The four lenses—population aging, individual aging, generational aging, and family aging—through which financial gerontology applies the connection between clients and advisors has been a durable and flexible tool for understanding how the dynamics of these elements of an aging society interact with each other and influence financial services, financial markets, and client/advisor relationships. In this second segment of an interview with Dr. Neal Cutler on the foundation and applications of financial gerontology, we examine how basic FinGero concepts can be used to understand generational and family financial dynamics. These can be instrumental in establishing and reinforcing personal trust between financial professionals and financial services in general with both current and prospective clients. This is especially important as personal and generational consumer expectations change and technology disrupts the traditional client-relationship process.
Author: John N. Migliaccio, PhD, RFG, FGSA, MEd, is an award-winning business executive, consultant, speaker, and educator with international research, analytics, and marketing experience in the baby boomer and senior markets. He has recently returned to a successful consultancy as president of Maturity Marketing Services after serving for 7 years as assistant vice president and director of research and gerontology at the MetLife Mature Market Institute, MetLife’s center of expertise on aging, longevity, and the generations. He is the author of numerous articles, book chapters, and marketing guides on the 50-plus population.
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