Five steps to prepare your financial advisory practice to serve clients with special needs

Financial advisors often pride themselves on tailoring advice to each client, yet one group remains largely overlooked: individuals with intellectual and developmental disabilities (IDD) and their families.

With one in twenty people identifying as neurodivergent, an estimated $5 billion in wealth is expected to transfer to this community over the next decade. Advisors who prepare to serve these clients with compassion, accessibility and expertise will not only meet an important social need but also position their firms to lead within one of the most underrecognized opportunities of the Great Wealth Transfer.  

Here are five actionable steps you can take to prepare your practice and meaningfully engage this growing client base.

Build educational and technical competence

Advisors who help people with IDD need to know about both money and the real world. When it comes to family and estate planning, there are numerous complex rules governing Special Needs Trusts, ABLE Accounts, and government benefits such as SSI, SSDI and Medicaid. You can get the latest news by signing up for updates from groups like The Arc of the United States or the ABLE National Resource Center. 

Ensure accessibility

Accessibility is more than just having ramps and parking spaces. It means creating both physical and digital spaces where customers feel safe, focused and welcome. When you're at work, pay attention to how things smell and sound. Don't use strong cleaning products or perfumes. Turn off the doorbell chime, use softer lighting and warm colors and ensure there is a quiet space for a client to retreat to if someone feels overwhelmed.

Ensure that your website and other digital materials are accessible to people with disabilities when accessed online or in digital form. Use simple words, big fonts and pictures to help people understand important ideas. Make sure the colors are distinct enough and give shorter summaries of long documents. These small, thoughtful changes demonstrate that you care about your clients and want them to feel at home. They also often make your practice a more comfortable place for everyone.

Speak clearly

Anyone can get confused by complicated financial jargon, but this is especially true for people who think and learn in different ways. Avoid using technical language when speaking. Meetings should be shorter, and you should check in periodically to see if a break would be beneficial. 

Talk to the client directly instead of going to a family member or caregiver. Send them written summaries after meetings to help them remember what was said.

You and your team might want to think about getting training in disability sensitivity or inclusive communication. Being kind and clear are two qualities that go hand in hand to strengthen relationships.

Evaluate and evolve your service model

Advisors serving clients with IDD benefit from building a network of trusted professionals – estate attorneys, accountants and Medicaid Waiver specialists among them. These relationships help address the numerous transitions families experience, such as transitioning to adulthood, establishing guardianship, completing education or seeking employment. 

Clear and consistent pricing models, such as flat fees or subscriptions, can also reduce uncertainty and give families greater confidence in the planning process.

By pairing these operational adjustments with empathy-driven service, advisors can transform inclusion from a guiding principle into a repeatable and sustainable part of their practice.

Be authentic

To truly be inclusive, you must live by your values, not just change your surroundings. You really mean it when you hire people with IDD or help current employees get certifications to work with IDD clients. Best Buddies and your area's disability chambers of commerce are two programs that can help you find people to hire and train.

Customers notice when what your business says and what it does are the same. You build trust, inspire loyalty and make people feel like they belong, which is suitable for both employees and customers.

Service, not charity

Preparing your practice to serve clients with intellectual and developmental disabilities isn’t an act of charity – it’s an act of leadership. It builds stronger businesses, empowers teams and delivers lasting dignity to the families you serve. Advisors who take these steps aren’t simply widening access; they’re redefining what it means to offer truly personal financial guidance – where doing good for others and doing well as a firm move forward together.

The views expressed in this article are those of the author and do not necessarily reflect the opinions or positions of Binah Capital Group, Hestia Wealth & Wellness or its affiliates. This commentary is intended for informational purposes only and reflects the author’s perspective.