Wealth Management in Financial Services Cloud
How FSC turns a generic CRM into a purpose-built platform for advisors — financial accounts, household rollups, goal-based planning, relationship visualization, and the AI layer that Salesforce now calls Agentforce.
Financial Services Cloud wealth management features exist to solve a problem generic CRMs never could: a client is not a single record. A client is a household, a web of trusts and business entities, a portfolio of managed and held-away accounts, and a set of life goals that change over time. FSC was built around that reality, layering a financial-services data model and advisor-focused tooling on top of the core Salesforce platform.
This guide walks through the features that matter most to wealth advisors and the architects who configure for them — the client model, the financial account objects, household aggregation, goal-based planning, the Actionable Relationship Center, the business APIs that connect to planning platforms, and the AI capabilities Salesforce introduced under the Agentforce banner. Every behavior here is verified against the Spring ’26 Financial Services Cloud documentation.
What Wealth Management Means in Financial Services Cloud
Financial Services Cloud ships in editions aligned to three verticals — Banking, Insurance, and Wealth Management — and the wealth capabilities are most associated with the FSC Sales license. The shared promise is consolidation: instead of advisors switching between custodial systems, planning tools, and spreadsheets, FSC pulls relationships, assets, life events, and goals into one client-centric view.
A quick branding note before going deeper. Salesforce now markets the product as Agentforce Financial Services to reflect the AI agents embedded throughout it. The underlying platform, the object model, and the Financial Services Cloud Accredited Professional certification all retain the Financial Services Cloud name, so this guide uses FSC throughout for clarity.
Wealth management in FSC is not one feature — it is a data model plus a toolkit. The data model (households, financial accounts, relationships) gives advisors the structure; the toolkit (rollups, goals, ARC, action plans, APIs) makes that structure actionable.
The Client Model: Person Accounts & Households
Every wealth implementation starts with how clients are represented. New FSC orgs enable Person Accounts by default, combining the Account and Contact into a single record experience that represents an individual client. A wealth advisor rarely serves an individual in isolation, though — they serve a family. That is where households come in.
A household is a business Account related to a PartyRelationshipGroup with the type Household. The individual members are linked to that household through AccountContactRelation records, which also carry the member’s role. The Wealth Management managed package suggests a starting set of roles: Client, Spouse, Domestic Partner, Dependent, Grantor, Beneficiary, Board Member, Employee, and Trustee.
A single Person Account can belong to more than one household — useful for blended families, multi-generational wealth, or a client who appears in both their own household and their parents’. Plan your role picklist and primary-group logic before loading data, because rollup behavior depends on it.
For the full mechanics of households, group membership, primary-group designation, and the managed-package versus standard model, see our deep dive on household management and the relationship builder. This guide focuses on what sits on top of that foundation for wealth.
Financial Accounts: The Core of the Wealth Data Model
If households are the skeleton, financial accounts are the muscle. The FinServ__FinancialAccount__c object models a client’s bank accounts, investment accounts, loans, and insurance balances. It is the anchor for everything an advisor cares about: balances, holdings, transactions, and ownership.
The objects that make a portfolio
| Object | API Name | Role in the model |
|---|---|---|
| Financial Account | FinServ__FinancialAccount__c | The account itself — checking, investment, loan, or policy balance |
| Financial Account Role | FinServ__FinancialAccountRole__c | Junction defining who owns or accesses the account |
| Financial Holding | FinServ__FinancialHolding__c | An individual position within an investment account (shares, price, market value) |
| Financial Account Transaction | FinServ__FinancialAccountTransaction__c | Deposits, withdrawals, transfers, fees, and interest activity |
Every FinServ__FinancialAccount__c must have at least one active Financial Account Role with the type Primary Owner. Without it, the record errors on save and during bulk data loads. This is a heavily tested fact on the FSC Accredited Professional exam.
Managed and held-away assets
Wealth advisors need to see assets they manage and assets a client holds elsewhere — the “held-away” accounts that influence advice but sit outside the firm’s management. FSC tracks both as financial accounts, and the Account object carries summary fields so advisors get the full picture at a glance.
Total Investment Value
The total value of all investment accounts associated with the account.
Total Managed Investment Value
The slice of investment value actively managed by the firm — the basis for fees and AUM.
Total Financial Accounts
A rollup count of the financial accounts tied to the client or household.
Aggregating Wealth with Record Rollups
Summary fields don’t populate themselves. The engine behind a household’s consolidated net worth is Record Rollups, often called Rollup-by-Lookup (RBL). Rollups aggregate financial information — investments, liabilities, deposits, open cases, opportunities — at both the individual client level and the household level, giving advisors that customer-centric, 360-degree view.
Under the hood, modern FSC rollups run on the Data Processing Engine (DPE), a no-code ETL framework that performs the calculations. DPE is available in Enterprise, Unlimited, and Performance editions with Financial Services Cloud.
Controlling what rolls up
Two settings govern rollup behavior, configured on the Wealth Management custom setting:
- From Setup, open Custom Settings and manage the Wealth Management configuration. Enable Enable Rollup Summary to turn on client-level aggregation.
- Enable Enable Group Record Rollups so financial data also aggregates to the household level.
- On the
AccountContactRelationobject, use theRollups__cpicklist to choose which categories a member contributes to their primary group — for example Financial Accounts, Financial Goals, Events, Tasks, Assets and Liabilities, and Referrals. - If you don’t see related lists for objects like cases, opportunities, insurance, or referrals, add the matching picklist values to
Rollups__c.
Rollups recalculate in response to triggers and batch jobs. Before a large data migration, deactivate rollup behavior for integration users — recalculating on every inserted record can slow a bulk load dramatically. Re-enable it once the load completes.
Only categories selected in the Rollups__c field for a member roll up, and only to the member’s primary group. A member with the wrong primary group, or a missing rollup category, is the most common reason a household total looks “wrong.”
A net-worth rollup in practice
Net worth is the headline number on an advisor’s screen, and in FSC it’s the product of several Record Rollup Definitions working together. A typical configuration aggregates financial account balances across every household member into three household-level figures:
| Household figure | What it aggregates | Calculation |
|---|---|---|
| Total Assets | Balances of asset-type accounts (checking, savings, investment) across all members | SUM rollup |
| Total Liabilities | Balances of liability-type accounts (loans, credit lines, mortgages) | SUM rollup |
| Net Worth | Total Assets minus Total Liabilities | Formula field |
The cleanest pattern is to build the asset and liability totals as separate rollup definitions — each filtered to exclude closed or inactive accounts so the numbers stay accurate — and then compute net worth as a simple formula field rather than forcing the subtraction into a rollup. Name each definition with a consistent convention, such as Financial Account — Assets — SUM, so the configuration stays legible as it grows.
Operationalizing Advisory Workflows: Goals & Action Plans
Data tells an advisor what is true; workflow tells them what to do next. Two features turn the wealth data model into action: Financial Goals and Action Plans.
Financial Goals
Wealth management is ultimately about outcomes, and FSC models those outcomes with the Financial Goal object (FinServ__FinancialGoal__c). A goal captures a target amount, current progress, and a target date — a retirement fund, a college savings plan, a home purchase. FSC provides prepackaged goal-capture experiences so advisors record a client’s aspirations directly in the platform rather than in a side document.
Crucially, goals are actionable. Because they live as records, you can drive workflows and alerts around them, and they roll up to the household level when Financial Goals is selected in the member’s Rollups__c field.
Onboarding Action Plans
Action Plans capture a repeatable sequence of tasks in a template and then generate those tasks automatically when applied to a record — with relative deadlines and assigned owners. The template defines the recipe; each Action Plan is an instance created from it. For a new-client review, an onboarding Action Plan can drive the entire process: open-account tasks, a suitability review, and document collection, each routed to the right owner.
Action Plan Templates target the objects that matter for advisory work, and the tasks they generate pair naturally with DocumentChecklistItem records to track required paperwork from submission through approval. The result is a consistent onboarding experience that doesn’t depend on any one advisor remembering the steps.
Action Plan Template Items use relative deadlines (days from the plan’s start date), not fixed dates — which is what makes a single onboarding template reusable for every new client regardless of when they sign on.
A goal in FSC isn’t a static note. It’s a record that participates in automation, reporting, and household rollups — so progress toward a client’s retirement target can trigger a review task or surface on a relationship manager’s dashboard automatically.
Connecting to Planning Platforms via Business APIs
Few firms run financial planning entirely inside Salesforce; most pair FSC with a dedicated planning or portfolio platform. FSC bridges the two with business APIs — most notably the Household API, which retrieves aggregated household details through Connect API calls: the members of a household, their financial accounts, assets, financial holdings, and liabilities.
This solves two real advisor pain points. First, planners can pull household information into their platform without asking clients for the same data repeatedly. Second, bankers and advisors can view and act on financial plans from that external platform right inside FSC. The Household API uses the same Data Processing Engine and Record Rollup Definitions that power on-screen rollups, and it can aggregate to either the Account object or the PartyRelationshipGroup object.
Setting up the Household API involves assigning the Record Aggregation Access permission, installing the unmanaged package of preconfigured rollup definitions, generating the DPE definition, and scheduling the rollup flows. Treat it as an integration project, not a checkbox.
Visualizing Client Networks with ARC
A household total is a number; a client’s network is a picture. The Actionable Relationship Center (ARC) renders relationships as an interactive, graph-based view where advisors can explore how individuals, households, businesses, trusts, and centers of influence connect — and create, edit, or delete records directly from the graph.
For wealth advisors, ARC is where the value of the relationship data model becomes obvious: you can trace a referral source, map a multi-generational family, or spot the accountant and attorney who quietly shape a client’s decisions. ARC requires the Person Account model and depends on the Association Type picklist (Group, Member, Peer) being fully active.
For ARC setup, the two versions, and the association-type prerequisites, see our walkthrough of the Actionable Relationship Center, and explore the objects involved in the interactive FSC data model explorer.
Client Engagement Tracking
The hardest part of advisory work isn’t analysis — it’s timing. Knowing when to reach out, and about what, is what separates a trusted advisor from a vendor. FSC supports that relationship discipline with three features that work together: a record of every conversation, a prompt when something needs attention, and a timeline of the life events that create opportunities.
Interactions & Interaction Summaries
Interactions track client meetings, calls, and touchpoints, while Interaction Summaries capture the detailed notes — with confidentiality levels and integration with Compliant Data Sharing so the right people see the right meeting records. Interaction Summaries are a standard part of the wealth-focused edition and feed the Agentforce meeting prep and wrap-up experiences.
Record Alerts
Record Alerts are contextual notifications that surface on a client’s record page when something needs attention — a maturing CD, a large withdrawal, a compliance flag. They display through OmniStudio FlexCard components, and admins can generate them with Flow and Expression Sets and refine them using the Business Rules Engine. Alerts put the prompt where the advisor already is, instead of waiting to be discovered.
Life Events & Business Milestones
The Events and Milestones component gives advisors a timeline of what’s happening in a client’s life. It shows PersonLifeEvent records on a person account or contact page — marriage, retirement, the birth of a child, an inheritance — and BusinessMilestone records on a business account page, such as an acquisition or executive change. Admins define the event and milestone types, choose their icons, and can mark a type as unique so a once-in-a-lifetime event like a birth can’t be logged twice.
This is where engagement tracking becomes proactive. When Action Plans are enabled, a New Action Plan action is available directly from a life event or milestone, so a triggering event — a client changing jobs, retiring, or receiving an inheritance — can launch a tailored outreach plan. The hover card on each event also lets an advisor spin up a related case or opportunity on the spot.
Interaction Summaries
Log the meeting — notes, confidentiality, and shared access via Compliant Data Sharing.
Record Alerts
Get prompted — contextual FlexCard alerts driven by Flow and the Business Rules Engine.
Life Events & Milestones
Act on the moment — launch an Action Plan when a life event signals an opportunity.
To surface the Events and Milestones component, add the Person Life Events related list to your Person Account page layout and the Business Milestones related list to your business account layout, then place the component on the corresponding Lightning record pages.
Knowing who to prioritize is its own task. The Client Segmentation App helps advisors identify key actions for high-potential clients and accounts; Salesforce ships it as part of the Wealth Management implementation, deployed after the core setup is complete.
Onboarding, KYC & Compliance
Wealth management is a regulated business, and FSC builds compliance into the data-gathering process rather than bolting it on. The Discovery Framework uses Assessments — digital, validated questionnaires — to replace paper-based fact-finding and intake. These integrate with the Know Your Customer (KYC) data model for prospect verification and risk rating.
KYC in the investment world rests on three pillars: a customer identification program, customer due diligence, and ongoing monitoring. In FSC, structured Assessments feed that process, while DocumentChecklistItem records track required documents from submission through approval. The result is a defensible, auditable onboarding trail.
Know the relationship: the Discovery Framework (Assessments) collects and validates client data, and it integrates with the KYC data model. Document Checklist Items track the supporting documents. Candidates are often tested on which framework does what.
The AI Shift: Agentforce for Wealth Management
The most visible change in recent releases is the shift from “Financial Services Cloud” to Agentforce Financial Services, embedding AI agents directly into the advisor’s flow of work. For wealth specifically, Spring ’26 leaned into operational, bounded AI rather than open-ended automation.
Meeting Prep & Wrap-Up
Agentforce assembles pre-meeting briefs and post-meeting summaries for advisors and bankers.
Agentforce Voice
Voice AI for bounded, identity-verified service tasks — best started on non-advisory inquiries.
Flexible Hierarchies
Map complex corporate hierarchies, from parent companies to subsidiaries, for a fuller financial picture.
Underpinning the AI is data. Data Cloud can surface calculated transaction insights — household income, expenditure, and net-worth trends — directly on FSC FlexCards, combining behavioral and financial data into a single view. The Einstein Trust Layer governs how that data reaches the models, which matters enormously in a compliance-heavy industry.
For advisory conversations, validate compliance and call-recording requirements before deploying voice or generative features. Salesforce’s own guidance is to start AI agents on bounded, non-advisory tasks and expand from there.
12 High-Yield Wealth Management Facts
- Person Accounts by default — New FSC orgs enable Person Accounts; the legacy Individual model is brownfield-only.
- Household structure — A household is a business Account tied to a Party Relationship Group of type Household, with members linked via Account Contact Relationship.
- Primary Owner required — Every Financial Account needs at least one active Financial Account Role with type Primary Owner, or it errors on save and bulk load.
- Holdings vs. accounts — Financial Holdings are positions inside an investment Financial Account; don’t confuse the two objects.
- Rollups need the right primary group — Data rolls up only to a member’s primary group, and only for categories selected in
Rollups__c. - DPE powers rollups — Modern Record Rollups run on the Data Processing Engine, available in Enterprise, Unlimited, and Performance editions with FSC.
- Managed vs. held-away — Total Investment Value covers all investments; Total Managed Investment Value is the firm-managed subset (the AUM basis).
- Household API — Retrieves aggregated household members, accounts, assets, holdings, and liabilities via Connect API for planning-platform integration.
- Goals are actionable —
FinServ__FinancialGoal__crecords drive workflows and roll up to the household when Financial Goals is in the member’s rollup categories. - Relative deadlines — Action Plan Template Items use days-from-start, not fixed dates, which makes one onboarding template reusable for every client.
- Unique event types — Mark a Person Life Event or Business Milestone type as unique to block duplicate once-in-a-lifetime events; the Events and Milestones component can launch an Action Plan from a triggering event.
- Record Alerts — Contextual alerts surface on record pages via OmniStudio FlexCards, created with Flow and Expression Sets and refined with the Business Rules Engine.
Frequently Asked Questions
A financial account represents the account itself — a checking, investment, or loan account — while a financial account role defines who owns or has access to it. Every financial account must have at least one active role with the type Primary Owner.
FSC uses Record Rollups, also called Rollup-by-Lookup, powered by the Data Processing Engine. Rollups aggregate financial data such as investments, liabilities, and deposits at both the client and household level based on the categories selected in the Rollups field on Account Contact Relationship.
Held-away assets are accounts a client holds outside your firm’s management. FSC can track both managed and held-away assets as financial accounts, and Account fields such as Total Investment Value and Total Managed Investment Value let advisors see the full picture.
Yes. Salesforce now markets Financial Services Cloud as Agentforce Financial Services to reflect its embedded AI agents. The underlying platform, data model, and the Accredited Professional certification still use the Financial Services Cloud name.
FSC exposes business APIs, including the Household API, that retrieve aggregated household details such as members, financial accounts, assets, holdings, and liabilities. Advisors can push this data to and pull plans from financial planning platforms without re-entering information.
The Client Segmentation App helps financial advisors identify key actions for high-potential clients and accounts. It is deployed as part of the Wealth Management implementation after the core setup is complete.
FSC tracks life events on the Events and Milestones component using Person Life Event and Business Milestone records. When Action Plans are enabled, an advisor can launch a New Action Plan directly from a triggering event such as a job change, retirement, or inheritance, turning a life change into a structured outreach plan.
Wrapping Up
Wealth management in Financial Services Cloud is the sum of its parts: a client model that understands families, financial account objects that capture the portfolio, rollups that consolidate it into net worth, goals and action plans that operationalize the advice, engagement features that tell an advisor when to reach out, ARC that maps the relationships, and APIs that connect it all to the planning tools advisors already use. The Agentforce layer adds intelligence on top, but it rests entirely on a well-structured data model underneath.
Master that model and you’ll be ready for both the certification and the real-world implementation — because on this platform, they test the same thing.
You can dig deeper into related topics through the official Salesforce Help on financial plans and goals, the Financial Services Cloud Object Reference, and the Record Rollups Trailhead module.
All object names, fields, and behaviors verified against the official Salesforce Spring ’26 Financial Services Cloud Developer Guide, Installation Guide, and Help documentation. Study smarter at CertifySF.com.