The Move Upmarket Playbook

The Move Upmarket Playbook is Wealth.com’s white paper for advisors who want to attract and serve more affluent clients, covering how to define the client profile you’re building for, how to turn estate and tax planning into a repeatable service, and how to extend that experience beyond your firm’s most experienced advisor.

Inside, you’ll find why assets tell you who qualifies while complexity tells you how to serve them, the market data behind the shift (55% of advisors already offer trust and estate planning, and 37-47% of non-adopters expect to add specialized planning technology within the year), and a 90-day plan for piloting the model with five households before deciding how far to expand it.

Inside the guide:

• Seven practical plays: From defining the client profile and opening the first conversation around a specific decision, to building a household planning brief, connecting estate and tax planning to the same decision, and turning the work into a repeatable service with clear ownership at every stage.
• The household planning brief: A six-part framework covering what the family wants to accomplish, what they own and how it’s held, what’s available to review, and the three questions to resolve first, each paired with an action list that assigns an owner, next step, and date.
• Coordinating the disciplines: How to organize the right questions around a client’s actual decision, a business sale, concentrated stock, a charitable gift, or retirement, so the attorney, tax professional, and advisor are working from the same facts.
• A 90-day plan and how to measure it: A three-phase rollout (define and pilot, deliver and learn, refine and introduce) paired with six measures, from information readiness and follow-through to qualified introductions, for judging whether the model is actually working before scaling it.