Most financial professionals today are pursuing baby boomer prospects. And for good reason.

This generation holds nearly 60% of the country’s wealth. (For comparison, the Silent Generation holds about 21%, and Generation X holds less than 15%.) The oldest boomers are turning 75 and likely retired, while the youngest at 56 aren’t sure if they’ll ever retire.

Sociologists tell us boomers aren’t a homogenous group. The second half of that generation (including the early Generation X-ers), is vastly different from the typical boomer. If you never fit in with the boomers and aren’t quite a millennial, you’re probably known as Generation Jones.