Advisers must operate differently and consider "strategies for retention" to keep the wealth of different generations within their business, according to Schroders director of intermediary solutions Gillian Hepburn.
Pointing to research conducted by Sanlam last year, for example, Hepburn (pictured) says that, within the next 30 years, the country will see a huge transfer of intergenerational wealth, with trillions of pounds worth of assets set to be passed down through the generations. Despite fewer than one in 10 (9%) of families having had a conversation about their assets, Hepburn explains, most people do want to be reassured that, when their money passes on, there is some kind of advice involved in the process. This therefore represents a big opportunity for advisers to retain clients and the...
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