Financial indicators are estimated data points that help you assess a client's financial situation, segment your book of business, and prioritize outreach. These are modeled estimates, not exact figures, and should be used directionally for planning and prioritization.
Important: All financial estimates are derived from third-party data models and public information. They should be verified through direct client conversations before making specific planning recommendations.
Wealth and Asset Fields
Investable Asset Range
What it is: Estimated liquid and investable assets excluding primary residence
Format: Range (e.g., "$500K-$1M", "$1M-$2.5M", "$2.5M-$5M")
Common ranges:
Under $100K
$100K-$250K
$250K-$500K
$500K-$1M
$1M-$2.5M
$2.5M-$5M
$5M-$10M
$10M-$30M
$30M+
Source: Modeled from:
Income estimates
Home value
Occupation and job level
Age and career stage
Geographic location
Investment property ownership
Consumer spending patterns
Use cases:
Wealth segment classification
Service tier assignment
Revenue potential estimation
Minimum account size qualification
Priority ranking for outreach
Planning applications:
Under $250K: Focus on accumulation, emergency funds, debt management
$250K-$1M: Diversification, tax-aware investing, retirement planning
$1M-$5M: Comprehensive planning, estate basics, tax optimization
$5M+: Advanced estate planning, charitable strategies, family office services
Limitations:
Estimates can be off by 30-50% or more
Doesn't account for recent inheritance, liquidity events, or losses
May not capture assets held privately or internationally
Based on statistical modeling, not actual account data
Best practice: Use for prioritization and segmentation, but verify with client before assuming specific asset levels.
Wealth Segment
What it is: Classification into wealth tiers based on estimated assets and income
Possible values:
Ultra High Net Worth (UHNW): $30M+ investable assets
High Net Worth (HNW): $5M-$30M investable assets
Affluent: $1M-$5M investable assets
Mass Affluent: $100K-$1M investable assets
Emerging Affluent: $50K-$100K investable assets
Mass Market: Under $50K investable assets
Source: Calculated from investable asset range, income, and other wealth indicators
Use cases:
Service model alignment
Pricing tier assignment
Marketing message customization
Resource allocation
Team specialization
Service implications:
UHNW: Concierge service, family office, complex estate and tax planning
HNW: Comprehensive wealth management, dedicated advisor, sophisticated planning
Affluent: Full financial planning, portfolio management, regular reviews
Mass Affluent: Guided planning, digital + human hybrid, streamlined services
Emerging: Digital-first, automated investing, educational content
See also: 4.2: Wealth Segment Analysis for strategic uses of this data.
Income Range
What it is: Estimated annual household income
Format: Range (e.g., "$75K-$100K", "$150K-$200K", "$250K+")
Common ranges:
Under $50K
$50K-$75K
$75K-$100K
$100K-$150K
$150K-$200K
$200K-$250K
$250K-$500K
$500K-$1M
$1M+
Source: Modeled from:
Occupation and job title
Employer and industry
Job level
Education
Geographic location (cost of living adjustments)
Property value
Consumer data
Use cases:
Retirement planning (replacement ratio calculations)
Tax planning tier (brackets, strategies)
Savings capacity estimation
Cash flow planning
Affordability assessments (insurance, investments)
Planning applications:
Under $100K: Basic tax planning, Roth IRA eligibility, credits and deductions
$100K-$200K: Phaseouts begin, backdoor Roth strategies, tax diversification
$200K-$500K: High earner strategies, mega backdoor Roth, deferred comp
$500K+: AMT planning, NIIT, QBI deduction, charitable strategies
Limitations:
Household vs. individual income distinctions
Doesn't capture variable/bonus compensation
May not reflect recent changes (promotions, job loss)
Two-income households harder to model accurately
Projected Client Revenue
What it is: Estimated annual revenue this client could generate for your practice
Format: Dollar amount or range (e.g., "$8,500", "$15K-$25K")
Source: Calculated from:
Investable asset estimate
Your firm's fee schedule
Wealth segment
Service tier assignment
Calculation example:
Estimated assets: $1.2M
Firm's AUM fee: 1% on first $1M, 0.75% above
Projected revenue: ($1M × 1%) + ($200K × 0.75%) = $11,500
Use cases:
Prioritizing business development efforts
Advisor capacity planning
Client segmentation by revenue potential
ROI on marketing spend
Minimum account size decisions
Strategic applications:
High projected revenue: Priority outreach, senior advisor assignment, white-glove service
Medium projected revenue: Standard service model, team advisor approach
Lower projected revenue: Digital service options, junior advisor assignment, scaled solutions
Limitations:
Based on estimated assets (which may be inaccurate)
Assumes full asset consolidation (may not happen)
Doesn't account for planning-only or hourly fees
Ignores relationship value (referrals, centers of influence)
Important: Don't let projected revenue be your only prioritization metric. Consider:
Referral potential (centers of influence)
Strategic relationships (niche expertise)
Existing relationship depth
Growth trajectory
Life events creating future opportunity
See also: 4.1: Revenue Distribution Chart and 6.1: Prioritizing Leads
Home Value
What it is: Estimated current market value of primary residence
Format: Dollar amount or range (e.g., "$425,000", "$400K-$450K")
Source:
Property tax assessments
Automated Valuation Models (AVMs)
Recent comparable sales
Property characteristics (size, age, features)
Use cases:
Net worth estimation
Home equity calculation
Refinancing opportunity assessment
Downsizing planning
Estate planning (asset allocation)
Planning applications:
High home value relative to liquid assets: House-rich, cash-poor considerations
Substantial equity: HELOC strategies, reverse mortgage eligibility (age 62+)
Recent appreciation: Tax planning for sale ($250K/$500K exclusion)
Multiple properties: Vacation home planning, rental property management
Limitations:
Market value estimates can be 10-20% off
Doesn't reflect recent renovations or deferred maintenance
Tax assessed value often differs from market value
Rapidly changing markets make estimates stale quickly
Doesn't account for mortgage balance (equity calculation)
Related field: See 5.3: Demographic Data for Home Ownership Status and property details.
Other Financial Indicators
Net Worth Estimate
What it is: Approximate total assets minus liabilities
Format: Range or tier
Source: Calculated from:
Investable assets estimate
Home value
Other property
Estimated liabilities
Use cases:
Overall wealth assessment
Service tier qualification
Estate planning scope
Limitations: Highly variable accuracy; many assets and liabilities unknown
Discretionary Income Indicator
What it is: Estimated income available after essential expenses
Format: Low, Moderate, High, or numeric estimate
Source: Modeled from income, family size, home value (mortgage proxy), location (cost of living)
Use cases:
Investment capacity estimation
Premium service affordability
Cash flow planning needs
Investment Sophistication Score
What it is: Estimated likelihood of investment experience/knowledge
Format: Score or category (Basic, Moderate, Sophisticated)
Source: Derived from occupation, education, job level, asset level, age
Use cases:
Communication approach (education needed vs. peer-level discussion)
Product appropriateness
Service model fit
Financial Interests
What it is: Indicated areas of financial interest or activity
Possible values:
Real estate investment
Stock market
Retirement planning
Tax strategies
Charitable giving
Alternative investments
Business ownership
Source: Consumer data, online behavior, publication subscriptions
Use cases:
Content personalization
Relevant topic conversation starters
Product/service alignment
Example: Client shows "Real estate investment" interest → Opportunity to discuss 1031 exchanges, rental property strategies, REITs
See also: 5.6: Interests & Lifestyle Data for broader interest areas
Using Financial Indicators Strategically
Prioritization Framework
Tier 1: High Priority
High investable assets ($2M+) OR high projected revenue ($15K+)
Recent life events (job change, inheritance, retirement)
High Catchlight Score (engagement likelihood)
Wealth segment match for your service model
Tier 2: Medium Priority
Moderate assets ($500K-$2M)
Growing income (mid-career professionals)
Strong referral potential (high social capital score)
Strategic fit (target niche, geographic preference)
Tier 3: Long-term Nurture
Emerging affluent (growth potential)
Young professionals (future high earners)
Lower current assets but strong trajectory
Service Model Alignment
Use financial indicators to ensure clients receive appropriate service level:
Comprehensive Wealth Management
Wealth Segment: Affluent or higher
Investable Assets: $1M+
Projected Revenue: $10K+
Financial Planning Focus
Wealth Segment: Mass Affluent
Investable Assets: $250K-$1M
Projected Revenue: $3K-$10K
Digital + Advisor Hybrid
Wealth Segment: Emerging Affluent
Investable Assets: Under $250K
Projected Revenue: Under $3K
Marketing Segmentation
High Net Worth Campaign
Filter: Wealth Segment = HNW or UHNW
Message: Advanced strategies, exclusive events, sophisticated planning
Channel: Personal outreach, invitation-only seminars, thought leadership
Mass Affluent Campaign
Filter: Wealth Segment = Mass Affluent, Age 35-55
Message: Building wealth, family planning, retirement readiness
Channel: Digital marketing, webinars, educational content
Emerging Affluent Campaign
Filter: Income Range = $100K-$200K, Age 25-40, Investable Assets < $250K
Message: Getting started, foundational planning, long-term partnership
Channel: Social media, online seminars, scalable content
Accuracy and Verification
When to Trust the Data
Higher confidence when:
Multiple indicators align (high income + high home value + executive job level)
Occupation clearly tied to income (physician, partner at law firm)
Property records are recent and detailed
Match confidence is Excellent
When to Verify
Lower confidence when:
Single indicators without corroboration
Self-employed (highly variable actual income)
Recent major life events (divorce, inheritance, job loss)
Wide ranges provided (reflects uncertainty)
Match confidence is Fair or Needs Review
Verification Strategies
Discovery conversations: "Tell me about your financial situation..."
Fact-finding forms: Request actual figures during onboarding
Observation: Lifestyle consistency with estimates
Direct questions: "Is this in the ballpark?" (when appropriate rapport exists)
Best practice: Never cite specific estimated figures to clients. Use for internal prioritization only.
Ethical Considerations
Do:
Use financial estimates for prioritization and segmentation
Verify before making specific recommendations
Acknowledge estimates when discussing internally
Respect privacy of financial information
Don't:
Tell a client "I know you have $X in assets" based on estimates
Make investment recommendations based solely on estimated data
Share estimated financial data with third parties
Assume estimates are precise
Disclosure: If asked how you know about their financial situation, explain that you use publicly available data and third-party estimates to better understand how you might be able to help, but that you'd like to verify details together.
Related Articles
4.1: Revenue Distribution Chart
4.2: Wealth Segment Analysis
6.1: Prioritizing Leads
7.1: Data Accuracy and Limitations
5.3: Demographic Data
5.4: Professional Data