By Mallorie Manosh, AVP Marketing & Communications, ESI
The wealth management industry continues to evolve at a rapid pace. New technologies are emerging, client expectations are shifting, and the next generation of investors is beginning to shape what advice-relationships will look like in the future.
Through it all, one thing remains constant: who you are matters just as much as what you offer.
As advisory firms grow into 2026 and beyond, the most successful practices will be those that balance innovation with identity — embracing new tools, strategies, and opportunities while staying grounded in the values and relationships that define their business.
A recent perspective from ESI’s Strategic Partner, AssetMark Chairman and Group CEO Lou Maiuri, shared during the firm’s AM Radio series, explores several key trends shaping the future of advice. Among the themes highlighted:
The Rise of the Next-Generation Client
For years, the industry talked about the Great Wealth Transfer like a wave forming on the horizon. Today, that wave is already breaking — and advisors must learn how to surf it or risk getting wiped out.
Younger investors are entering the wealth management relationship with different expectations. They want transparency, values alignment, planning-first conversations, and digital fluency. The firms that thrive will be those that build continuity across generations while evolving how they engage clients.
Your Takeaway: Younger clients increasingly expect transparency, values alignment, planning-first conversations, and digital fluency from their advisors.
Private Markets Move Into the Core Conversation
Private markets are moving from the margins of portfolio discussions to the mainstream. As access expands and education improves, more clients are asking advisors about opportunities beyond traditional public markets.
For the right clients, private investments can offer diversification, differentiated return streams, and a compelling long-term investment narrative. According to AssetMark’s Advisor Insights survey from 2025, 91% of advisors say access to private markets is now a core consideration when delivering differentiated value.
Your Takeaway: Advisors don’t need to become alternatives specialists overnight, but they do need to understand how private markets fit into a modern portfolio and how to explain their role within a client’s long-term plan.
AI Becomes Infrastructure, Not Innovation
Not long ago, AI was something we talked about as a future possibility. Today, it’s rapidly becoming part of everyday life — and the wealth management industry will be no exception.
The real advantage isn’t simply adopting AI tools. It’s learning how to use technology thoughtfully to create efficiency while strengthening the advisor-client relationship. Advisors who explore practical ways to integrate AI into their workflows will be better positioned as expectations continue to evolve.
At ESI, we believe technology should amplify great advice — not distract from it — and we continue to explore how innovation can support advisors in delivering exceptional client experiences.
Your Takeaway: AI should enhance the human side of advice, not replace it. Advisors who use technology to create efficiency will gain more time to focus on relationships and the guidance clients value most.
Continuous Learning as a Competitive Advantage
Perhaps the most important takeaway is the growing role of lifelong learning. The pace of change in wealth management continues to accelerate, and staying relevant requires constant adaptation.
The firms that learn faster will move faster.
As AssetMark CEO Lou Maiuri notes, “To be in this industry, you have to be a continuous learner.”
Your Takeaway: The advisors who succeed in 2026 will be the ones who consistently sharpen their knowledge, broaden their perspective, and evolve their practices.
As Maiuri puts it: “If you’re not growing and transforming, you’re dying a slow death.”
At ESI, we believe the future belongs to advisors who are intentional about evolving their practices while staying anchored in the relationships and trust that define great advice.
If you’re interested in exploring these trends in more depth, I encourage you to read the full article from AssetMark below.
Read the full article: Advisor Trends Shaping 2026
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