Having a relationship with the family means being able to offer a tailored service which meets the needs of the family. This is not just the extension of a service offer to the primary client. Not only are the services that the different generations require divergent, there is also a need to build empathy with a younger adviser.

Adviser succession is an important consideration when offering a next generation service to the client. We all relate best with those 5 years either side of our own age, so having a younger adviser dealing with the inheriting generation of a family provides twofold benefit. The adviser gets introduced to the inheriting generation, thereby reducing the threat of fund redemption and the client can see that you you practice what you preach in terms of succession planning.