Episode summary
Why Gen X Is the Overlooked Opportunity Advisors Can’t Afford to Miss
Summary
Gen X is described as a large, overlooked wealth segment that is entering peak earning years and stands to benefit heavily from the next 10 to 15 years of the great wealth transfer. Michelle Doyle argues that advisors have focused too much on baby boomers and millennials, leaving Gen X underappreciated even though it controls significant wealth and will receive more over time.
Doyle says the main disconnect is that Gen X investors are skeptical and likely to research advisors online before engaging. She recommends that advisors optimize their digital presence with updated photos, clear positioning, current credentials, and personal details that create an authentic connection. She also urges advisors to start meetings with an “ask me anything” approach instead of leading with a pitch.
The conversation also emphasizes Gen X women as a critical audience. Doyle says women control a significant amount of wealth, are taking on more financial responsibility, and should be directly included in meetings and conversations. She argues that pausing to address women by name, asking what matters to them, and building real rapport can deepen relationships and prevent advisors from losing those clients to someone more attentive.
Key takeaways
- Michelle Doyle says Gen X is being overlooked despite controlling significant wealth and entering peak earning years.
- Doyle expects Gen X to be a prime audience for the next 10 to 15 years of wealth transfer.
- She says advisors should treat online presence as a first filter because Gen X investors will Google them before trusting them.
- Doyle recommends an “ask me anything” meeting style to build trust instead of leading with a sales pitch.
- She says Gen X women are a critical audience because they control more wealth and will leave advisors who do not engage them directly.
Notable quotes
“they control a significant amount of the wealth in our country and they stand to be huge recipients of the great wealth transfer”
“if your LinkedIn pops up, you need to make sure that you have a recent headsh shot, that your headline represents what you do”
“Start with an ask me anything session. Build that authentic connection by letting them set the stage”
“Women are managing their household finances. women to control a significant amount of wealth in our country and only stand to control even more”
How the episode opens
Why is Gen X despite its willed and influenced still an oal of segment by advisors? To learn more, I'm joined by Michelle Doyle of Federated Airways. Michelle, thank you so much. — Thanks for having me. — Absolutely. So, I feel terrible always saying this, but Gen X unfortunately is truly been the overlooked segment, especially in the wealth management industry. and Gen X is actually entering peak earning years and they control huge chunks of wealth but again
Advisors are still in way looking at so — What do you think the disconnect is there talk to me a little bit about what you're seeing this
Yeah so I think that when we talk about different generations headlines and being polarizing is key here and we had a huge generation of the baby boomers and a massive generation in the millennials and everyone just kind of let Gen Xers fall through the cracks but they control a significant amount of the wealth in our country and they stand to be huge recipients of the great wealth transfer. We know that there are over hundred trillion dollars of money in motion between now and 2048 according to the latest Cerulei study and I think a lot of people catch the headline that millennials stand to be the largest recipient and you know baby boomers are over 80% of where that money is coming from baby boomers and silent genen. though it feels like oh well here's where the wealth is baby boomers and silent generation here's where the wealth is going millennials but what they really forget to mention is two key facts one gen xers are a smaller generation than the millennials so dollars to dollars that accounts for why millennials stand to inherit some more of that wealth but the other thing that I really like to highlight is that gen xers stand to inherit the bulk for the next 10 to 15 years so millennials really pick up that torch and start running with and they're the larger generation.
From the episode’s captions: roughly the first two minutes, lightly cleaned. Keep watching on YouTube →
Topics
- gen x investors
- advisor marketing and online presence
- client communication
- wealth management strategy
- engaging gen x women
Companies and tickers mentioned
- FHI
- Federated Hermes
Watch the episode
Watch “Why Gen X Is the Overlooked Opportunity Advisors Can’t Afford to Miss” on YouTube
Summary, takeaways and quote selection by Octagon. Quotes are short excerpts; the full conversation is in the episode.
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