Financial advisors ignore their aging clients and those clients’ kids at their own peril.

Rick Rummage, principal at the Rummage Group, a Herndon, Va., career consulting firm for financial advisors and an advisor himself, recalls, “I lost a few clients who got older over the years, and I never did get to know their children at all. That’s a big mistake. Remember: Those kids are the ones who are going to inherit your clients’ money.”

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