Complete Guide to HNW Wealth Management

At $5M+ investable, the advisor you used at $500K doesn't fit anymore. The service model, fee structure, and planning coordination need to be fundamentally different. This guide walks the playbook.

The fee model problem

Typical wirehouse (Merrill, Morgan Stanley, UBS, Wells Fargo): 1.0-1.2% AUM fee on wrapped accounts + 0.4-0.8% embedded mutual fund expenses + kickbacks from fund companies that constrain the lineup. Total drag: 1.4-2% on $10M = $140-200K/yr.

Typical HNW-focused fee-only RIA: 0.4-0.7% AUM, tiered lower at scale. Low-cost index funds or direct indexing (0.1-0.3%). No kickbacks. Total drag: 0.5-1% = $50-100K/yr.

The fee differential compounds over 20 years at growth rates into millions of additional wealth.

Direct indexing — the HNW-specific advantage

A separately-managed account (SMA) holding ~200 individual stocks that replicate an index (S&P 500, Russell 3000). Continuous tax-loss harvesting on the individual components generates losses that offset gains elsewhere in your portfolio.

Typical tax alpha at $2M+: 1-1.5%/year. At $10M, that's $100-150K/yr of after-tax benefit. Direct indexing is:

• Available at $250K-$1M minimums (Parametric, Aperio, Wealthfront SMA, Frec)
• Most powerful in the first 5-7 years when many positions haven't fully appreciated
• Synergistic with charitable giving — donate appreciated positions, buy replacements to maintain index exposure
• Synergistic with concentrated-stock diversification — TLH losses offset concentrated-position sales

Asset location strategy

What goes where across account types:

• Taxable brokerage: index funds (long-term capital gains treatment), direct-indexing SMAs, municipal bonds for high-bracket investors.
• Traditional IRA/401(k): tax-inefficient assets — REITs, high-yield bonds, actively managed funds. Tax-deferred growth compensates for ordinary-income distribution.
• Roth IRA/401(k): highest-growth-potential assets. Permanent tax-free growth means aggressive allocation.
• HSA: invested aggressively; treated like a super-IRA (triple tax advantage).
• 529: age-appropriate glide path for beneficiary's education timeline.
• Trusts: depend on grantor vs non-grantor status. Coordinate with estate attorney.

Concentrated-stock management

Common HNW situation: 30-70% of net worth in one position (inherited, executive equity, founder stock). Diversification without unnecessary tax:

• Gradual sell-down — simple, predictable tax, 3-5 year horizon.
• Exchange fund — contribute concentrated stock, receive diversified partnership units. No current-year tax. 7-year lockup. Min $1M contribution typical.
• Direct-indexing SMA offset — harvest losses in the index replicator to offset concentrated-stock sales gains.
• Charitable Remainder Trust (CRUT) — zero-tax contribution + lifetime income + charitable legacy.
• 10b5-1 plan (for insiders) — pre-set sell schedule, SEC-compliant.
• Protective collar — hedge via options without selling. Tax-defers without IRS "constructive sale" problems if structured correctly.

Alternative investments

Historically gated by accredited-investor thresholds ($1M net worth ex-residence or $200K+ income). For HNW: PE, VC, private credit, real estate syndications, hedge funds.

Role: non-correlated returns, illiquidity premium, tax characteristics. Typical allocation: 10-25% of portfolio.

Watch: liquidity lockups, fee layering (fund-of-fund structures add 1-2% of drag), J-curve patience. Fee-only advisors choose alts based on portfolio fit, not kickbacks.

Coordination across specialists

At $5M+, you need:

• Financial advisor (quarterbacks the team) — your fee-only RIA
• Tax CPA — annual returns + projections + audit representation
• Trust-and-estates attorney — estate docs, trust drafting, annual review
• Insurance specialist (independent) — for life insurance, LTC, umbrella liability
• Possibly: business-exit advisor — if active business owner

The right fee-only RIA coordinates this team so strategies align. Wirehouse advisors typically leave coordination to you.

Family wealth planning

• Education of heirs — financial literacy, expectations, roles in family wealth.
• Governance structures for multi-generational wealth — family constitutions, council structures.
• Philanthropic vehicles — donor-advised funds, private foundations, CLTs.
• Gifting calendar aligned with estate plan and exemption use.