LAS VEGAS -- Generational differences are a key factor in winning new clients – and they're not limited to a preference for email over face-to-face meetings.

The same pitch that successfully won key baby boomer clients may fall flat when delivered to prospects of younger generations, says expert Cam Marston, president of consulting firm Generational Insights, and speaking at IMCA's annual conference. Likewise, younger advisors need to be conscience of the customer service preferences of older clients.

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