Estate attorneys and CPAs can be important referral partners for RIAs because they often work with clients at moments when financial decisions become more complex. Estate planning, business transitions, and wealth transfers all require coordination across multiple professionals. When that coordination is weak, clients may receive disconnected advice and firms may miss referral opportunities.

COI relationships are already a meaningful growth channel. The 2025 research shows that client, friend, and family referrals account for 54.2% of new clients, while COI referrals represent the second-largest source at 13.9%. Nearly 63% of practice management professionals also view COI partnerships and strategic alliances as highly effective marketing strategies. 

For RIAs, stronger collaboration with estate attorneys and CPAs can improve planning quality and help the firm stay involved when clients face major financial decisions. 

How Can RIAs Coordinate Planning With Estate Attorneys and CPAs?

Coordinated planning helps connect the client’s investment strategy with legal and tax decisions. This matters because estate documents may not work as intended if account structure or beneficiary designations are not aligned.

RIAs can support the process by preparing client summaries before meetings and helping clarify the financial context behind key decisions. They can also help clients understand how portfolio choices may affect tax planning or estate outcomes. This makes the professional team more useful to the client and reduces the chance that important details are missed.

How Can RIAs Improve Client Handoffs?

Client handoffs should feel organized and intentional. When a client is introduced to an estate attorney or CPA without context, the process can feel fragmented and reduce confidence in the advisory relationship.

RIAs can improve handoffs by explaining why the professional is being introduced and what issue needs to be addressed. They should also share relevant background before the meeting and follow up afterward to confirm next steps. With COIs already accounting for 13.9% of new clients, even small improvements in handoff quality can support stronger referral relationships.

What Workflows Help RIAs Collaborate With COIs?

Collaboration works better when the process is structured. Secure document sharing and clear review timelines can reduce delays while keeping each professional aligned.

RIAs can also create regular planning checkpoints with estate attorneys and CPAs. These reviews may focus on estate updates or tax planning opportunities, depending on the client’s situation. A repeatable workflow makes the relationship easier to manage and helps each professional stay involved at the right time.

What Overlooked Value Can Support COI Collaboration?

Estate planning and wealth transfer often involve trusts, inherited accounts, and older holdings that may not have been reviewed for recoverable value. Securities class action recovery is one area where this can matter. 

With roughly 1,000 active cases each year, this process was difficult to manage manually. Firms had to identify eligible matters, match them to client holdings, and support the claim process across accounts. Platforms such as 11th.com make this workflow more scalable by identifying eligible recoveries and helping return proceeds to client accounts.

For RIAs, this can add practical value in conversations with both clients and COI partners. It shows that the firm is not only coordinating planning documents, but also looking for recoverable value inside client accounts.

What Should RIAs Prioritize in 2026?

In 2026, RIAs should treat COI collaboration as part of both client service and business development. Estate attorneys and CPAs can help RIAs stay connected to clients during major planning events, while RIAs bring investment and account-level context back into the conversation.

FAQ

Why should RIAs work with estate attorneys and CPAs?

They help RIAs deliver more coordinated advice during estate planning, business transitions, and wealth transfers.

How can RIAs improve collaboration with COIs?

RIAs can share relevant client context, prepare for planning discussions, and keep follow-up organized.

Why are client handoffs important for RIAs?

Organized handoffs help clients feel supported and strengthen trust with both the RIA and the COI partner.

What workflows help RIAs work better with estate attorneys and CPAs?

Secure document sharing, clear timelines, and regular planning checkpoints can keep everyone aligned.

What Overlooked Areas Can RIAs Bring Into COI Conversations?

RIAs can bring in overlooked areas such as settlement recovery when estate, tax, or wealth transfer planning involves older holdings or inherited accounts.