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For RIAs, artificial intelligence (AI) isn't what’s next: It is what’s now.
AI is changing how you work, how you communicate with clients, and ultimately, how you deliver value. A joint KPMG and SIFMA study reinforces just how quickly expectations are changing: Nearly 49% of Gen Z clients expect top-tier, AI-enabled digital tools, compared to just 7% of baby boomers.
Advisors are still the heart of the relationship, but clients expect a seamless, personalized digital experience. This is why hybrid advice that blends human empathy and insight with smart technology is becoming table stakes.
But successfully leveraging AI is more than just adding shiny new software tools to a wealth stack that already looks like a game of Jenga. It requires firm leaders to empower their teams to use the right tools confidently and responsibly, while ensuring that they enhance the client experience.
When done right, AI empowers you to ditch the mundane chores and focus on deeper conversations concerning client purpose, lifestyle and long-term goals.
Firms succeeding with AI typically follow four simple steps: They focus on education; start small; choose low-risk/high-impact opportunities first; and set clear guardrails for ethical, compliant personalization.
Education: Building Advisor Confidence
A successful AI rollout begins with education. Everyone from the top of your org chart to the bottom needs to understand where AI fits, what it does, and how to use it safely.
Advisors clearly want (and expect) this guidance. Financial Planning’s AI Readiness Survey highlights that 44% of advisors see employee training as their top priority for AI readiness, which is even ahead of upgrading their tech stack.
Advisors want training, not guesswork.
With the AI market evolving so quickly, leadership is everything when it comes to differentiating the contenders from pretenders. Structured training, clear lists of approved tools, defined data sources and easy-to-understand compliance rules go a long way in building confidence.
Start Small: Low Risk and High Reward
It’s okay to get early wins with smaller AI innovations. For instance, using AI to take notes during client meetings instantly cuts down on paperwork. Advisors see the immediate benefit, making the technology less scary. These small victories pave the way for wider use, showing that AI supports the advisor's human touch, rather than replacing it.
Ultimately, the goal is to have deeper, more proactive and truly personalized conversations.
Impact: Finding Your Sweet Spot
Once advisors are educated, firms should point them toward AI tools that offer a big payoff without heavy risk. These are the "sweet spots" where AI significantly improves preparation, insight and workflow.
For example, imagine a client wants to buy a second home. Advisors can use AI to quickly model tax implications and potential financial outcomes. This frees up precious time for a richer discussion with the client about their goals and how this purchase could impact the long-term plan.
The right AI tools enable advisors to walk into meetings with more insightful questions and better context. And clients can feel this difference. When advisors show up prepared, anticipating concerns and spotting opportunities, it signals deep attentiveness and strengthens trust — the most valuable currency in wealth management.
These high-impact opportunities help you get comfortable before moving on to advanced personalization, building greater confidence that becomes contagious.
Personalization: Deepening the Relationship
With confidence heightened, advisors are ready to personalize. This is where AI can really elevate the planning experience.
Clients want holistic guidance that covers their entire financial life: charitable giving, estate planning, family dynamics, big life changes and even those "life-coach moments" that build connection.
With the right prompts, AI can help to surface key insights across various documents, accounts and planning scenarios, enabling advisors to deliver thoughtful, unique recommendations.
Of course, all of this requires a strong compliance backbone. Firm leaders must work with their legal and compliance teams to set clear rules for data privacy, ethical use and SEC governance. When advisors know the clear boundaries, they can tailor plans confidently without stepping into a gray area.
When framed correctly, AI strengthens an advisor’s human touch. Clients who see their advisor using AI to improve service often view the innovation as a mark of sophistication and trustworthiness, helping the practice stand out from the competition.
Amplifying the Human Element
The firms that win in the AI era will be led by those who create a culture of confident adoption, built on learning and humanization. Leadership must champion AI, setting a clear vision while embracing smart experimentation. This ensures your entire organization understands how these tools amplify the human element that makes great firms exceptional.
By taking this structured approach, RIAs can deliver proactive, deeply personal, and values-aligned guidance at scale, creating a more humanized client experience that resonates for generations ahead.
Andree Mohr is President at Integrated Partners, a national financial planning and registered investment advisory (RIA) firm.
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Advisor Perspectives welcomes guest contributions. The views presented here do not necessarily represent those of Advisor Perspectives.
