INVESTIRE | July 2026
The Ultra-High Net Worth Individual (UHNWI) segment—comprising individuals with assets exceeding €30 million (numbering approximately 15,000 in Italy)—requires an approach that goes far beyond traditional investing. To serve this client base, financial advisor networks and major banking groups (through dedicated private banking divisions) have had to evolve by adopting the family office model.
At this level, personal and business assets are often intertwined. The primary challenge lies not merely in generating returns, but in long-term wealth preservation, tax optimization, and intergenerational transfer.
Financial advisor networks have captured a 20% share of this market niche. 34% of HNWI clients served by network-affiliated advisors report being extremely satisfied—primarily due to the value provided by the professional (68%), followed by the suite of services offered, six of which stand out in particular.
Family governance and generational transition: structuring the transfer of corporate shares or real estate assets to heirs requires meticulous planning; consequently, financial advisors within these networks collaborate with legal and notary teams to draft family agreements, trusts, or family holding companies.
Alternative investment advisory: UHNWIs show strong interest in non-traditional asset classes, and financial advisors facilitate access to private equity funds, venture capital, club deals, and investments in prestige real estate.
Corporate advisory and extraordinary finance: since many UHNWIs are entrepreneurs, financial advisor networks support their companies through stages such as M&A (mergers and acquisitions), stock market listings, or debt restructuring.
Asset protection: through targeted legal instruments, many networks offer protection for wealth against risks associated with business operations or potential litigation.
Luxury asset concierge services: wealth management often encompasses high-value tangible assets; consequently, it is important to offer advice regarding real estate, artworks, and car or watch collections.
The financial advisor serving a UHNWI client evolves into a true “wealth architect.” Given that the issues involved range from international taxation to corporate law, the advisor does not act in isolation but coordinates and is supported by a team of specialists.
In this ecosystem, the advisor interacts daily with lawyers, accountants, tax planners, and corporate finance specialists. The network’s added value lies precisely in its ability to centralize this expertise, offering the client a single point of contact—their advisor—who maintains a comprehensive, strategic overview of all assets.
In Italy, as elsewhere in the world, the concentration of wealth is driving significant growth in multi-family offices and the private banking and advisory divisions of financial institutions.
Serving UHNWIs means delivering comprehensive financial and legal structures designed to endure for future generations. From “brick sellers” to architects: this is the challenge facing advisors preparing to serve the most demanding clientele.
Nicola Ronchetti