Vanilla

Feb 16, 2026

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Why Leading Wealth Management Firms Are Offering Estate Planning

As investment management becomes increasingly commoditized through low-cost index funds and robo-advisors, firms need strategies that deliver value to clients beyond portfolio construction. 

Leading firms are finding that bringing estate planning in house as a core service offering enables them to provide the holistic guidance today’s clients are looking for, while also acting as a powerful growth and retention tool.

Estate planning turns advisors from portfolio managers into indispensable financial partners, positioning them to guide clients through legacy planning, tax optimization, and wealth transfer strategies. Overwhelming research indicates clients are looking for this kind of comprehensive experience: 95% of investors say they want wealth transfer advice, but only around a quarter say they’re getting it.

The impending wealth transfer crisis

Between now and 2048, Cerulli estimates that $124 trillion in wealth will transfer, with over 50% of that volume coming from HNW and UHNW households. 

Research consistently proves that heirs don’t feel intrinsic loyalty to existing advisors: 80% of next-gen heirs leave their parents’ financial advisor, and 70% of women who inherit wealth from their husbands also leave their advisor.

When advisors don’t engage with the full family, they risk losing relationships at the exact moment wealth changes hands.

The business case for estate planning: retention, revenue, and referrals

Leading wealth management firms are using estate planning to drive three core business outcomes: 

1. Deeper client relationships. Estate planning is inherently personal. The conversation transcends asset allocation and portfolio performance to cover family dynamics, legacy goals, and their wishes for what happens after they’re gone. 
2. Scalable revenue expansion. Firms don’t need to hire a team of estate attorneys to offer estate planning. With the right platform, advisors can deliver value across their entire book of business, giving them the ability to generate more revenue per client without proportional headcount increases.
3. Multigenerational retention. When you involve the next generation in estate planning conversations early, you’re not hoping they stay with you after the transfer. You’re ensuring it. By the time wealth moves, you’re already their advisor.

Estate planning software enables relationship-building at scale

Estate planning benefits compound when firms can execute it at scale. Traditionally, manual processes and attorney dependencies created bottlenecks and inconsistent client experiences that made the service unsustainable for most wealth management firms.

Modern estate planning technology removes friction and standardizes delivery, allowing advisors to visualize complex estate structures, model tax scenarios, and create client-ready reports without becoming estate planning experts themselves. While estate planning software handles the technical details, advisors remain in control of the conversation and the relationship.

The results speak for themselves. Firms using Vanilla’s estate planning software report meaningful improvements in both client engagement and business metrics. For example, Mariner Wealth Advisors saw a 200% increase in revenue growth rates among advisors who adopted the platform for holistic planning.

Importantly, estate planning software doesn’t replace the client’s trusted attorney. Instead, it positions the advisor at the center of the process, coordinating between legal, tax, and financial strategies to deliver a more holistic experience for the client. 

What wealth management firms should look for in an estate planning platform

Not all estate planning software is built for wealth management firms. Some platforms are designed for attorneys, while others focus on DIY consumer solutions. 

Private wealth advisors serving the needs of clients with complex estates should look for solutions that are:

• Built specifically for wealth management. The platform should support advisor-led planning, integrating with your existing tech stack and your client service model.
• Designed for sophisticated private wealth scenarios. High-net-worth and ultra-high-net-worth families need more than basic wills. Look for software that can handle trusts, tax mitigation strategies, business succession planning, and multigenerational wealth transfer.
• Advisor centric. The platform should give advisors the tools to lead estate planning conversations without needing a law degree themselves, including client-facing visualizations that translate complex trust structures into understandable flowcharts, scenario modeling tools that show the impact of different strategies side-by-side, and branded reports advisors can present directly to clients. 

Vanilla’s platform checks all three boxes. It’s purpose-built for wealth advisors, handles the complicated private wealth estates (with an abstraction team to assist with significant complexity), and keeps advisors in the driver’s seat. Firms like Mariner trust Vanilla precisely because it enables their advisors to deliver holistic wealth planning at scale.

Estate planning as a competitive advantage

Today’s clients expect their advisor to address their full financial picture. Estate planning software makes that possible, turning a previously outsourced, attorney-dependent process into a core service line that advisors can deliver themselves. 

With technology removing traditional bottlenecks, advisors have a clear path to providing substantially enhanced value for this generation of clients and the next.

Ready to see how leading firms deliver estate planning at scale? Request a demo to explore how Vanilla’s estate planning platform helps wealth management firms drive growth, retention, and differentiation.

Frequently Asked Questions

Do I need to be an estate planning expert to use estate planning software?

No. Estate planning platforms are designed to guide advisors through the planning process without requiring legal expertise. The software enables estate plan document creation, analysis and visualization while you focus on client conversations and strategic recommendations.

How does estate planning software help advisors work with attorneys?

Estate planning software facilitates collaboration with attorneys, allowing advisors to share visualizations, scenarios, and analysis to support the attorney’s legal work. For clients who don’t have an attorney but need specialized expertise, platforms like Vanilla provide access to an attorney network such as the Will and Trust Center. Either way, the advisor remains the strategic coordinator of the estate planning process while ensuring clients receive appropriate legal support when needed.

What’s the typical ROI of adding estate planning to a wealth management practice?

Firms report multiple ROI drivers: increased revenue per client, higher retention rates (especially during wealth transfers), and improved ability to win new high-net-worth relationships. According to Vanilla’s data, firms adopting estate planning platforms have seen revenue growth rates increase by 200% among advisors who actively use the technology.

Can estate planning software handle complex trust structures and tax strategies?

Yes, if you choose a platform built to support sophisticated wealth scenarios. Look for software that supports advanced structures like dynasty trusts, GRATs, SLATs, ILITs, and other planning vehicles used by high-net-worth and ultra-high-net-worth families.

The information provided here does not constitute legal, financial, or tax advice. It is provided for general informational purposes only. This information may not be updated or reflect changes in law. Please consult with an estate attorney, financial advisor, or tax professional who can advise as to your particular situation.