Industry statistics tell us there will be an increasing frequency of transfers of clients from one advisor to another because of simple demographics: there are growing numbers of aging advisors who wish to slow down, simplify their businesses or manage their exit. This creates tremendous opportunity for other advisors looking to grow their practices through the acquisition of blocks of clients. Here are some points to help clients accept the transfer:

> Position the transfer as a “graduation.” The client is not losing you, their current advisor; they are gaining a new “star” advisor.

> Be positive. Let your clients know their interests will be well served as part of your growing business.

> Give your clients a way to comment. Let them know their issues will be heard, considered and worked out, if possible.