Pando Path® is the structured advisory process that keeps your senior client relationships intact — and introduces you to their adult children at the most significant moment of their lives.
A senior client moves, falls ill, or passes away — and in that same window, two quiet things happen. The advisor who’s known them for years isn’t automatically the advisor the next generation calls. The attorney who’s guided the family through every decision isn’t automatically the one they call either.
Not because anyone did anything wrong. Just because the next generation usually wasn’t in the room the first time that trust was earned.
of younger investors keep their parents’ financial advisor after a wealth transfer.
Cerulli Associates
of advisors stress the importance of building relationships with client heirs — yet most lack a structured process for it.
Natixis, 2024 Global Survey of Financial Advisors
“Familiarity with a family doesn’t mean a relationship with the heirs.”
Kitces.com / Carson Group
of attorneys cite referrals as their primary source of new business.
Martindale-Avvo, “The Business of Your Practice,” 2025
At the same time, that next generation is choosing someone. New financial and legal relationships are being formed in this exact window — and referrals remain the dominant way both happen. The professionals already in the room — the ones the family already trusts — are best positioned to be that referral. Most simply have no structured way to be there at the right moment. It’s the same gap, whether you’re protecting a relationship or building one. Nobody has had a structured process for either side. Until now.
Sources: Cerulli Associates · Kitces.com / Carson Group · Martindale-Avvo, The Business of Your Practice (2025) · Natixis, 2024 Global Survey of Financial Advisors
Pando Path® integrates with the work of every advisor involved in a complex senior transition. Here is what it does for each of them.
The home is the largest asset and the least planned for. When we are part of the conversation from the beginning, families and their advisors see the full picture — sale and distribution, in-home care funded by a credit line, or a reverse mortgage that extends independence. We stay engaged across the full journey so the right path emerges from the plan, not the crisis.
When we are involved from the beginning, the property is evaluated in the context of your client’s broader financial picture — not in isolation. Liquidity, leverage, timing, and distribution all look different when real estate is part of the conversation early rather than the transaction that happens after everything else is decided.
From initial property assessment through final disposition, we provide the structure, sequencing, and documentation that keeps real estate aligned with your obligations. When the process is disciplined and the record is clear, the property supports the outcome you are responsible for delivering.
For many older adults, the home is directly connected to what care is possible, when a move makes sense, and what options remain available. When we are involved alongside your work from the beginning, families understand what the property can and cannot do before decisions become urgent. Real estate follows the care trajectory. Not the other way around.
A structured, four-step engagement — built around what we call the Family Continuity Protocol — that protects your client relationship and introduces you to the next generation by design, not by chance.
This is not a referral arrangement. It is a structured practice for the case type every professional in your network encounters regularly but no advisory team is operationally equipped to handle.
Map all adult children, trustees, and POA holders. Surface which professional relationships exist — and which are at risk of being lost when the parent transitions.
Facilitate a structured Family Coordination Meeting with the older adult, adult children, and key advisors. Introduce each professional by role at the highest-trust moment of the engagement.
Deliver curated resources to the next generation: property assessment, estate coordination, financial stewardship, placement guidance. Every resource reflects on every partner in the room.
Execute the Heir Introduction Protocol — a formal process that converts a parent’s advisory relationship into a next-generation client relationship by design, not by chance.
Arizona-licensed at the broker level — the highest individual real estate license classification — with 20+ years navigating complex senior and estate transactions.
Repeatedly appointed by the Maricopa County Superior Court in divorce, probate, and trust proceedings. Familiar with court-ordered sale processes, family law dynamics, and the obligations required under AO 2020-180. Real estate sequencing that respects — and protects — the legal process.
Certified Senior Advisor and Seniors Real Estate Specialist. Advanced credentials in senior housing, aging dynamics, and the full complexity of late-life transitions.
Paradise Valley, Scottsdale, Arcadia, Central Phoenix, Phoenix Mountain Preserve. Active referral relationships with elder law, fiduciary, and GCM networks throughout the Valley.
The hardest case types in real estate — where legal, financial, emotional, and family dynamics intersect. Handled with structure, not improvisation.
Founding member of Compass Plus® — a Compass division dedicated to serving the real estate needs of older adults. Helping shape the standards and practices that guide this growing network of nearly 1,200 agents nationwide.
Griffin | Cohen does not pay or receive referral fees with professional partners — full stop. That’s a deliberate choice, not an oversight. It keeps the relationship free of the disclosure obligations and conflict-of-interest questions that come with fee-based referral arrangements. When you bring David into a client’s transition, you’re not managing a compensation relationship — you’re getting a structured process integrated into your client’s family, with nothing to disclose because there is nothing to disclose.
Every professional who refers a senior client into a real estate transaction is taking a risk — that the process will be handled with the same care, judgment, and discretion they’ve built their practice on. David built Pando Path® to eliminate that risk.
Start a ConversationWhether you are an estate attorney with a client facing a housing transition, a financial advisor watching a senior client’s family drift toward a decision without a plan, or a geriatric care manager looking for a real estate resource you can trust — the first conversation with David is always about your client, not about a transaction.
Expect a call from David directly.
