Stew Gavin’s advisory business, with a client list made up mostly of NHL players, is certainly different than most. How many advisors can say their typical client is in his 20s — and pulling in a seven-figure salary?

But the business poses challenges. How do you get a 20-year-old rookie, with a potentially brilliant future in front of him, to take insurance, investments and cash flow management seriously?

Here’s the advice Gavin offers advisors:

> Encourage would-be clients to look at other opinions. Gavin has seen too many players in his time get burned by putting blind faith in others. He encourages potential clients to consult with parents and trusted advisors, and to interview other financial and/or legal experts before choosing an advisor.

> Put financial planning concepts into layman’s terms. Gavin says it’s important to explain financial planning ideas in clear language and to avoid jargon. This will make it easier for clients to understand the various strategies and options that are available to them.

> Make the planning process tangible. Gavin and his team prepare a complete kit, in leather binder form, for each client that spells out all the details of the player’s financial or legal affairs. If the client can see how all the planning strategies work together, he is more likely to buy in, Gavin adds.

— RUDY MEZZETTA