Scott Hopkinson: Why advisers need to bring down their average client age

Many IFA firms believe the value of their business is constantly increasing as their expertise and reputation within the market grows, and this generally holds true. Though if this view coincides with the trend that as a business matures then so does the average age of the firm's clients, then there may be a nasty surprise in store. Following this trajectory, one would assume that a well-established and consistent client base would result in ever-increasing revenues, moving away from initial fees and new business often associated with the on-boarding of new and younger clients, toward...