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Many newer advisors and agents consider younger age a drawback when connecting with HNW individuals.  Years ago, when we lived in Brooklyn, we had a neighbor about our own age.  His mother was involved in some phone conversations, probably about her keeping an eye on the house when he was on vacation.  When we finally met, the mother was polite and charming, but our friend later reported back: “My mother said she met Mr. Sanders.  He’s just a kid!”  That’s the concern newer agents have when seeking to break into the HNW community.

There are several ways newer agents can establish business relationships with older HNW individuals who may also be business owners.

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