NOTE: This article is a peek inside the upcoming book The Boomer Handbook – Inside the Mind of Leading-edge Boomers.

On May 4, I served on a Panel at the Boomer Marketing Expo in Las Vegas. Our topic was "Inside the Boomer Mind." There are two fascinating facts about working with Boomers: 1) They do not respond to traditional selling techniques; 2) very few people in the financial industry understand them.

As a weary veteran of psychological communication practices, I was encouraged by what caused the audience to wake up and get excited. It was when I began talking about Boomer Psychology – why they do what they do, and how advisors can use that in their business. If you recognize that your future business depends on Boomers, keep this in mind – until you learn why they do what they do, you will have trouble connecting with them. So, want to get a head start on your future business? Read on?

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