTER DAILY EMAIL

CPA Letter Logo

Subscribe to the daily CPA Letter

Stay on top of the biggest news affecting the profession every business day. Follow this link to your marketing preferences on aicpa-cima.com to subscribe. If you don't already have an aicpa-cima.com account, create one for free and then navigate to your marketing preferences.

Connect

  • X Logo JofA on X
  • facebook JofA on Facebook

HOME

  • News
  • Monthly issues
  • Podcast
  • A&A Focus
  • PFP Digest
  • Academic Update
  • Topics
  • RSS feed rss feed
  • Site map

ABOUT

  • Contact us
  • Advertise
  • Submit an article
  • Editorial calendar
  • Privacy policy
  • Terms & conditions

SUBSCRIBE

  • Academic Update
  • CPE Express

AICPA & CIMA SITES

  • AICPA-CIMA.com
  • Global Engagement Center
  • Financial Management (FM)
  • The Tax Adviser
  • AICPA Insights
  • Global Career Hub
AICPA & CIMA

© 2025 Association of International Certified Professional Accountants. All rights reserved.

Reliable. Resourceful. Respected.