“It’s a young person’s game.” How many times have you heard that said about entertainment, sports and technology? In the financial advisory business, gray hair and years in the business are an advantage. Don’t neglect using it.

1. The stock market runs in cycles. Unfortunately, no one knows the future length of the current one! If your prospect is concerned about a low interest rate environment and the specter of rising inflation, it’s good to have an advisor who has experienced similar markets before.

2. Bear markets happen. We’ve been fortunate not to have seen the roaring bear for quite awhile. If the prospect or advisor is age 34 or under, they weren’t even alive during the crash of 1987. Advisors who were around for the dot.com bubble or the Great Recession have gone through it alongside their clients. Many are likely still clients.

3. Clients value commitment. A Northern California advisor would point to a large framed black and white photo of his family on the wall. He would explain he’s been with the firm 20 years. Married 14 years. His two children are aged 12 and 10. This speaks to his commitment to his firm and his clients along with his commitment to his family. Prospects realize when they become a client, it’s the start of a long-term relationship.

4. Longevity equates with success. Years ago, I met an advisor who played squash with a business owner for 10+ years. He was afraid to ask for business because the guy might think he was only after the account. I explained the guy knew no one plays squash for that long just to get an account. I also explained the business owner knew the guy was a successful advisor because he was employed at the same firm, doing the same job for more than a decade. If he wasn’t good, he would have left the business long ago.

5. Do what you love. Few people stick with a job they despise. The Hollywood waiter who explains he’s an actor waiting for his first big break is a good example. If you’ve been in the business five, 10, 15 or 20+ years, it’s obvious you enjoy what you do. You’ve heard the old expression “Audiences love to listen to a band that loves to play.”

6. Others are long-term clients. Work longevity into your introduction. Explain you’ve been in the business 20+ years. Follow by mentioning that some of your current clients have been with you since the very beginning. The unspoken message is you must be doing something right.

Investing is usually a long-term relationship. People want to work with someone who understands their unique situation. They want someone they can call a week, a month or a year from now and still find them at their desk.

Bryce Sanders is president of Perceptive Business Solutions Inc. He provides HNW client acquisition training for the financial services industry. His book, Captivating the Wealthy Investor can be found on Amazon.