Ep 434: Attracting HNW Clients By Focusing Not On Estate But Legacy Planning Instead with Vanessa N. Martinez

Vanessa N. Martinez is the CEO of Expressive Wealth, an RIA based out of Chicago that oversees $135 million in assets under management for approximately 70 client households, including 10 'core' ultra-high-net-worth families. What's unique about Vanessa is how her firm goes beyond traditional estate planning to help high-net-worth clients engage in in-depth legacy planning. This approach ensures clients pass down not just their assets, but also the values and principles that helped them build their wealth. Listen in as Vanessa shares how she guides clients through a multi-meeting discovery process to clarify their estate and legacy plans and articulate the family values they want to pass on, encouraging them to document these legacies to avoid future misunderstandings. She also explains how her deep involvement in clients' lives, along with neighborhood-based client events, helps foster strong relationships and organic referrals. Vanessa also discusses the unique role of her firm's Chief Clinical Officer in facilitating family legacy conversations and how legacy planning allows clients to pass down not just wealth, but the emotional and intellectual values that shaped it. For show notes and more visit: https://www.kitces.com/434