Carson Group Launches Estate Planning Push

Why It Matters

By adding in‑house estate planning, Carson can capture new fee revenue and meet a growing client demand across wealth tiers, giving it a competitive edge over firms that still rely on external referrals.

Key Takeaways

• Carson adds estate planning tools for 600 advisors
• Service targets both high‑net‑worth and mass‑affluent clients
• Partners include Luminary, Trust & Will, Encore Estates, NetLaw, Vanilla
• Early adoption low; advisors need education and support
• 39% of firms offer in‑house planning; 45% outsource

Pulse Analysis

The United States is on the cusp of a multitrillion‑dollar generational wealth transfer, prompting financial‑planning firms to reassess how they address estate and trust services. Historically, many advisors have shied away from these conversations because of regulatory complexity and the perception that estate planning is a luxury reserved for the ultra‑wealthy. Recent surveys show that only 39% of registered investment advisors provide in‑house estate planning, while 45% still rely on external referrals, leaving a sizable gap in client coverage.

Carson Group’s new estate‑planning platform aims to close that gap by equipping its more than 600 advisors with a turnkey solution that blends education, software, and specialist assistance. The firm has integrated a suite of third‑party technologies—including Luminary, Trust & Will, Encore Estates, NetLaw and Vanilla—to streamline document creation, compliance checks, and client communication. By positioning advisors as the primary conduit for estate discussions, Carson not only enhances the value proposition for existing high‑net‑worth relationships but also opens a scalable pathway to serve mass‑affluent households that previously lacked access.

From a competitive standpoint, Carson’s move signals a broader shift among RIAs toward in‑house wealth‑adjacent services, a trend that could erode the referral‑based model that many firms still depend on. Advisors who can confidently guide clients through wills, trusts, and tax‑efficient wealth transfer are likely to capture higher fee income and deepen client loyalty. As adoption matures, the industry may see a consolidation of estate‑planning technology providers and a new benchmark for comprehensive financial‑planning platforms, reshaping how wealth managers generate growth in the coming decade.