Twenty-five years ago, Money Marketing ran an article about the looming crisis in financial services because advice firms were “failing to invest in new blood”. It was based on research conducted by law firm Armstrong Neal, which showed 67% of advice firms were unlikely to take on a trainee – largely because of the cost. Why younger advisers don’t struggle to win trust from older clientsConversely, I’ve heard from others who say their clients want younger advisers because they don’t want their adviser retiring when they do. I like that focus on what young people can offer firms rather than what they need from firms. We need firms like Abdul’s employer, Root Paraplanning, to nurture new entrants at grassroots level in all industries.