Regular commentator in these pages, Matthew Erskine, a lawyer in the US and expert on many of the needs of HNW and ultra-HNW people, examines some of the territory around fine art and collectibles.

A topic that we’ve covered several times recently is the world of fine art (see here, here and here), collectibles and the advisory and investment issues around it. More articles are in the works and we look forward to publishing them in the coming days and weeks. 

In this guest article, from regular contributor, and FWR advisory board member Matthew Erskine, partner at Erskine & Erskine, he explains how advisors should work with clients to manage fine art and other collectibles. There’s plenty of actionable information here that we hope readers can take away into the profession. As always, such articles are designed fuel debate and conversations, so please get involved. The usual editorial caveats apply. Email tom.burroughes@wealthbriefing.com and amanda.cheesley@clearviewpublishing.com

When it comes to estate and wealth planning for ultra-high net worth clients, their art and collectibles are often overlooked – but they shouldn't be. These assets carry not just significant financial value, but emotional meaning, legacy impact, and potential tax consequences. Yet many advisors hesitate to initiate conversations about collections, unsure of how to approach a topic that is so deeply personal.

Ignoring collectibles can lead to planning blind spots that risk diminished value, family conflict, or even tax penalties. In contrast, addressing collectibles as part of an integrated wealth strategy allows clients to preserve both their financial wealth and personal legacy.

Here’s how advisors can skillfully navigate these conversations – and why doing so is critical.

Why collectibles deserve a seat at the planning table
From fine art and classic cars to vintage watches and sports memorabilia, UHNW clients often accumulate valuable objects over time. These assets may represent passion projects, family heritage, or savvy investments. Yet they are rarely discussed with the same rigor as equities, real estate, or business interests.

This is a missed opportunity. Collectibles are subject to:

-- A higher capital gains tax rate (28 per cent);
-- Estate inclusion without income-generating liquidity;
-- Issues of provenance, valuation, or tax basis without proper documentation;
-- Family conflict during inheritance without a clear succession plan.

Advisors who ignore this asset class do their clients a disservice. Those who proactively engage in the topic offer a differentiating, value-added service.

Step One: Framing the conversation with emotional intelligence
When discussing the topic, context is everything. Meeting clients in their home or office provides you the chance to observe what’s displayed and an opening to discuss collectibles. Ask:

“Tell me about this piece – how did you acquire it?”

“What other collectibles do you own?” 

"What does owning these collectibles mean to you or your family?”

These open-ended questions tap into the emotional drivers of collecting: pride, story, memory, and identity. Only after this emotional connection is acknowledged should the conversation pivot to strategic questions:

-- How are these items integrated into your broader estate plan?
-- Are they formally appraised or insured?
-- What do you want to happen to these objects in the future?

Step two: Educating the client on planning essentials
Once the topic is open, advisors can position themselves as educators – not sellers – of solutions. Topics to cover include:

-- Valuation and documentation: Explain the need for formal appraisals and provenance documentation for IRS compliance, estate administration, and insurance coverage.
-- Tax implications: Highlight the higher capital gains tax rate and the nine-month deadline to pay estate tax, which may force a rushed sale of art or collectibles without advance liquidity planning.
-- Succession planning: Emphasize how the collector’s knowledge is often lost without recorded insights, and how their intent can guide either the preservation or monetization of a collection.

Step three: Motivating action through stories and strategy
UHNW clients don’t respond well to scare tactics – but they do respond to compelling narratives and well-crafted strategies. Share anonymized stories (with permission) of clients who preserved family legacy and saved millions through proactive planning – or cautionary tales where the lack of planning led to litigation or unnecessary tax burdens.

Then, present actionable next steps:

-- Schedule developing a collection inventory;
-- Introduce a specialist (e.g., fine art appraiser, insurance expert, tax attorney); and 
-- Incorporate the collection into the estate plan through tailored vehicles like LLCs, trusts, or charitable structures.

Best practices for advisors
To earn credibility and trust in this space:

-- Share your own experience: If you collect, mention it. Personal connection builds rapport.
-- Normalize the conversation: Include collectibles as part of every annual review or planning update.
-- Respect confidentiality: Assure clients that their privacy is paramount – especially for items not publicly known.
-- Collaborate with specialists: Partner with appraisers, conservators, legal experts, and art advisors to provide holistic service.

The strategic payoff
Advisors who understand the unique intersection of personal legacy and financial value in collectibles can help clients achieve peace of mind – and differentiate themselves in a competitive marketplace. These conversations don’t just safeguard wealth; they preserve stories, meaning, and intergenerational continuity.

By treating art and collectibles as core components of the estate plan, not side notes, advisors ensure they remain a source of pride and not a source of conflict.