Estate Planning: A Critical Role for Financial Advisors
By Randy A. Fox, Founder, Two Hawks Consulting, LLC
August 13, 2025
6 Min Read
Estate planning is often misunderstood as a task solely for lawyers, but financial advisors play a vital role in ensuring clients’ long-term financial security. According to a 2022 Spectrem Group study, 93% of clients expect estate planning guidance from their advisors, yet only 22% feel they receive it. Recent eMoney research indicates that just 38% of advisors are confident discussing estate and legacy planning. This gap presents both a challenge and an opportunity for advisors to better serve their clients. For more insights, visit Sword and Shield Estate 작성자: Planning.
Why Advisors Avoid Estate Planning
Many advisors hesitate to engage in estate planning due to a lack of expertise, fear of appearing uninformed, or the belief that it’s someone else’s responsibility. Others assume clients with modest net worth don’t need comprehensive estate plans. However, these assumptions are misguided. If a client can afford advisory fees, they likely have enough assets to warrant estate planning. Additionally, focusing solely on asset management without considering estate planning overlooks the broader goal of building lasting client relationships.
The Importance of Crunching the Numbers
Effective estate planning requires advisors to analyze clients’ financial trajectories. For example, a client’s estate may not be taxable today, but with continued asset growth, it could become taxable in the future, regardless of tax policy changes. Advisors must project asset growth, inflation, and spending to determine whether clients will exceed estate tax thresholds.
For instance, consider a 40-something client whose Nvidia stock appreciated by $30 million in 2025. Without planning, their estate could face significant tax liabilities by retirement. Advisors should also assess whether clients can gift assets to irrevocable trusts without compromising their lifestyle. By running cash flow projections, advisors can demonstrate whether clients will have sufficient funds after transferring assets, addressing fears of running out of money.
Preparing Heirs for Wealth
Estate planning isn’t just about taxes—it’s about preparing heirs for wealth. For example, leaving an $8 million estate outright to a 35-year-old may not be prudent if they lack financial maturity. Advisors can recommend strategies like distributing assets in five-year installments or tying distributions to milestones such as employment or homeownership. These approaches protect not only the client’s children but also future generations from creditors, predators, and taxes.
State Estate Taxes and Planning Needs
Even if a client’s estate falls below the federal estate tax threshold of $14 million ($28 million for married couples), state estate taxes can apply. For example:
Washington: Exemption lowered to $3 million, with tax rates up to 35% for estates over $9 million.
Minnesota: $2.5 million exemption.
Illinois: $4 million exemption.
Connecticut: Matches federal exemption but adds a 12% flat tax, potentially resulting in a 52% effective tax rate.
These state-specific rules underscore the need for tailored planning, even for non-taxable federal estates.
Addressing Qualified Plan Assets
Qualified plan assets, such as those in retirement accounts, pose unique challenges. These assets are taxed as ordinary income, count toward the estate for tax purposes, and cannot be stretched beyond a 10-year distribution period for heirs. Advisors must evaluate whether clients need these funds for their lifestyle and explore tax-efficient strategies to minimize burdens on heirs. Detailed projections can demonstrate that clients can afford to implement alternative solutions, such as leveraging qualified plan funds to reduce income taxes and move assets out of the estate.
Real-World Example
Consider a client in a second marriage with $8 million in qualified plan assets. After analyzing their cash flow, we determined they could maintain their lifestyle without tapping these funds. By implementing a tax-efficient strategy, we reduced their income tax liability and transferred a significant portion of the assets out of the estate. This solution required detailed numerical analysis to gain the client’s confidence.
The Value of Collaboration
No single software can address the complexity of estate planning. Each client has unique goals, family dynamics, and financial situations. For example, a client with one financially irresponsible child may need customized solutions. Collaborating with skilled estate attorneys can enhance an advisor’s ability to serve clients and may lead to valuable referrals.
Conclusion
Estate planning is a critical component of comprehensive wealth management. By crunching the numbers, addressing client concerns, and collaborating with professionals, advisors can bridge
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