Hearing what’s unsaid: age matters

Does age really matter?

The latest snapshot of our CATScan Client Satisfaction Survey database reveals that in the average Australian advisory practice, 55% of clients are over 60 and 48% are already retired or otherwise no longer gainfully employed. While you could see this as successful penetration of what has been the traditional target market for most advisers, this got us thinking: from a business perspective, what does this mean for the practice?

Of course, the answer to this question is different for each business. As you ponder the age spread of your clients and the impact this may have on your firm, implementing the following strategic initiatives might help as you refine your ideal client profile and the most appropriate value proposition and delivery platforms.

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