“$250K in Advisor Capacity Unlocked”: How Caprock Made Estate Planning Central to the Client Relationship

Caprock isn’t your average advisory firm. As a national multi-family office managing over $9 billion in assets for ultra-high net worth families, the firm has always taken a planning-first, advisor-led approach. But in estate planning—a key area of client concern and advisor differentiation—they were hitting a ceiling.

Legacy workflows were holding them back: diagrams were built in Visio, values updated manually, and documents parsed by hand. Despite the central role that estate planning plays in client well-being and capital allocation, it remained a time-consuming and inconsistent part of the client experience.

That changed when Caprock adopted Luminary.

“We realized estate planning could be the center of the conversation, not just a dusty binder,” says Jefferson, Head of Operations. “With Luminary, it became integrated, interactive—and most importantly, scalable.”

Searching for a Better Way

The “aha” moment came not from an internal mandate or client complaint, but from a shift in expectations.

“We started seeing these elegant estate diagrams,” Jefferson recalls. “At first, it seemed cosmetic. But then we realized something deeper—this was the future of planning.”

Caprock’s advisors needed a tool that would:

• Give them and their clients clarity, especially around illiquid assets and gifting strategies
• Support existing relationships with estate attorneys and CPAs, not replace them
• Reduce time spent on manual prep and increase time spent in client conversations

That ruled out several tools they initially considered.

“Some platforms seemed designed to become the estate planner,” Jefferson explains. “We’re not trying to replace the attorney. We’re trying to help them do their job better—with current data, fewer manual motions, and shared visibility.”

Why Luminary

What set Luminary apart wasn’t just the diagrams—it was the depth of the data behind them. Estate documents became digitized, annotated, and dynamically linked to real portfolio values. Advisors could model scenarios and illustrate impact without rebuilding anything from scratch.

Just as importantly, Luminary supported Caprock’s team-centric approach.

“We take an advisor-first view of operations,” says Jefferson. “My client is the advisor. And I want them to spend less time reading PDFs and more time talking to clients. Luminary makes that possible.”

Scaling Trust & Estate Services Without Scaling Headcount

The results were immediate—and measurable.

Caprock’s advisors now save an average of five hours per week previously spent updating estate plans, building diagrams, and manually aligning values. For a $1M/year advisor, that translates to $250K in capacity redirected toward higher-impact work.

“Instead of grinding through documents, they’re meeting with clients, calling estate counsel, and actually advising. That’s the shift.”

Beyond time savings, Luminary helped Caprock:

• ‍Accelerate onboarding: Streamlining new client estate reviews contributed to shorter onboarding cycles and faster time-to-revenue.: In a recent bake-off, Caprock secured a private equity GP by being the
• Win competitive deals: In a recent bake-off, Caprock secured a private equity GP by being the only firm to ask for estate documents. “We didn’t just talk about the portfolio—we talked about the person. That’s what won them over.”‍
• Increase advisor fluency: Advisors without prior estate experience can now confidently lead those conversations, narrating from visualizations rather than building from scratch.

“It’s like performance reporting—just for the estate plan. The learning curve is low, and the output is stunning.”

A Better Collaboration Model

Before Luminary, collaboration with estate counsel was ad hoc. Updating diagrams required time-consuming rework, which meant fewer updates and missed opportunities to align.

Now, advisors can generate updated visuals on-demand and securely share them with estate and tax professionals. The result: better alignment, clearer communication, and no fear of stepping on toes.

“We tell attorneys up front—we’re here to work with you. And they’ve responded really positively. They see we’re not doing their job, we’re giving them better inputs.”

Looking Ahead

Caprock is doubling down on planning, making Luminary part of its advisor recruitment and onboarding strategy.

“Advisors want to work somewhere tech-forward, where they’re supported with tools that amplify what they do best. Luminary is a huge part of that.”

The firm is now exploring ways to embed Luminary deeper into prospecting, portfolio reporting, and internal training, ensuring consistency and quality across every client team.

“The roadmap execution has been incredible. Most vendors say ‘Q4’ and deliver next year. Luminary just ships.”

The Bottom Line

By partnering with Luminary, Caprock has turned estate planning from a reactive, labor-intensive process into a central, strategic advantage—without changing what they charge or who they collaborate with.

“We’re not a thousand-client shop,” Jefferson says. “We’re relationship-driven. And this is a tool that lets us spend more time where it matters: talking to clients about their lives, not editing PowerPoint slides.”