Newsletter: March – The $16 Trillion Opportunity

The numbers tell a clear story: millennials’ net worth has quadrupled in just five years, hitting nearly $16 trillion. And between $30 trillion and $140 trillion is expected to shift from baby boomers to younger generations by 2045. This is the single biggest wealth movement in history, and it’s already underway.

Here’s the thing most advisors get wrong about this generation: they assume “digital-first” means “no human needed.” The reality is the opposite. A recent Equitable PEAK 35 study found that nearly 7 in 10 millennials still prioritize working with a financial advisor over a purely digital experience. What they want is a modern, seamless experience that makes working with you feel as easy as using their favorite apps.

So what does “digital-first” actually look like in practice? It comes down to three areas.

1. Rethink Your Onboarding

If your onboarding process still involves printing, signing, and scanning documents, you’re losing prospects before they become clients. Digital onboarding platforms have cut the process from days to minutes while staying fully compliant. The first impression you make should feel modern and effortless. If your CRM doesn’t do this, it may be time to look at other options. Want help with that? Click here.

What to look for in a digital onboarding solution:

• E-signatures and digital document collection
• Automated account opening workflows
• A mobile-friendly experience from start to finish

2. Build a Client Portal That People Actually Use

69% of advisory clients now check their investment accounts online more than they did two years ago. 74% visit their advisor’s client portal at least once a week. If your portal feels outdated or clunky, that weekly visit becomes a weekly reminder to look elsewhere.

A strong client portal in 2026 should offer:

• Real-time portfolio access across devices
• Secure document sharing and messaging
• Goal tracking that clients can see and interact with
• Mobile-first design (not just mobile-compatible)

3. Meet Them Where They Are

Only 4 in 10 advisors are sharing personalized content with clients. That’s a massive missed opportunity. Younger clients gravitate toward short-form video, podcasts, and personalized email updates. These are formats that feel natural to them, not like homework.

The advisors winning next-gen clients are showing up on the platforms those clients already use. That doesn’t mean you need to dance on TikTok. It means creating short, valuable content that answers real questions. If you don’t have hard data on what questions people are actually asking, we can help with that! A 60-second video explaining Roth conversion strategies will outperform a 10-page whitepaper with this audience every time.

The Values Factor

Here’s a stat that should reshape how you approach these relationships: 93% of millennials say it’s important for their advisor to align with their personal values and goals. And 40% say they’d switch advisors if they don’t feel seen or supported. This is why our advisors are set apart from the rest with the affinity data that can be posted on the FinancialAdvisor.com profiles.

This isn’t just about ESG investing (though that matters too). It’s about demonstrating that you understand their life stage, their priorities, and their concerns. (They are different from their parents, ie, most of your current clients.) The advisors who take time to understand what matters to each client, and then reflect that understanding in their communication and planning, will build the kind of loyalty that survives market downturns.

Bottom line: Digital-first is not about replacing the human relationship. It’s about removing the friction that gets in the way of it. The advisors who modernize their tech stack while doubling down on personal connection will capture the lion’s share of this generational wealth transfer.