A New Frontier
This diagram presents the evolving value of advisors as a continuum that is defined by two axes. The y-axis indicates the Depth of Relationship that the advisor has with the client and the client’s extended social network or family. The x-axis shows the Breadth of Discussion, indicating the range of topics and issues about which the advisor engages the client in discussing while planning and financing for longevity. The greater the depth of the relationship with the client (and their family/social network), and the more comprehensive the connection of finance with actual longevity solutions, the more valued the relationship.
Three advisor value propositions emerge. These may overlap depending on the style of the advisory firm, but for the sake of simplicity, the three propositions, categorized according to financial planning focus and client relationship, are: transaction-based advisor, planning-based advisory, and longevity solutions advisory.
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