How Empathy and Strategy Drive Success in High-Net-Worth Estate Planning

A Journey from Advising Advisors to Becoming a Dedicated Fiduciary

In the world of estate planning, Vance Barse’s career path is a rare one. Vance initially advised wealth management teams, helping them make investment decisions for high-net-worth clients. This experience equipped him with an in-depth understanding of the field, from financial nuances to gaps in advisors' offerings. About a decade ago, he decided to break out of consulting and establish Your Dedicated Fiduciary (YDF), his own fiduciary firm, with a focus on advanced estate and tax strategies. "I learned everything I possibly could about what advisors do—and more importantly, what they don’t," he explains. YDF’s mission became clear: to retain as much wealth within clients’ estates as possible by orchestrating advanced planning techniques.

Advanced Planning: Strategy, Not Loopholes

For Vance, advanced estate planning isn’t about finding tax loopholes but about employing sophisticated tools like intentionally defective grantor trusts (IDGTs). With IDGTs and other strategies, Vance’s team helps clients preserve wealth across assets like businesses and real estate. Although YDF doesn’t handle the tax returns or draft legal documents, it takes the lead in shaping a comprehensive approach, ensuring seamless collaboration with CPAs and estate planners. This architectural oversight brings substantial value to high-net-worth clients, safeguarding their wealth in ways standard planning might miss. “Our job,” Vance says, “is to keep as much money in the estate as possible.”

Learning the Ropes Through "Trial by Fire"

Breaking into such a niche sector didn’t happen without its challenges. Vance recounts his early days as “trial by fire,” where he worked closely with expert tax advisors and estate planners, gathering insights through real-life cases. Building his knowledge and client base was a blend of strategy and serendipity. “I’ve never met a stranger,” Vance laughs, explaining how organic networking moments—like meeting people at polo matches—helped him connect with clients. Working alongside industry veterans allowed him to fine-tune his skill set, bridging technical knowledge with practical application, and protecting against errors along the way.

Beyond Numbers: Why Empathy Matters

One might expect that a career so focused on finance would leave little room for personal connections, but for Vance, the opposite is true. As a self-described empath, he finds his work deeply fulfilling because it centers around people. “I love working with other human beings. I feed off their energy,” he says, seeing his clients as more than just business relationships. Building close, lasting relationships with clients—often becoming one of the most trusted people in their lives—gives Vance’s work a rare blend of professional purpose and personal meaning. This human-centered approach allows him to serve as a vital link between clients’ personal and professional worlds, especially for those with complex lives involving businesses, real estate, or even unique interests like equestrian sports.

Mixing Science and Sensibility

Vance’s unique balance of technical mastery and empathy is partly rooted in his educational background. He credits his love for organic chemistry, where complex equations transform into meaningful outcomes, as influencing his approach to estate planning. Estate planning, he explains, often involves a “tabula rasa” or clean slate, where multiple variables need to be calculated to arrive at a structured solution. For him, it’s a similarly intricate and rewarding process when devising estate strategies for clients, as each situation is unique.

His designation as a Certified Private Wealth Advisor (CPWA) deepens this technical foundation, allowing him to dive into complex estate strategies and handle the intricate needs of high-net-worth families.

Embracing Clients' Hopes, Concerns, and Dreams

At the heart of Vance’s work lies a deep commitment to understanding each client’s core values, dreams, and fears. “What are they happiest about with their family? What are their deepest concerns?” he asks, approaching each interaction with genuine curiosity. Beyond just managing finances, he aims to help clients feel secure in their family legacies and plans. This dual focus—on both the human and the financial sides of wealth—empowers Vance to design solutions that are as fulfilling emotionally as they are financially beneficial.

Passion Beyond Profit: Finding Joy in Service

Vance’s ability to integrate empathy with technical expertise makes his career feel less like work and more like a calling. “I literally never feel like I’m working,” he says, summing up his experience. His approach proves that high-net-worth estate planning isn’t just about crunching numbers or avoiding taxes; it’s about creating an experience that addresses clients’ tangible and intangible needs. For Vance, guiding clients through intricate financial landscapes while truly understanding them on a personal level is what makes his work uniquely rewarding.

In a field where precision and high stakes dominate, Vance Barse stands out by combining cutting-edge financial expertise with a rare sensitivity to clients’ lives. His journey from advising other advisors to becoming a trusted fiduciary showcases the power of blending technical knowledge with human connection—a balance that makes him both a strategic ally and a trusted confidante for his clients.

DISCLOSURES

Toews Asset Management is an SEC registered investment adviser with its principal place of business in the State of New Jersey.

This presentation may include forward-looking statements. All statements other than statements of historical fact are forward-looking statements (including words such as “believe,” “estimate,” “anticipate,” “may,” “will,” “should,” and “expect”). Although we believe that the expectations reflected in such forward-looking statements are reasonable, we can give no assurance that such expectations will prove to be correct. Various factors could cause actual results or performance to differ materially from those discussed in such forward-looking statements.

This video is intended to provide general information only and should not be construed as an offer of specifically tailored individualized advice, and no representation is being made as to whether the information provided herein would be beneficial for any investor.

For additional information about Toews, including fees and services, send for our disclosure statement as set forth on Form ADV by contacting Toews at Toews Corporation, 1750 Zion Road, Suite 201, Northfield, NJ 08225-1844 or by visiting our website: www.toewscorp.com. 6695294 MK