The great wealth transfer

Why capturing the next generation matters

- RAZIQ CHRISTIANS

A GLOBAL shift in generational wealth is quietly reshaping the future of financial advice. Over the next two decades, an estimated U$100 trillion in assets will pass from the hands of the baby boomer generation to their children and grandchildren.

While this global phenomenon is already well underway in developed markets, South Africa is beginning to feel the ripple effects too, as a significant portion of local high-net-worth individuals approach retirement age or begin to structure their estates.

For the financial advice profession, this is not just a moment of potential growth-it is a critical juncture. The clients of the future will not only look different demographically; they will think, behave, and expect entirely differently from those who came before.

The question is not whether advisers are aware of the so-called "great wealth transfer"-most are. The real question is whether they are ready for what it demands of them.

A shift in engagement, not just wealth It is easy to focus on just the numbers.

Trillions in assets. Generations in motion.

However, what often gets missed is the emotional and behavioural complexity surrounding intergenerational wealth.

While some clients are proactive in planning the legacy they'll leave, many families find themselves unprepared, not just financially, but relationally too. Those inheriting often feel disconnected from the financial professionals who advised their parents-and, in many cases, they choose to walk away entirely.

The reasons are rarely about investment returns. More often, it's about trust, communication, and a sense of being seen, or not seen, by the adviser. If anything, this speaks to a broader truth that relationships drive retention far more than performance does. This presents a significant opportunity.