Welcome to episode #52 of the Fiduciary U™ Podcast.

In this episode, Josh Itzoe sits down with Grant Ellis from Ellis Retirement Services to discuss his with deep roots in the retirement plan industry. Grant shares his unconventional entry into the business—from competitive golfer to internal wholesaler to TPA firm work with his actuary father, ultimately launching his own advisory practice at 27.

Grant's journey hasn't been limited to financial services. He's started multiple businesses, including a peanut butter company that grew to 15 employees before closing. These entrepreneurial experiences have given him invaluable perspective when working with plan sponsors and business owners, helping him understand that retirement plans, while important, are just one priority among many operational challenges.

The conversation explores Grant's philosophy on client relationships and business development. Rather than relying heavily on tactics and preparation, Grant emphasizes the power of authentic human connection. He approaches meetings simply by asking clients to share their stories, believing that genuine curiosity and emotional intelligence trump any rehearsed pitch or tool demonstration.

Grant, who has become a notable voice on LinkedIn for his industry insights, challenges advisors to focus less on becoming tool experts and more on becoming master craftsmen of human relationships. He argues that in an AI-driven future, technical tools won't differentiate advisors—the ability to connect deeply with clients will.

His advice for next-gen advisors: study human condition and develop relationship capital. Success in the advisory space isn't about having the perfect email template or the most sophisticated technology stack. It's about being technically sound while building trust through authentic human connection. As Grant puts it, clients don't choose their doctor based on having the newest scalpels—they choose based on competence and trust.

The episode concludes with Grant emphasizing that while tools are important for efficiency, they're means to an end, not the objective itself. The real differentiator is being exceptionally good at understanding and connecting with other human beings.