It is no secret that the financial services world is in the midst of an arms race to service Baby Boomers as they enter the next phase of their investing lives.

For decades now, many in the industry have built their businesses by helping their Boomer clients accumulate wealth. Now, as Boomers begin transitioning out of the accumulation phase and into the distribution phase, the industry is itself in a transition period as it tries to service the new needs of existing clients—or lure new clients away from competitors.

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