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Older clients trust this image and accept the man as a person to give them prudent financial advice.

However, financial services is a fast-moving industry.

A new generation of clients who really need advice are out there, but the longevity graph from the 55-year-old in the suit is really not going to inspire long-term saving for retirement from someone in their twenties or thirties.

To advise these new clients is going to take a shift in approach and emphasis. Concentrating on the distant future isn’t going to work in today’s ‘I want it, so I’m having it now’ consumer society.

So how does the ‘young adviser’ tap into this mindset?

These days, people want their money, including their savings, to work harder and smarter for them.

If young people truly are spenders rather than savers, it implies lifestyle is a key motivator in their lives.

Investments and financial planning can and must embrace the client’s current lifestyle to entice people to invest for the future.

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