At Select Advisors Institute, we frequently emphasize the importance of positioning yourself at the center of wealth transitions. One of the most overlooked yet potent growth strategies for financial advisors is leveraging Money in Motion (MiM)—a term used to describe the movement of significant financial assets due to life events or professional transitions.
But what exactly is Money in Motion, and how can advisors find these high-value prospects? More importantly, how can you become the advisor these individuals trust during a time of financial change?
Let’s break it down.
What is Money in Motion?
Money in Motion refers to instances when individuals or businesses undergo a financial shift—causing assets to become available for new management or reallocation. These aren’t everyday transactions. These are major, often emotional decisions triggered by key events, and they open a window of opportunity where financial advisors can step in and offer guidance.
Common triggers include:
Divorce or Separation
Sale of a Business
Inheritance or Estate Distribution
Career Changes or Retirement
Receiving a Windfall (e.g., legal settlement, IPO, bonus)
Change of Financial Advisor
Each of these events sets the stage for wealth to change hands. That movement creates vulnerability, uncertainty—and opportunity.
Why Money in Motion Matters
Understanding the dynamics of Money in Motion is critical because clients experiencing financial upheaval are more open to seeking new advisory relationships. They are evaluating trust, expertise, availability, and above all—relevance. These moments are rare inflection points where the “gate is open,” and a thoughtful approach can result in long-term client acquisition.
Consider this: clients rarely change advisors without a major catalyst. But when life disrupts the status quo, they suddenly need a new plan, new solutions, and someone they can rely on. That’s where you come in.
Where to Find Money in Motion Opportunities
Most advisors want a ready-made list of prospects undergoing transitions—but that’s not always practical. Instead, the key is to know where to look and how to identify signals. Here are some places and strategies to discover these high-potential prospects:
Divorce Attorneys, CPAs, and Estate Planners
These professionals are often the first to know when a client is undergoing a transition. Building referral relationships with them can open up early access to clients in need of financial advice.Business Brokerage Firms and M&A Advisors
Business owners planning to sell often seek advisors after the transaction. Get in earlier—during planning—and become part of the team guiding the process.Executive Search Firms and HR Consultants
Corporate transitions like job changes or retirement plans can indicate a shift in assets or new liquidity.Trust & Estate Records
In some jurisdictions, probate filings and trust records are public information—another way to identify potential clients experiencing financial transitions.Social Signals and Local News
Announcements about company sales, executive appointments, or philanthropic gifts often indicate wealth movement. Staying plugged into local or industry-specific news can give you a first-mover advantage.
How to Engage Clients Experiencing Money in Motion
Spotting a Money in Motion opportunity is only half the equation. You must also be prepared to engage effectively.
Lead with Empathy, Not Aggression:
These moments are often stressful. Approach with care, understanding, and helpful resources—not sales pitches.Craft Hyper-Relevant Messaging:
Tailor your outreach and content to speak directly to the situation the prospect is facing. Show that you understand their needs before offering solutions.Position Yourself as a Problem Solver:
Your expertise is valuable, but it’s your ability to simplify complexity and provide clarity during emotional times that makes the difference.Be Visible Before the Event Happens:
The best advisors aren’t just reactive. They build awareness in key networks so that when a transition occurs, their name is top of mind.
The Select Advisors Approach
At Select Advisors Institute, we help advisors develop and implement systems for capturing Money in Motion opportunities before competitors do. Through advanced prospecting tactics, custom content, and strategic coaching, we guide advisors in:
Identifying high-value triggers within their network or region
Creating a compelling positioning strategy
Building influence within professional circles that surround high-net-worth individuals
Becoming a trusted resource for professionals who regularly interact with wealthy individuals in transition
We believe that Money in Motion is one of the most sustainable ways to grow a practice with high-quality clients. But it doesn’t happen by chance—it requires intention, strategy, and timing.
Final Thoughts
Money in Motion isn’t just a buzzword—it’s a behavioral pattern that, when understood and acted upon, can transform your business. As an advisor, your ability to guide people during life’s most financially vulnerable moments is what sets you apart.
Rather than chasing leads, position yourself where opportunity naturally arises. Be the advisor that individuals find when their financial lives are shifting—and you’ll find long-term relationships, not just one-time accounts.
For advisors who are ready to go beyond reactive prospecting and begin building a proactive, transition-focused strategy, Money in Motion offers the blueprint.
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