Life insurance has been a big part of my lifetime business practice, and it has been a part of building portfolios and planning my client's future.
I was trained in the Northwestern Mutual system, which bases its sales practices on a solid and thorough fact finder, helping prospects set and attain their goals and providing dedicated service.
However, one thing I always thought would happen in my practice is not happening: I always thought and planned that, as my clients aged out and no longer needed my services, their children would become my next group of prospects and clients.
That concept is taught and practiced throughout our industry. What better referral can you have than a parent introducing you to their adult children and suggesting that they look to me as their advisor? Powerful stuff.
In reality, I have found that typical millennials look at money differently.
There are, of course, many exceptions. But, on average, they are members of the Do-It-Yourself generation. They buy stocks and other securities directly from firms like Robin Hood, always ask what the fees and expenses are, and never agree to any relationship-driven costs.
I describe a millennial as value-motivated, status quo challenger in need of knowledge and information, open and adaptive, quality- and value-driven, receptive to feedback, free-thinking and creative. Also, millennials like fun and a relaxed workplace, adopting it as a social atmosphere.
Bill Broich, co-owner of 
