Nick Bird: How an indirect approach can help put clients at ease

In May and June my colleagues and I travelled the country meeting hundreds of advisers to discuss intergenerational planning. The feedback we received tells us this is something that strikes a real chord but here I want to share just one small tip - one of many we picked up on our travels - that I hope will help your clients feel more comfortable talking about what can be an emotive topic. Intergenerational planning will the biggest growth opportunity of the coming decade. Here we have a situation - much as we had with defined benefit (DB) transfers - where there is massive accumulated w...