Trust & Will Says 68% of Clients May Switch Advisors for Estate Planning

3 articles · Updated · The Wealth Advisor · Jul 7

68% of advised clients said they would consider switching advisors to gain estate-planning services, making the offering a competitive requirement rather than a peripheral referral, according to Trust & Will's 2026 advisor report.
Gen Z and Millennials are driving that shift as advisor usage rises among younger cohorts while Baby Boomer engagement declines, increasing pressure on firms to deliver integrated, technology-enabled planning instead of siloed services.
Most respondents also expect advisors to spot outdated or incomplete estate plans and raise the issue proactively, pushing estate planning toward a recurring review alongside investment, retirement and tax advice.
Nearly half of respondents feel unprepared for the coming intergenerational wealth transfer, reinforcing estate planning's role in asset retention and multigenerational relationship management.
The report says AI is most accepted by younger clients for workflow support, but human guidance remains preferred in complex cases, favoring firms that blend automation with personalized advice.

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Gen Z and Millennials Propel 2026 Boom in Financial Advisor Usage: Estate Planning, Wealth Transfer, and AI Reshape the Industry

Overview

The financial advisory landscape is undergoing a major transformation, with client expectations evolving and demand for professional guidance rising sharply. In 2026, 31.2% of Americans worked with a financial advisor, up from 26.9% in 2025. This growth is driven mainly by younger adults, especially Gen Z, whose advisor usage jumped from 28.2% to 41.7% in just one year. These shifts signal a reversal of traditional patterns, as younger generations now lead the trend. Advisors must adapt quickly to meet the unique needs and expectations of this new, younger client base.

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