I admit I didn't start out going after the younger demographic. In fact, my early years at Morgan Stanley taught me to build a book of business based on investable assets, so if a potential client didn't have a healthy six-figure investment account, they weren't a fit. To no surprise, the individuals with sizeable assets were typically older, and my client base followed suit.
At the time, I was fresh out of college, just six months shy of the impending recession and, as trained, I took on older clients to meet my sales goals. While this practice continues to work for many, I soon learned it wasn't going to be a viable long-term solution for me.
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