Advisers risk client loss over intergenerational strategy failures

Advisers have been urged to ‘develop and deploy’ engagement skills

Sahar Nazir
clock • 2 min read

Advisers are at risk of losing potential clients and business despite believing that taking an intergenerational approach is important, according to HSBC Life research.

HSBC Life has urged advisers to "develop and deploy" improved engagement skills, focusing particularly on digital communication, advice, and guidance. The firm said that embracing intergenerational planning is a mutually beneficial endeavour for both clients and advisers. The research identified the emergence of direct-to-consumer platforms as a potential threat to advisers, specifically in retaining the business of the beneficiaries of a client's estate. Another challenge has come from the inherent scepticism among younger generations regarding the value of professional financial adv...

To continue reading this article...

Join Professional Adviser for free

  • Unlimited access to real-time news, industry insights and market intelligence
  • Stay ahead of the curve with spotlights on emerging trends and technologies
  • Receive breaking news stories straight to your inbox in the daily newsletters
  • Make smart business decisions with the latest developments in regulation, investing retirement and protection
  • Members-only access to the editor’s weekly Friday commentary
  • Be the first to hear about our events and awards programmes

Join

 

Already a Professional Adviser member?

Login

More on Your profession

Budget leaks branded 'disappointing' as tax-free cash cut rumour resurfaces

Budget leaks branded 'disappointing' as tax-free cash cut rumour resurfaces

Calls to ‘ignore’ Budget speculation

Isabel Baxter
clock 22 August 2025 • 4 min read
Inside Quilter Academy: Translating academic learning into practical application

Inside Quilter Academy: Translating academic learning into practical application

13 weeks of focused post-qualification training and development

Chris Jones
clock 22 August 2025 • 4 min read
Provider letters of authority response times improve

Provider letters of authority response times improve

Only one provider’s performance remained flat, Pension Lab finds

Isabel Baxter
clock 21 August 2025 • 2 min read