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Reading a story on next-gen advisors, you might expect to learn about how these youthful entrepreneurs push a few buttons on their smart phones and bam—out comes another $100,000 in AUM.

Well, it doesn’t quite work that way. Sure, these advisors know what apps are and how to use them to interact with or find prospects. But that is a generational thing—the demographically average 50-year old advisor will likely never attain that level of comfort with contemporary social media.

But some things span the generations—they are timelessly true—and each of the four young advisors profiled in Jane Wollman Rusoff’s cover story (“Next-Gen Advisors Have Arrived”) touched on what is perhaps the most vital part of success as an advisor: the relationship aspect.

That’s the “advisor” part of the term “next-gen advisor” and while every advisor needs to hone these skills, I would venture to predict that Dmitry Farberov, Sean Muhlstein, Marc Russell and Ashley Warne will be especially successful professionally.

It’s not just that they are highly educated and well trained in their chosen fields, but they all have the “advantage” of having started their careers some time before the devastation of the market crash. As such, they’ve all earned their Ph.D.s in financial psychology early in their careers, and learned that behavioral foibles can upend the most astute investment plan.

As Farberov puts it: “It was a very shocking time. It changed my outlook: not to be a sales person but to be a relationship manager—a financial psychologist of sorts and to approach investing from a long-term perspective. It taught me to take advantage of opportunities in market [downturns], not to run from them.”

Apart from the investment knowledge and behavioral perspective, young advisors need more clients, which in reality do not pop out of apps. In due course, I believe this cohort will get those clients, particularly wealthy ones. Here’s why.

Once, when I was around their age, I was waiting to pick up one of my kids from preschool when I struck up a conversation with another father. He turned out to be a public figure I had heard of, and respected. I was familiar with his work. When he learned of my work, he launched into a bitter (albeit polite) discourse on the frustration he had with his investments over many years.

Listening to him, it was apparent he had made every classic mistake in the book. He bought every hot stock in the late ’90s, then sold at the depths of the early 2000s bear market. Even index investing eluded him, as his emotions overwhelmed his lack of discipline.

Intelligent and wealthy people, particularly, need advisors. Their education and analytic natures mislead them into thinking that they can correctly identify good investments, unaware that investment outcomes are not as predictable as, say, dentistry. And their wealth makes the experience of loss much more painful.

Sooner or later many wealthy people come to view the 1% annual fee they are paying as one of the best investments they ever made. They can stop picking stocks of technology companies they really don’t understand and get back to activities they do understand.

These next-gen advisors have everything that comes with their unique generational package, but they are wise beyond their years in understanding that inspiring confidence is what makes them advisors.