PARTNER CONTENT by CHARLES STANLEY
This content was paid for and produced by CHARLES STANLEY
The next generation of clients is important for the value of your business as an adviser. They are the people who will future-proof your business. The value of an advisory firm will be increasingly linked to the family wealth of its clients.
Adviser firms are likely to lose assets under advice when clients die or distribute wealth to their families. The client relationship inevitably ceases and there may well be a gap, with the funds going elsewhere. This is common where the adviser hasn’t established earlier links with the client’s family or is seen to be out of touch with the next generation’s needs and aspirations.
As the current generation of baby boomers pass on more and more of their wealth, the rate of transfer will increase dramatically, with many billions expected to be transferred to beneficiaries over the next 10 years. This wealth transfer will drive your business over the next couple of decades and beyond. Therefore, it is important to understand how this new type of client differs and how you can engage with them now, supporting the client through this process as their trusted adviser.
The lives of the under 50s – those starting to inherit over the next 10 years – are crucially different from those of their parents in at least six key ways.
As a result of these factors, they will be much more dependent on inheritances and lifetime gifts. So planning for them will be different from the financial arrangements for previous generations.
Recently Charles Stanley published a white paper in conjunction with Platforum about working with the next generation of clients. The aim in publishing this paper is to provide some practical help to financial advisers, financial planners and wealth managers with one of the great challenges facing the profession. That is: how to make sure that you continue to serve the offspring and families of the clients who are currently the bedrock of your business.
The research and the white paper looks to go beyond the weighty demographics and business statistics that have characterised the recent slew of publications on intergenerational planning. The white paper, named ‘Book of Stories’ draws on the experiences and expertise of Charles Stanley investment managers and advisers to provide the themes and illustrate them with their own personal stories and comments.
However, providing whole family advice opens up valuable opportunities to build even more sustainable businesses based on the strong foundations of long-term relationships with generation after generation.
Visit www.charles-stanley.co.uk/advisers/book-of-stories to get your free copy of the Book of Stories, Charles Stanley’s industry white paper, which seeks to share know-how with financial advisers about retaining family wealth business. Within this paper they share personal experiences from a company that has been around for more than 200 years, to help you with practical guidance on how to make the most of the great wealth transfer.
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