For decades, the advisory industry has focused on the baby boomer and older generations. Now that those demographic groups are moving into and past retirement, it’s important for financial advisers to understand how to recruit and sell to generations X and Y.
The older generations approached investment and financial services through the traditional and customary adviser-client relationships that have defined the industry for some time. Now, new generations who have different economic and cultural experiences from their parents and grandparents are moving into age ranges that make them the prime markets for investments, retirement planning and other financial services.
