Statistics highlight that 70% of assets are transferred to other advisors when a client passes. Why? Most beneficiaries feel that the existing advisor does not know anything about them and the advisor does not have good / state of the art technology, perception or reality? So, how can those assets be better protected? Proactive activities? What programs would enable the advisor to offset the concerns of the advisor not knowing them and demonstrate technical proficiency? How and when do advisors start the conversation with their clients to introduce them to the beneficiaries?