Understanding your clients comes before growth
Average organic growth at wealth management firms has lagged at 2% since 2019, according to McKinsey.
The referral that never happened.
The client who disappeared after just one conversation.
The family that left after inheriting wealth.
Your client’s kids who found another advisor after she passed away.
It’s tempting to think it was bad timing or market conditions that made you lose these growth opportunities, but often the real issue starts well before the assets move… or don’t.
The problem is your client discovery is broken.
The 2025 Fidelity Investors Insights Study indicates that 8% of high-net-worth investors say their advisors have spent time helping them plan for health care costs, navigate major life changes or manage family expenses.
If you want to talk about these things, you need to be aware of them. But are you?
Sadly, traditional discovery tools aren’t built for real life. One-time surveys or static onboarding forms can’t capture values, goals, or moments of uncertainty. And clients notice it.
…so even the best advisors can fall into the guessing game.
Guessing why the promising prospect suddenly went quiet.
Guessing what priorities they have at the moment.
Guessing risk appetite based on their demographics.
This creates a disconnect between what you hear from them and what’s really going on in their lives, and this is one of the things that’s holding you from growing.
“70% of heirs are likely to fire or change financial advisors after inheriting their parents’ wealth. This disconnect can become a significant wrench in any estate, let alone for an advisor’s business continuity.”
- Cerulli, 2021
🧠 Discovery for the future
We believe that discovery needs to be different in 2025 and beyond.
It shouldn’t be static, leave you guessing or feel like a chore for you or your clients.
That’s why we built a gamified tool that gathers data and uses AI to generate client and advisor insights in real time. You send them a link, they dive into a digital journey of self discovery through questions and interactive paths, and you get an ongoing, human-centered way to know what’s happening in their lives, from the goals they don’t talk about to the fears they try to ignore, before, after, and in between meetings.
With the right data comes more understanding, better decisions, and more growth.
More ways to connect
🎧 Listen to the Knowing Me, Knowing You podcast.
📖 Read our blog.
📥 Reach me at marla@knomee.com
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