{"id":6097,"date":"2021-09-10T10:00:11","date_gmt":"2021-09-10T10:00:11","guid":{"rendered":"https:\/\/www.francescopaese.it\/wealth-planning-financial-advisory-is-evolving\/"},"modified":"2025-10-07T16:08:03","modified_gmt":"2025-10-07T16:08:03","slug":"wealth-planning-financial-advisory-is-evolving","status":"publish","type":"post","link":"https:\/\/www.francescopaese.it\/en\/wealth-planning-financial-advisory-is-evolving\/","title":{"rendered":"Wealth Planning: Financial Advisory Is Evolving"},"content":{"rendered":"<div class=\"fusion-fullwidth fullwidth-box fusion-builder-row-1 fusion-flex-container has-pattern-background has-mask-background hundred-percent-fullwidth non-hundred-percent-height-scrolling\" style=\"--awb-border-radius-top-left:0px;--awb-border-radius-top-right:0px;--awb-border-radius-bottom-right:0px;--awb-border-radius-bottom-left:0px;--awb-flex-wrap:wrap;\" ><div class=\"fusion-builder-row fusion-row fusion-flex-align-items-flex-start fusion-flex-justify-content-center fusion-flex-content-wrap\" style=\"width:104% !important;max-width:104% !important;margin-left: calc(-4% \/ 2 );margin-right: calc(-4% \/ 2 );\"><div class=\"fusion-layout-column fusion_builder_column fusion-builder-column-0 fusion_builder_column_1_1 1_1 fusion-flex-column\" style=\"--awb-bg-size:cover;--awb-width-large:100%;--awb-margin-top-large:0px;--awb-spacing-right-large:1.92%;--awb-margin-bottom-large:0px;--awb-spacing-left-large:1.92%;--awb-width-medium:100%;--awb-order-medium:0;--awb-spacing-right-medium:1.92%;--awb-spacing-left-medium:1.92%;--awb-width-small:100%;--awb-order-small:0;--awb-spacing-right-small:1.92%;--awb-spacing-left-small:1.92%;\" data-scroll-devices=\"small-visibility,medium-visibility,large-visibility\"><div class=\"fusion-column-wrapper fusion-column-has-shadow fusion-flex-justify-content-flex-start fusion-content-layout-column\"><div class=\"fusion-text fusion-text-1\"><h2><span style=\"color: #000000;\"><strong>Wealth Planning: Financial Advisory Is Evolving<\/strong><\/span><\/h2>\n<p>Managing one&#8217;s wealth is not always solely a financial problem, but often requires an<br \/>intervention capable of resolving a series of personal or family, business, and fiscal issues. A <strong>wealth specialist<\/strong> is a professional capable of assisting the entire family unit, and not just the<br \/>individual, with their entire wealth, from an increasingly transgenerational perspective. This is<br \/>the challenge a private banker will need to face to evolve from offering financial advisory<br \/>services to comprehensive wealth advisory.<\/p>\n<h2><span style=\"color: #000000;\"><strong>Will Business Cards Automatically Be Replaced with the New Title &#8220;Wealth Specialist&#8221;?<\/strong><\/span><\/h2>\n<p>In light of the impacts of MiFID II and technological evolution, there are critical elements to this<br \/>challenge, especially in client perception. It should be highlighted that the role of the <strong>private banker<\/strong> has already changed over the last 10 years, moving from a model focused on <strong>financial advisory<\/strong> in a strict sense (i.e., portfolio management consistent with specific objectives) to a model that positions the private banker as a &#8220;pivotal&#8221; interlocutor, able to be the point of<br \/>reference for expressing needs and constraints, ultimately becoming a true ambassador to the<br \/>professionals the client needs.<\/p>\n<h2><span style=\"color: #000000;\"><strong>A Transition Worthy of a <\/strong>&#8220;<strong>Desert Crossing<\/strong><strong>&#8220;<\/strong><\/span><\/h2>\n<p>The evolution from financial advisory to wealth advisory is not easy, and indeed it has<br \/>represented a demanding transition for some advisors who have moved in this direction. This is<br \/>because it required and still requires a significant investment of time and money to achieve<br \/>adequate training (also depending on the affiliated companies and age), as well as an<br \/>indispensable and effective internal organization of their office (teamwork among colleagues,<br \/>secretariat, junior assistants) that frees up valuable time to dedicate to high-margin revenue<br \/>activities aimed at finding tailored solutions for the wealth issues of HNW clients, and<br \/>connecting with external partners such as accountants, lawyers, notaries, etc.<\/p>\n<p>This &#8220;<strong>desert crossing&#8221;<\/strong> has also had other effects: distances are growing between advisors who<br \/>look ahead and equip themselves for the new role, and those who are slowed down in their<br \/>journey. Furthermore, making the path towards becoming a &#8220;wealth specialist&#8221; even more<br \/>arduous, but also inevitable, has been the advent of technological innovation, fintech,<br \/>robo-advisory (call it what you will), but the new challenge for the future will also be to contend<br \/>with artificial intelligence.<\/p>\n<h2><span style=\"color: #000000;\"><strong>The (Wealth) Advisor of the Future<\/strong><\/span><\/h2>\n<p>At this point, therefore,<strong> <\/strong>the <strong>emotional intelligence of the advisor,<\/strong> equipped to grasp even the<br \/>deepest needs related to clients&#8217; entire family wealth, will be the element that makes the<br \/>difference. <strong>The best advisors will make a difference because they will be able to provide<br \/>personalized, suitable, and flexible solutions that an algorithm or a program could never<br \/>elaborate: these are soft skills fortunately belonging to the human world.<\/strong><\/p>\n<p>For example, in proposing a solution for<strong> wealth protection and planning, the trust represents<br \/>one of the legal instruments useful for protecting assets or rights, to be allocated to one<br \/>or more beneficiaries, capable of crafting a truly unique &#8220;tailor-made suit.&#8221;<\/strong> The most significant effect is that of a<strong>sset segregation,<\/strong> usually dear to entrepreneurs and<br \/>professionals. However, debunking the myth of it being a costly structure, the use of trusts is<br \/>increasingly materializing both in the protection of vulnerable individuals (see <a href=\"https:\/\/espresso.repubblica.it\/attualita\/cronaca\/2016\/05\/24\/news\/dopo-di-noi-la-legge-spiegata-in-15-punti-1.267139\" target=\"_blank\" rel=\"noopener\">&#8220;<strong>After Us<\/strong>\u201d <\/a>Law)<br \/>and in succession planning (in the latter case, forms of income or capital disbursement to<br \/>beneficiaries can be hypothesized over long time horizons, difficult to achieve through other<br \/>instruments). In cases of donor concerns or hesitations about prematurely divesting their assets,<br \/>effective solutions such as a testamentary trust or a dormant trust exist.<\/p>\n<h2><span style=\"color: #000000;\"><strong>Financial Advisory and Jurisprudence<\/strong><\/span><\/h2>\n<p>Doctrine and jurisprudence have extensively dealt with a particular form of trust, the<br \/>self-declared trust, which involves the coincidence between trustee and settlor (donor). This<br \/>specific case has often been subject to challenges by the financial administration, even to the<br \/>point of threatening the nullity of the constitutive act. With judgment of 26.10.2016,<\/p>\n<p> no. 21614 the Court of Cassation again addressed this matter, and it appears particularly relevant as it<br \/>sanctions its legitimacy and establishes new principles that revise previous jurisprudential and<br \/>financial administration guidelines. The judgment establishes, with reference to the taxation due,<br \/>that proportional taxes for transfers of goods and rights do not apply to the self-declared trust,<br \/>but rather fixed taxes.<\/p>\n<h2><span style=\"color: #000000;\"><strong>Financial Advisory and Tax Authorities<\/strong><\/span><\/h2>\n<p>The affirmation of this principle is particularly relevant in both fiscal and civil law fields, as it<br \/>explicitly contradicts a series of robust jurisprudential interpretations, some of which had even<br \/>denied the legitimacy of the <strong>self-declared trust<\/strong> itself. In all probability, this jurisprudence<br \/>unfavorable to the institution was motivated by specific concrete cases where the trust had been<br \/>resorted to perhaps too nonchalantly: consider the case of a heavily indebted individual who<br \/>tries to shield their assets from creditors through dispositive acts in favor of a trust of which they<br \/>themselves might have been the trustee, with the consequent possible revocatory actions and in<br \/>certain cases of nullity that resulted. This last example confirms the importance of teamwork<br \/>among professionals: solutions often arise from open discussion, accompanying clients and<br \/>their family units in organically, not partially, analyzing their wealth needs in good time.<\/p>\n<p>The objective of wealth advisory is therefore to optimize choices from all points of view, to make<br \/>decisions and not to postpone them. If you agree with this vision, please contact me. If you agree with this vision, contact me.<\/p>\n<\/div><\/div><\/div><\/div><\/div>\n","protected":false},"excerpt":{"rendered":"","protected":false},"author":1,"featured_media":6096,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[32],"tags":[],"class_list":["post-6097","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-financial-advice"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.5 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Wealth Planning: Financial Advisory Is Evolving - Francesco Paese<\/title>\n<meta name=\"description\" content=\"The evolution from financial consulting to wealth consulting is not easy, but what is the added value for the client? 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