Summary  

In this conversation, Dan Dal Degan (Board Member of Great Gray Group) and Holly Knight (Director of Retirement Services at Alera Group) discuss the impact and role of AI in financial services.  

They explore topics around how to use AI to make your daily schedule more efficient, the trade-offs and risks of AI and how to address those concerns, how AI may impact the financial services industry, and how Holly became interested in AI and more specifically the role it plays in the finance industry.  

More About Holly Knight:

My journey is rooted in helping people design and implement their financial story—one that leads to independence, confidence, and long-term sustainability. Whether through curriculum development, one-on-one coaching, or innovative fintech solutions, I specialize in meeting individuals where they are and equipping them with the tools to thrive. 
 
In addition to my work in financial education, I bring a diverse skill set, including: 
• Strategic Leadership: Proven experience in developing scalable programs, building cross-functional teams, and driving initiatives that align with organizational goals. 
• Organizational Development: Expertise in process improvement, M&A integration, and creating systems that enhance collaboration and efficiency. 
• AI/Technology Integration: Leveraging AI and machine learning to improve educational delivery and enhance user experience. 
• Public Speaking & Training: Engaging audiences across various industries with relatable, actionable insights on financial wellness and retirement readiness. 
 
I believe that financial health isn’t just about numbers—it’s about empowering people to make choices that lead to a fulfilling life. My approach is informed by behavioral finance, experiential learning, and a commitment to addressing challenges through innovation and collaboration. 
 
With a master’s degree in education, a background in economics, and over 25 years of experience, I thrive at the intersection of teaching, advising, and strategic planning. As I continue to grow in my career, my focus remains on creating meaningful, integrated solutions that contribute to the greater good—whether it's through supporting advisors, improving retirement readiness, or fostering organizational excellence. 

Summary: In this conversation, Burak Alpaslan and Dan Dal Degan discuss the importance of educating clients and how that builds a trusted relationship. 

They explore topics around the strategy and playbook Burak uses for client retention, how to help and educate clients through storytelling, lessons around identifying and prospecting for clients, and how culture plays a role in Vital Planning Group’s success. The conversation emphasizes the significance of human connection and genuine relationships in any industry, and how that honesty really pushes for great client relationships.

Why You Should Listen: 

• Educating Clients: Master the art of meaningful client relationships via education best practices.
• Strategy & Playbook on Client Retention: Flex your approach to meet clients' unique needs.
• Building and Branding Your Practice: Burak shares best practices in building an advisory practice's brand from scratch.

More About Burak:
Burak combines his own experience as an entrepreneur with his knowledge of financial planning to help business owners and plan sponsors with the many opportunities and challenges they face both personally and professionally.

He works with business owners to help them create, manage, and protect family wealth. He partners with their tax and legal advisors to put together estate planning strategies to pass their wealth to the next generations and create a future legacy in a tax-efficient manner. Burak provides strategic financial advice at all stages of business ownership including succession and transition strategies for their business.

Over the course of twenty years, Burak has committed himself to understanding, and effectively supporting the needs of employer sponsored qualified plans. He has the expertise to make recommendations that removes obstacles and limitations on plan effectiveness, that avoids unnecessary risks and reduces unnecessary costs and associated fees. With a model that supports an on-going service, Burak provides education and reviews for both plan sponsors and participants throughout the year resulting in improved participant outcomes and compliant plans.

Burak, is a highly sought after financial planner, holding both the AIF and C(k)P designations, enhancing his expertise in investment management and retirement planning. He is also a credentialed CERTIFIED FINANCIAL PLANNER™ and a Retirement Planning Specialist from the University of Pennsylvania’s Wharton School of Business. With a civil engineering degree from the Middle East Technical University and a master's in economics and finance from Hacettepe University, Burak brings a unique blend of analytical skills and financial expertise to his practice, offering clients a full scale of comprehensive guidance.

CRN202803 -8363360

Vital Planning Group is not a subsidiary or affiliate of MML Investor Services LLC., or its affiliated companies. Products and services offered by unaffiliated insurers are not guaranteed, endorsed or recommended by MML Investor Services LLC.

Discover the power of authenticity and human connection in sales with Renee Scherzer.

Summary: In this episode of "Gray to Great," host Dan Dal Degan has a value-packed conversation with Renee Scherzer, Senior Vice President at OneDigital Retirement & Wealth, to discuss the importance of being authentic and personable in your network and connections. They delve into topics such as differentiating your sales practice, the significance of branding on LinkedIn, tips for networking with accomplished individuals, and how to create excitement for meetings and calls. The conversation highlights the value of human connection and genuine relationships in sales, as well as the need to maintain those relationships.

Why You Should Listen:

• Embrace Authenticity: Learn how being genuine can set you apart in your sales practice.
• Build Strong Networks: Get tips on networking with accomplished individuals and creating meaningful connections.
• Excite Your Clients: Discover strategies to make your meetings and calls more engaging and impactful.

More About Renee: Renee Scherzer is a Senior Vice President of the Retirement + Wealth division of OneDigital and specializes in retirement plan consulting, focusing solely on the success of retirement plans for the benefit of the employee and confidence of the employer. Her team’s mission is to provide clients with strategies to empower their employees to build financial independence while managing the fiduciary liability of organizations and their executives while navigating the ever-changing regulatory environment.

Renee’s career began at Dean Witter Reynolds over 25 years ago, where she quickly distinguished herself by growing in various aspects of the financial services industry, including stock trading, investments, and asset management. In 1999, she made a bold move to focus on 401(k) plans, leaving the wire house environment to establish her own firm. Her entrepreneurial spirit led to the founding of 401K Resources in 2020. By 2023, she had strategically aligned with her husband’s benefits firm, integrating into OneDigital. This comprehensive integration of retirement plans, individual wealth, benefits, human resources, and corporate insurance allows Renee and her team to deliver unparalleled efficiencies aimed at exceeding client and employee expectations.

Renee’s extensive academic background, professional qualifications, and leadership roles are key drivers of her success. She holds a bachelor’s degree in finance from Arizona State University and is an Investment Adviser Representative, Certified Plan Fiduciary Advisor, and Accredited Investment Fiduciary® (AIF®). Renee’s leadership extends to her role as Past President of the National Association of Plan Advisors (NAPA) and her membership on the NAPA Leadership Council. Additionally, she serves on the Executive Board of the American Retirement Association (ARA) and participates in various industry committees.

Charity is an important part of Renee and her family’s lives. They are active in various organizations impacting the homeless, children in crisis, animal rescue, and other important causes. Renee prides herself on gaining awareness and engagement in her philanthropic activities with family, friends, clients, and industry partners. When she’s not leading her team to success or making an impact in the industry or community, Renee loves spending quality time with her husband Chris, their three children, and their two beloved dogs.

In this episode, Sean Kelly, Vice President at Heffernan Retirement Services, shares practical tips to deepen connections with clients and prospects. Sean reminds us, “Hopes, dreams, fears, and goals in personal life also drive the ways people do business.”

Here’s why you should listen:

·         Human Connection: Master the art of meaningful client relationships.

·         Sales Best Practices: Proven strategies tailored for financial services.

·         Adaptability: Flex your approach to meet clients' unique needs

Summary: In this episode of the Gray to Great podcast, Dan Dal Degan and Sean Kelly discuss the essential skills and strategies for success in sales, particularly in the financial services industry. They explore the importance of building genuine relationships with clients through active listening, the role of technology in enhancing client service, and how to make complex financial concepts relatable. The conversation emphasizes the timeless value of human connection in sales and the need for advisors to prioritize their client relationships effectively.

More About Sean: Sean Kelly is a Financial Advisor and VP for Heffernan Financial Services. He represents Heffernan in Southern California working out of the Orange County and Los Angeles offices. He also services the San Diego, Inland Empire and Santa Barbara markets. Sean’s specialty is group retirement plans in the private, public and nonprofit sectors. By providing comprehensive strategies for 401(k), 403(b), 457, 401(a), defined benefit and other retirement plans, Sean finds substantial worth by helping companies and organizations design and maintain a valuable retirement plan offering and benefit for their employees.