About Mariner Wealth Advisors
Mariner Wealth Advisors, founded in 2006, has grown to become a major wealth advisory firm with over 800 advisors across 44 states and Puerto Rico. Managing approximately $98.6 billion in assets, Mariner provides comprehensive wealth management services including investment management, tax planning and preparation, and estate planning. Barron’s has ranked Mariner in their top five RIAs for nine consecutive years since 2016.
The Challenge: Delivering Estate Planning at Scale
Mariner Wealth Advisors identified an opportunity to enhance their white-glove client experience by bringing estate planning services in-house. However, regulatory constraints created obstacles for directly offering these legal services. The firm needed a solution that would:
- Provide consistent, high-quality estate planning services nationwide
- Function as a seamless extension of their brand
- Integrate with their existing technology infrastructure
- Maintain the advisor’s central role in the client relationship
- Enhance their established white-glove client experience
The Solution: A Seamless Estate Planning Platform Tailored for Mariner’s Advisors
After careful evaluation of available options, Mariner selected Hargrove as their estate planning services partner. Mariner’s decision created a comprehensive solution that addressed their requirements:
- Mariner worked with Hargrove to develop custom-branded advisor and client portal experiences that maintained their visual identity and professional standards
- Mariner’s IT team collaborated with Hargrove to integrate the platform with their existing identity-management system through single sign-on authentication
- Mariner incorporated their preferred corporate trustee into the platform workflow
- Mariner gained access to Hargrove attorneys licensed across all states where they operate
- Mariner secured a dedicated Advanced Estate Planning Attorney from Hargrove to support their advisors. This dedicated attorney works closely with hundreds of Mariner advisors, providing legal guidance and helping their clients navigate the estate planning process
- Mariner maintained their advisors’ central role in the estate planning process while accessing specialized legal expertise
Mariner led a streamlined and efficient implementation process. Their IT department worked with Hargrove’s technical team to ensure smooth integration. Mariner and Hargrove provided thorough training on the platform for the advisors and established comprehensive support resources to ensure adoption.
Results: Streamlined Process, Stronger Relationships
Mariner’s strategic selection of Hargrove created meaningful improvements in their estate planning capabilities:
- Within months of implementation, hundreds of Mariner advisors routed their estate planning work through the platform
- Mariner has streamlined client onboarding for estate planning services
- Mariner has made the estate planning execution process more efficient and consistent
- Mariner advisors have enhanced client outcomes through collaboration with Hargrove attorneys
- Mariner has reinforced their professional image and commitment to comprehensive wealth management through the branded experience
- Mariner clients benefit from the continuity of having their trusted advisor involved throughout the estate planning process
- Mariner now benefits from monthly reporting and insights into their overall referrals
- Over 42% of Mariner advisors have registered for the platform, with over 40% of those advisors referring one or more clients, demonstrating strong adoption and trust in the process
“Hargrove has fundamentally transformed how we deliver estate planning to our clients. Their unique combination of sophisticated legal expertise and innovative technology has allowed us to scale high-quality estate planning services across our advisors.”
— Scott Luhnau, Head of Intergenerational Wealth Planning, Mariner Wealth Advisors*
*Opinion expressed as of March 17, 2025
Conclusion: A Scalable Estate Planning Model for Wealth Firms
Mariner Wealth Advisors demonstrated how wealth management firms can overcome regulatory challenges while enhancing client service through innovative technology solutions. By selecting Hargrove’s estate planning platform to integrate with their existing systems and brand identity, Mariner maintained control over the estate planning process while accessing specialized legal expertise from Hargrove.
Mariner’s approach has improved operational efficiency and enhanced the client experience by providing a cohesive approach to wealth management that includes estate planning.
Their success highlights the value of technology solutions that respect and enhance existing client relationships while adding specialized capabilities. Wealth management firms seeking to enhance their estate planning offerings without compromising on control or quality can learn from Mariner’s approach with Hargrove.
Disclaimer: The information presented in this case study represents one firm’s experience and does not guarantee similar results for other organizations. Results may vary based on various factors including firm size, advisor adoption, client demographics, and implementation approach.