A Lost Generation? Wealth Accumulators Are an Overlooked Opportunity for Advisors

Executive Summary

There are approximately 60 million Americans in the 34–50 age cohort, according to U.S. Census data compiled by the July 2014 Shullman
Luxury, Affluence and Wealth Pulse. By the report’s reckoning, this makes for a considerably smaller group than the Young Professionals
(67.9 million) or the Post-Retirees (74.9 million), the so-called Baby Boomers. Perhaps for this reason or because of the group’s perceived
mistrust of financial advisors (a 2013 Cogent Research report found that only 33 percent were highly confident in their primary advisor),
many advisors have missed the opportunity to pursue their business. A Weber Shandwick survey showed that none of the financial services
companies that segment their websites by generation (about half of those examined) focus on “Generation X.”