If you've ever read my articles, you know that I inject bottom-line pay-offs, skills, tools and ideas that will help you build a relationship-based business. Often, I cite specific cases I'm working on. As often, I explain a concept that you literally will not find any place else – not just in the financial industry – I mean in any industry. And, sometimes I dip into my psychological training and debunk some of the flawed advice I see in the industry.

Today, I want to explain something to you that you will probably recognize as worth its weight in gold. As I've mentioned in recent articles, there are two elements that are the legs of the post-modern financial business: consultative selling and connecting with Boomers. If this is news to you, I suggest you hold on tight, what you're about to learn just might frighten you.

Boomers hate anything connected to their parents' tastes and needs. If you sell mutual finds or annuities or life insurance to seniors – guess what, your lifetime of experience just became obsolete. That's because you've been selling to the Boomers' parents.