Many advisory firms worry about how to build connections with their clients' children, so that assets under management don't evaporate after a client's death.

Advisor John Schwan, an RIA in Aberdeen, S.D., has been working formally with his clients' heirs for more than 15 years -- and says the program has helped his firm develop strong client relationships that cross generational lines. "The evidence is how many of our clients we have been working with who are second and third generation," he says.

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