Are younger advisors better at growth, or just worse at saying no? It is the hungry, tech-savvy newcomer versus the seasoned vet with a proven sales process. Here is how both sides actually stack up.
The case for the younger advisor
The hot take goes to the younger advisor, and the reason is they are more tech savvy. Part of growth is not only sales but also being more efficient yourself and doing more with less.
Young advisors do not carry the bad habits of doing it the wrong way for the last 40 years. They are usually a little hungrier too. They pick up the phone and make the call, and speed to lead counts.
The case for the seasoned vet
Put yourself in the prospect's shoes. Who would you rather sit down with, a 20-year-old or a 60-year-old seasoned vet? Many would go with the old guy.
The older advisor has already gone through the objection. The first time a young advisor hears a sales objection, they do not know what to do. With experience, you have seen it time and time and time again and worked your talk track to overcome it.
Experience builds a library you can tap
There are drawbacks to being an older advisor. One call took ten minutes on Google Meet just to explain how to share a screen. Boomers are going to boom.
But mature advisors have a sales process. They have built their rhythm, flow, elevator pitch, brochures, assets, website, and content. Advisors who have invested in themselves over the years created a library they can tap into, and that is hard to do when you are just starting out.
Frequently asked questions
- Are younger financial advisors better at growth?
- They have real edges: more tech savvy, hungrier, faster to lead, and without decades of bad habits. But growth is more than hustle, and seasoned advisors counter with proven process.
- What advantage do seasoned advisors have?
- They have already worked through the objections. Experience gives them a refined talk track, a real sales process, and a library of assets, brochures, and content built over years.
- Does speed to lead really matter?
- Yes. Younger advisors tend to pick up the phone and make the call faster, and speed to lead counts when converting new prospects.
- Why is a sales process so valuable?
- A built-out rhythm, elevator pitch, and content library lets advisors handle objections and deliver consistently, which is hard to replicate when you are just starting out.