When people hear the word philanthropist, they often picture ultra-wealthy donors or high-profile public figures. In reality, most people simply want to make a meaningful difference in the world.
In estate and financial planning, we regularly see how good old-fashioned generosity brings clients immense fulfillment. When you move beyond technical legal details to discuss what truly matters to a client—their values, legacy, and giving aspirations—you build deeper trust, stronger client loyalty, and sustainable business growth.
Why "Soft Skills" Are Your Greatest Point of Difference
Technical expertise gets you in the room, but relational skills keep you there.
"Clients appreciate being advised of all their options. Having a philanthropic conversation with the right clients leads to a stronger relationship—and can easily lead to business growth." — Bill Holland, Long-time Law Partner at Holland Beckett Law.
Steven Colligan, a registered psychotherapist and business consultant, emphasizes that while clients expect advisors to master their craft, human connection is what sets a firm apart. Soft skills allow you to listen deeply and make clients feel genuinely understood.
"We are all people first, and we prefer meaningful conversations that go beyond the technical," says Colligan. "If you can listen, connect, and make a client feel valued, it creates long-term loyalty—and loyalty is certainly good for business."
What the Research Tells Us
Integrating philanthropic planning into your practice isn't just nice to do; data shows it directly impacts your bottom line:
| Finding | Source | Key Insight |
| Emotionally Connected Clients | Harvard Business Review | Emotionally connected clients are more than twice as valuable as merely "satisfied" clients. They buy more, are less price-sensitive, and actively refer new business. |
| Early Value Discussions | US Trust & Philanthropic Initiative | High-net-worth individuals want to discuss charitable giving early in the advisor relationship—focusing on values and passions rather than just tax mechanics. |
| The Power of Suggestion | Legacy Giving & Behavioural Insights Report | Clients are twice as likely to leave a bequest in their Will if their advisor simply suggests it, and three times as likely if the advisor normalizes it as a common practice. |
Capitalizing on the Intergenerational Wealth Transfer
We are currently witnessing the largest intergenerational wealth transfer in history as the Baby Boomer generation passes down assets. Now is the ideal time for legal and financial advisors to refine their approach.
By helping clients articulate their philanthropic dreams early, you achieve four crucial goals:
- Differentiate your advisory services from technical-only competitors.
- Deliver a truly holistic approach to wealth management and estate planning.
- Connect authentically with your clients' core values.
- Build lasting client retention and advocacy.
Taking action to build team resilience and drive performance
Investing time and training into building team resilience can have a lasting impact.
“There is strong academic evidence to suggest that resilient teams are more committed, engaged and proactive. This makes them more likely to deliver greater performance in all domains,” said Steven.
However, to achieve this, it is imperative to implement action-planning after the workshop.
“Beyond the workshop, action planning is vital to ensure the learnings become embedded in the team’s behaviours and actions,” Steven said. “In essence, this means the leader and the team develop and implement appropriate behaviours, communication pathways and processes that support and sustain the key strategies required to develop a resilient high-performing team.”
Start the Conversation Today
Community Foundations across New Zealand offer free resources and philanthropic expertise to help professional advisors navigate these meaningful discussions smoothly.
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