8. We can relate to each other. Your prospect is your age. You grew up experiencing the same world events in the same environment. You are conversant with social media and technology.
Younger advisors: Make the case “we understand each other.” You can relate to them better than others they are considering. You can communicate using their preferred channels. (Assuming the firm approves.)
Younger advisors can build a book. Hard working newer advisors might remind the older prospect of their own children. They wish their son or daughter worked as hard as you!
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 is available on Amazon.