A multigenerational model links parents, children and even grandchildren with tiered fees.

With billions of dollars expected to pass between generations in the coming decade, Canadian wealth management firms are rethinking how to serve their clients’ families and retain assets.

One solution is family-tree pricing, a strategy designed to retain entire households across generations, even when the youngest members are still early in the stages of building their wealth.

“At its core, family-tree pricing means we don’t just serve a portfolio – we serve a family legacy,” says Amy Dietz-Graham, senior wealth advisor and portfolio manager at National Bank Financial Wealth Management in Toronto. “It’s like giving every branch of the tree, not just the trunk, a bit of sunlight.”

A multigenerat

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