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Old Money; Why targeting clients in their dotage isn't a short-term business plan for the advisor.(Financial Planning)
Byline: Howard J Stock
Whether you start to cover a territory with a large retirement community or you simply want to keep the clients you have as they age, you'll have to learn how to meet the needs of older people.
This can be a challenge: You may have to handle issues beyond your financial expertise. Clients in later retirement may be lonely, suffer from undiagnosed illnesses that impair their mental capacities and may be house-bound. And with the elderly, making sure income lasts a lifetime is a more pressing concern. But by networking with the right contacts and involving clients' heirs in the plan, advisors can build a lucrative and self-feeding ...
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Source: HighBeam Research, Old Money; Why targeting clients in their dotage isn't a short-term...