Tom West is a Senior Partner with Signature Estate & Investment Advisors, LLC, providing personalized financial planning and investment services to families in the Washington DC metro area. 

Suzanne Schmitt is a financial wellness expert with nearly two decades of industry experience in consumer insights, product development and positioning, and marketing and market enablement in financial services.

In this episode of The Family Financial Conversation, Tom and Suzanne revisit The Challenger Sale to explore why the Lone Wolf advisor is becoming a relic. As client expectations evolve, advisors are being pushed beyond portfolio management into deeper, more holistic roles—covering everything from mental health to workplace benefits. The message is clear: today’s clients want advisors who engage across the full spectrum of life, not just money.

Framed through Maslow’s Hierarchy of Needs, the episode underscores a growing divide: those who adapt to tech-driven, team-based planning—and those who don’t. With AI raising the bar and firms prioritizing consistency and communication, solo advisors who resist change risk being left behind. This is part one of a two-part series on how an advisor's role must evolve to stay relevant.

Resources: Signature Estate & Investment Advisors, LLC.