REALM, an invitation-only global network of luxury real estate advisors, has released a white paper titled Minted: Who the New Wealthy Are, and What They Expect, authored by founder and CEO Julie Faupel. The paper argues that the rapid creation of wealth by younger, more liquid, and more skeptical individuals is reshaping how luxury real estate advisors must earn trust and win clients. For advisors in Long Beach and surrounding areas, the findings signal a shift away from brand-centric marketing toward relationship-driven, early engagement strategies.
According to the paper, global personal wealth rose 10.8% in 2025, the strongest year since 2017, with nearly one million new millionaires created—more than 2,600 every day—and a record $297.8 billion passed to billionaire heirs in a single year. Minted contends that this is not simply more wealth but different wealth: younger, faster, more liquid, more mobile, and more skeptical of inherited relationships. The luxury real estate industry, built to win clients through brand, volume, and visibility, now faces a mismatch, as the newly minted choose advisors through introduction, discretion, and authority.
Drawing on REALM’s membership intelligence and global wealth research, Minted identifies six findings. The minting is structural, not cyclical, driven by entrepreneurial creation and the largest intergenerational transfer in history arriving simultaneously. New wealth often arrives as a liquidity event, with the first major real estate decision following within months. The new wealthy do not relocate; they assemble residences, citizenships, and properties into a portfolio designed for optionality. Loyalty is no longer inherited: 81% of next-generation inheritors plan to leave their parents’ wealth firms, and only 17% of high-net-worth individuals describe their advisory experience as seamless and personalized. Permission, not price, governs the purchase: 52% of affluent buyers are buying fewer luxury items but expecting more from each, and 47% weigh future regret before committing. Their objection is rarely “I can’t afford it”; it is “I’m not sure I should.”
For advisors, the paper maps four gates every prospective advisor must pass—introduction, verification, discretion, and intelligence—and sets out nine practices defining the advisor this generation requires, a figure REALM calls the Trusted: present before the liquidity event, fluent across borders and generations, and leading with intelligence rather than inventory. “Wealth has always been made. What has changed is the speed, and the shape of the people making it,” said Faupel. “The brand does not win this client. The advisor does. Trust is the currency, and it is earned one relationship at a time.”
REALM members who contributed to the paper describe the same pattern. “When wealth is created quickly, someone’s life can change faster than their trusted circle can form,” said Bridget Ramey, a luxury real estate advisor in Austin. “They often have the capital before they have the counsel. When you consistently show up for them, you become more than an advisor; you become the person they trust for whatever comes next.” Jack Cotton, a luxury real estate advisor on Cape Cod, added, “You don’t find these clients by becoming more visible. You find them by becoming more referable.”
The paper is the opening chapter of a broader effort. On May 17–19, 2027, the REALM Global Collective 2027 will convene 250 invitation-only participants at the Four Seasons Hotel Austin, including 200 senior advisors and 50 ultra-high-net-worth capital gatekeepers. Working councils will produce positions on the first 90 days after a liquidity event, covering the heir, cross-border counsel, stewardship, and the role of AI, among others. Those positions will shape REALM’s definitive guide to luxury advisory, to be published with Greentree Publishing following the Collective and renewed annually. “This paper defines the client,” said Faupel. “The work that follows will define the standard.”
Minted is available now at Minted – REALM Guide.
