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.

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.

Today on The Family Financial Conversation, Tom and Suzanne dive into how our brains change at 57, 70, and 78—and what that means for financial planning. From declining problem-solving skills to memory loss, they explore how advisors can adapt conversations, simplify decisions, and preserve client autonomy through every stage of aging.

They offer practical ways to build trust across generations, introduce successor decision-makers, and use “Plan A” conversations to anchor long-term planning. Tom also shares how age-weighted revenue can help advisors future-proof their practices.

Resources: Signature Estate & Investment Advisors, LLC.

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 today’s episode, Tom and Suzanne explore how financial advisors can use anticipatory regret to guide clients toward better decision-making. They discuss counterfactual framing—helping clients visualize negative future outcomes and work backward to prevent them.

Key insights include the impact of forced choices, the importance of regular reflection points, and how embracing past regrets can lead to smarter financial planning. Advisors will learn strategies to help clients act before reaching a point of no return. Tune in for expert insights on how psychology can drive better financial outcomes.

Resources: Signature Estate & Investment Advisors, LLC.

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 explore forward temporal discounting – why people tend to prioritize immediate gratification over long-term financial well-being – and how advisors can help clients bridge the gap between their present and future selves.

Also discussed:

• Why many people perceive themselves as younger than they actually are and how this affects financial decision-making.
• The impact of delaying major life milestones, such as homeownership, on long-term financial security.
• How futurecasting exercises can help clients better visualize their aging process and financial needs.
• The power of using past financial regrets and successes (either personal or from family members) to inform smarter choices today.
• Practical strategies for financial advisors, including scenario planning, pre-commitment techniques, and visual aging tools like AgingBooth and FaceLab.
• The importance of framing financial planning as a partnership with both present and future clients to drive better long-term outcomes.

Resources: 

Signature Estate & Investment Advisors, LLC.

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 discuss the concept of unretirement, where retirees return to work due to financial insecurity, unexpected healthcare costs, or the need for social connections.

Topics discussed:

• Financial insecurity, healthcare costs, and the social benefits of work are key drivers of unretirement, with family caregiving responsibilities also playing a significant role.
• How better financial planning might reduce the high unretirement rate, noting that it’s important to account for family dynamics in retirement strategies.
• Wealth illusion is discussed, where high earners may rely on expected inheritances to fund their lifestyle, which can lead to unrealistic financial expectations.
• Phased retirement, though popular, is considered unfeasible in many professions, and clients should examine the root causes, such as financial needs or psychosocial factors.
• The critical role of healthcare planning in retirement, advising that healthcare concerns should be a primary focus in financial planning, especially in relation to family dynamics.

Resources: 

Signature Estate & Investment Advisors, LLC.

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 explore the crucial role of understanding and addressing clients' emotional and financial mindsets in building stronger, trust-based relationships in financial advising.

Topics discussed:

• The challenges financial advisors face when clients aren't receptive to advice, particularly during transitions.
• Experiences offering well-researched financial advice that clients were not ready to hear, emphasizing the importance of timing in giving advice.
• The importance of listening and understanding clients' "money scripts," unconscious beliefs about money that influence their behavior.
• Four types of money scripts are discussed: money avoidance, money worship, money status, and money vigilance, each affecting how clients respond to financial advice.
• Being present and emotionally attuned during client transitions, rather than pushing advice when clients are not ready to hear it.
• The value of patience and active listening in advisory roles.
• The podcast also explores the evolving role of financial advisors, suggesting that they need to develop soft skills and emotional intelligence to meet changing client expectations and improve retention and organic growth.

Resources: 

Signature Estate & Investment Advisors, LLC.

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 delve into the critical importance of financial wellness and its far-reaching effects on financial advisors and their clients. 

Topics they also discussed:

• The concept of financial wellness, exploring whether it's beneficial or challenging for advisors and their clients.
• Defining financial wellness by three main objectives: managing day-to-day finances, protecting against key risks, and achieving major goals.
• The importance of understanding how financial institutions tackle financial wellness and the role of financial advisors.
• The commoditization of financial wellness programs, often offered through workplaces, is highlighted as a potential threat to traditional advisory roles.
• How these programs can engage clients' families, particularly younger generations, before advisors do, posing a competitive challenge.
• Emphasizing a fiduciary standard and a comprehensive decision-making process can help advisors differentiate themselves and provide more holistic and empathetic guidance to their clients.

Resources: 

Signatura Estate & Investment Advisors, LLC.

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 explore how financial institutions often fall short in addressing elder financial abuse, leading to disparities among advisors in managing trusted contacts.

Topics they also discussed:

• The origin of the "trusted contact" concept in the financial industry, aimed at protecting clients, particularly the elderly.
• How financial institutions inadequately address elder financial abuse, resulting in inconsistent standards among advisors for identifying and managing trusted contacts.
• The challenges faced by advisors in obtaining support and making decisions about trusted contacts and clients with cognitive impairments are discussed.
• The difficulties of implementing trusted contact programs and the importance of engaging clients proactively.
• The lack of just-in-time resources and institutional support frustrates advisors in handling client transitions and managing assets.
• Aligning financial planning with clients' changing priorities, focusing on end-of-life care and estate planning.
• The need for improved support and proactive communication from institutions to meet clients' needs and maintain strong advisor-client relationships.

Resources: 

Signatura Estate & Investment Advisors, LLC.

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 explore the multifaceted issue of elder financial abuse, highlighting the blurred lines in defining and preventing exploitation while underscoring the need to change the narrative around financial vulnerability and engage clients in proactive problem-solving.

Topics they also discussed:

• The macro-environment, including institutional approaches such as FINRA's trusted contact requirement (4152), highlighting the need for more proactive measures beyond mere compliance.
• The role of advisors in supporting clients facing financial exploitation, sharing real-life stories and reflecting on the impact on individuals' identities and agency.
• Seniors being defrauded due to their religious beliefs, caregiving roles, and perceived roles as protectors of their families.
• The psychological tactics used by fraudsters to manipulate victims and the limitations of traditional approaches in preventing elder financial abuse.
• Advisors’ need for a more comprehensive and proactive approach to addressing elder financial exploitation as well as scenario-based training.
• The effectiveness of introducing vulnerability and shock in discussions, advocating for more open dialogue on financial security.
• Resources for consumers, such as the AARP Fraud Watch Network Helpline, Ever Safe, and Carefull, are mentioned as tools to combat financial scams.

Resources: Signature Estate & Investment Advisors, LLC

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 focus on the topic of successor decision-makers, discussing the institutional changes and challenges financial advisors face in adapting to the shifting demographics of clients.

Topics they also discussed:

• The institutional changes that advisors need to be aware of, such as the aging client base and the necessity of building relationships with second and third generations.
• Administrative aspects imposed by custodians and institutions, like filling out trusted contact forms and identifying successor decision makers.
• Concerns that institutions prioritize liability over supporting advisors and clients.
• The difficulty for advisors in navigating successor decision-making and suggests a more supportive approach from institutions.
• Procrastination and the need for institutions to provide resources and training to advisors.
• The importance of recognizing shared experiences between advisors and successors to demonstrate value.
• The necessity of documents like power of attorney and trusted contact forms, and the importance of proactive outreach by advisors.
• The importance of consensus-building among blended families and prioritizing healthcare and housing decisions is highlighted.

Resources: Signature Estate & Investment Advisors, LLC.

5 Research-Based Strategies for Overcoming Procrastination