Study finds the Great Wealth Transfer is an emotional test, not just a financial one

A new M/A/R/C Research study says the coming Great Wealth Transfer will reshape family decision-making as much as household balance sheets. The research finds major gaps between confidence and readiness, with many future heirs and givers expecting emotional stress, communication breakdowns and a need for both human and digital guidance.

Why it matters: - The Great Wealth Transfer is moving trillions of dollars from older generations to heirs over four decades, and the study says the outcome will depend on more than investment and estate planning. - Financial firms, advisors and estate planners have an opening to help families prepare emotionally as well as financially. - Businesses outside financial services may also need to adapt to consumers facing changing family dynamics and new expectations around money.

What happened: - M/A/R/C Research released an independent study, The Great Wealth Transfer: Expectations, Emotions, and How Consumers are Preparing for What’s Next. - The research looks at future inheritance givers and receivers who expect to give or receive at least $100,000. - M/A/R/C Research plans to share the data during a webinar at 12 pm ET on Wednesday, Sept. 30.

The details: - Nearly half of future givers do not have a detailed plan for the transfer. - Many givers and receivers are not confident about what comes next. - Among future receivers, 87% expect gratitude, while 47% expect to feel overwhelmed, 44% anxious and 41% stressed. - Half of future receivers use AI tools for financial matters. - AI users are more likely than non-users to work with a financial advisor. - 80% of future receivers expect to work with a financial advisor on an inheritance. - M/A/R/C Research says future inheritance participants fall into four mindsets: Not Concerned, Fully Empowered, Family-Oriented and Apprehensive.

Between the lines: - The study points to a confidence gap: many consumers believe inherited wealth will help, but they do not feel fully prepared for the emotional and practical demands. - Gen X stands out as a key group because many are managing their own wealth, helping aging parents and preparing to pass assets on, yet a substantial portion remain unprepared. - Gen X future givers show more concern than Boomers+ about tax implications, heirs’ money management and whether estates transfer as intended. - The biggest mismatch may be expectations. 52% of future receivers expect a significant lifestyle change, compared with 37% of future givers. - That gap could lead to family tension, disappointment and missed planning opportunities if conversations do not happen early. - The research suggests successful guidance will require communication and expectation management, not only financial expertise.

What's next: - Financial institutions and advisors may lean more heavily on tools that combine digital support with human advice. - M/A/R/C Research says organizations that tailor guidance to different inheritance mindsets can create stronger connections than those using one message for everyone. - The study also suggests that companies should prepare for a consumer market shaped by wealth transfer, family change and evolving attitudes toward financial security. - For more information about the study or webinar, contact Brad Seipel at brad.seipel@marcresearch.com. - More information is available on M/A/R/C Research's website.