Navigating the great wealth transfer

The landscape of wealth management is undergoing an enormous transformation, driven by the “great wealth transfer.” This shift, involving the transfer of trillions of dollars from baby boomers to younger generations, is placing women at the forefront of financial decision-making and wealth administration. For agents and advisors, understanding these evolving roles is crucial to effectively supporting their female clients.

About 70% to 80% of widows change their financial advisors within a year of their husband’s death, according to a number of studies. This often happens because many women believe their previous advisors primarily communicated with their husbands and didn’t build a strong relationship with them. This signals a significant opportunity for agents and advisors to build stronger relationships with both partners. Reaching out to ensure that women are involved, informed and educated about family finances before they become the primary decision-maker is crucial to ensure continuity and support during such transitions.

The great wealth transfer: A historic shift

The great wealth transfer is projected to involve the transfer of approximately $124 trillion over the next few decades. By 2030, it is estimated that two-thirds of private wealth in the U.S. will be held by women. This shift is not just about the transfer of assets; it represents a fundamental change in who controls wealth and how it is managed.

Women as wealth administrators 

The great wealth transfer comes with unique challenges and opportunities that financial advisors must navigate to provide effective guidance.

1. Increased financial responsibility: Women are now responsible for managing significant assets, often for the first time. This includes making investment decisions, planning for retirement and ensuring long-term financial security. Advisors should provide comprehensive financial education to empower women with the knowledge and confidence needed to manage their wealth effectively.

2. Longer life expectancy and longevity risk: Women, on average, live longer than men, which means women’s retirement savings must last longer. This increases the risk of outliving their savings, making it essential to plan for long-term income sustainability. Advisors should consider strategies such as delaying Social Security benefits to maximize payouts and exploring annuities and other lifetime income options.

3. Navigating emotional and financial complexities: Wealth transfers often occur during times of great loss, such as the death of a spouse. Managing financial transitions while navigating grief can be daunting. Advisors should provide support and guidance to help women manage immediate complexities while planning long-term strategies.

4. Career breaks and caregiving responsibilities: Many women take time off to care for children or aging parents, leading to gaps in earnings and reduced Social Security benefits. Advisors should encourage continued contributions to individual retirement accounts or spousal IRAs during career breaks and consider long-term care insurance to cover future caregiving expenses.

Strategies for financial advisors

To effectively support female clients in their new roles as wealth administrators and decision-makers, financial advisors and insurance agents should adopt a proactive and empathetic approach. Here are some strategies.

1. Educate and empower: Provide financial literacy education tailored to women’s unique needs. Empower them to take control of their financial futures by offering tools and resources that build confidence and knowledge.

2. Personalized planning: Develop personalized retirement plans that account for longer life expectancy, career breaks and caregiving responsibilities. Use holistic approaches that consider both emotional and financial aspects.

3. Maximize Social Security benefits: Help clients understand their Social Security options and optimize their benefits. Explore spousal or survivor benefits for those who have taken career breaks.

4. Diversify income sources: Encourage diversification of retirement income sources beyond Social Security and pensions: annuities, insurance, investments and other income-generating assets.

5. Support during transitions: Provide compassionate support during major life transitions, such as widowhood. Offer guidance to navigate emotional and financial complexities in order to ensure long-term financial stability.

By understanding the unique challenges women face and adopting strategies that empower and educate, advisors can help their female clients achieve financial independence and security in retirement.