Serving the Client of the FutureServing the Client of the Future

For years, we’ve been talking about the aging of the baby boomers, their impending retirement and the anticipated impact on society and the marketplace. That time has come, with as many as three in four wealthy families working on leadership transitions. What hasn’t gotten nearly as much attention, until recently, is the impact the baby boomers’ heirs will have on the way advisors do business. Advisors are now realizing that serving the next generation of wealth owners, younger clients in their 20s to 40s, necessitates some changes to their approach. These shifts, along with the graying of many advisor teams, are impacting the advisory community from the inside and out: 

• Families will continue to scrutinize their advisor relationships,...