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The Values Gap: Why Clients Are Ahead of Their Advisers
The demand for values-based conversations, spanning philanthropy and impact investing, has never been stronger. Over 85% of clients want these discussions, yet only 26% of advisers feel confident initiating them. With 65% of inheritors planning to switch adviser, and firms offering values-aligned services achieving 6x higher median AUM and 3x organic growth, the commercial case is unambiguous.
Advisers who can lead these conversations don't just retain clients through wealth transfer, they deepen relationships, attract next-generation and women of wealth clients and position themselves as indispensable, trusted partners rather than transactional product providers. This isn't a niche interest; it's a strategic imperative.
The real question is not whether the sector needs to act, but why, despite the evidence, so many firms still haven't.
