Defined contribution plans have been instrumental in helping people save for retirement. However, these plans often fail to protect individuals against longevity risk. Incorporating lifetime income solutions like annuities can help people prevent outliving their savings during retirement.

In this episode, Jack talks with David Blanchett, Managing Director, Portfolio Manager, and Head of Retirement Research at PGIM DC Solutions. In this role, David develops solutions to help improve retirement outcomes for investors with a specific focus on defined contribution plans. He is also responsible for the portfolio management of the PGIM Target Date Funds. Before joining PGIM, David was the Head of Retirement Research for Morningstar Investment Management LLC and the Director of Consulting and Investment Research for the Retirement Plan Consulting Group at Unified Trust Company.

David joins Jack to discuss various aspects of retirement planning and how the industry can operate better to improve retirement outcomes for clients, participants, and advisors. David shares his insights on three key areas: improving defined contribution plans, enhancing financial plans, and making retirement easier through lifetime income solutions. He emphasizes the importance of access to retirement savings plans, the need for comprehensive financial planning, and the role of annuities in providing longevity protection.

Key Takeaways

Quotes

[09:48] - "If you can't get advice and you do it yourself, you'll make mistakes. These can be very expensive mistakes. So, giving individuals access to advice the way they want will have a huge long-term success." ~ David Blanchett

[11:34] - "The fundamental value of an advisor is not the investments. It's more of the behavioral financial planning coach." ~ David Blanchett

[19:16] - "There are very good annuities out there your clients could use. You have to learn how they work and how to identify them. Doing that can create better client outcomes than just focusing on the portfolio alone." ~ David Blanchett

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Organic growth in asset and wealth management is experiencing a slowdown, leaving behind a trail of passive assets and declining client numbers. The tide is turning as baby boomers are retiring with their wealth poised to flow toward a new generation with vastly different priorities and expectations. 

In this episode, Jack Sharry talks with Steve Gresham, Managing Principal at Next Chapter. Steve is also a Senior Education Advisor to the Alliance for Lifetime Income. Steve is a dedicated disruptor, and before founding Next Chapter, he held several senior leadership positions in the wealth management industry. 

Steve talks with Jack about the current state of the asset and wealth management industries and the challenges they face in achieving organic growth. He highlights the decline in organic growth and the need for firms to adapt to the changing landscape. They also discuss the best remedies for resolving these problems and the four ways firms can prepare for the future.

Key Takeaways

Quotes

[01:48] - "Asset management has lost its organic growth primarily to passive, and wealth management has screeched to a halt. The culprit there is demography." ~ Steve Gresham

[08:26] - "You have to be fully invested in the arms race with the consumer. The consumer is calling all the shots. They always win. They may be delayed or distracted and think things are better than they are for a while, but when they bite, they bite hard." ~ Steve Gresham

[32:56] - "The industry has to understand where the money is because if it's not growing in the aggregate, it becomes a fairly zero-sum game of competition." ~ Steve Gresham

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The future of wealth management involves embracing technology and adopting scalable business practices. Having a growth platform that enhances client satisfaction, retains and attracts clients, streamlines processes, and stays compliant helps advisors and wealth management firms succeed.

In this episode, Jack talks with Craig Clark, Chief Marketing Officer at Nitrogen (formerly known as Riskalyze). In this role, Craig leads the firm's brand team, product positioning, thought leadership, and sales pipeline creation in the wealth management marketplace. A marketing and sales development veteran of the SaaS industry, he has seen success putting companies on a strong growth trajectory, aligning brands and positioning for successful financing and strategic exits.

Craig talks with Jack about the company's rebranding from Riskalyze to Nitrogen, and how Nitrogen focuses on providing a growth platform for wealth management firms. Craig highlights the importance of having scalable and repeatable business practices that allow advisors to be more productive and effective, and the need for firms to adopt software that supports their growth goals.

Key Takeaways

Quotes

[13:27] - "For investors to invest fearlessly, they need human advice." ~ Craig Clark

[21:47] - "There's a lot of industry consolidation happening. And there's a lot of pressure to do things in a more predictable and repeatable way. There's no way to do that other than having software embedded in how you work to enforce that repeatable practice." ~ Craig Clark

[23:28] - "Whether you've just started an RIA, you've broken away, or you're the head of wealth management, everybody's going to be watching you develop and adopt scalable and repeatable business practices. So, look for your technology vendors to help you do that. Look for ways to get adoption from your advisors to follow those processes because that is going to define the successful firms over the next decade." ~ Craig Clark

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With digital disruptions and shifting customer expectations defining the financial landscape, achieving sustainable growth demands a strategic approach that transcends traditional marketing tactics. For forward-thinking financial services firms, the challenge lies in creating a framework that seamlessly integrates marketing and growth strategies, prioritizing brand differentiation and customer-centric value creation.

In this episode, Jack talks with Kelly Waltrich, Co-Founder & CEO of Intention.ly. For years, Kelly has been championing the role of marketing in the financial services industry. She designed the strategy behind several successful rebrands, acquisitions, and product launches, including spearheading the development of two advisor marketing products while creating unmatched overall brand visibility and helping to turn company executives into industry thought leaders. Through forward-thinking demand generation, PR, and product marketing, Kelly created a consistent inbound pipeline for both firms, driving CAC down and SOV up.

Kelly talks with Jack about modern marketing and growth strategies in the financial services industry. She shares how Intention.ly helps firms build growth engines and differentiate themselves in a crowded market. Kelly emphasizes the need for firms to have a strong brand and messaging that resonates with their target audience.

Key Takeaways

Quotes

[11:53] - "Everybody thinks marketing is sexy and creative. But at the end of the day, it's taking complex things and trying to make them simple." ~ Kelly Waltrich

[16:58] - "Because we live in this loud, noisy, content-crazy world, your brand has never been more important. People need to understand the experience they will get when they read about or see you." ~ Kelly Waltrich

[19:54] - "Marketing is something that you have to put time, energy, and emotion into, and you have to be willing to do it consistently. You have to be willing to invest in it, whether money, resources, or people." ~ Kelly Waltrich

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The wealth management industry is synonymous with high-touch, personalized service. Clients and advisors seek intuitive tools, seamless experiences, and a clear roadmap to achieving their financial aspirations. While keeping pace with client expectations and market demands requires constant innovation, some may envision grand, disruptive technologies. However, it's the simple and practical innovations that often have the most transformative impact.

In this episode, Jack talks with Michael Liersch, Head of Advice & Planning at Wells Fargo. In this role, Michael leads a team that delivers comprehensive planning services and growth strategies. Before joining Wells Fargo, Michael held leadership positions in companies such as JPMorgan Chase, Merrill Lynch, and Barclays Wealth. He was also a faculty member at New York University, where he taught management and organizational analysis.

A real champion and maker of innovation, Michael talks with Jack about the practical approach to innovation and improving the advisor, client, and consumer experience. He shares insights into the development of LifeSync, a practical and user-friendly tool that allows clients to articulate their financial goals and track their progress. Michael also discusses the importance of simplicity and authenticity in innovation and the challenges and obstacles faced in the process.

Key Takeaways

Quotes

[11:57] - "People didn't want this notion of, 'Well, there are three simple ways to get rich. There are three simple ways to invest. There are three simple ways to save.' What they wanted was to be very authentic." ~ Michael Liersch

[15:07] - "Trust is built via listening. But not only reflecting on what you hear, it's also doing something about it." ~ Michael Liersch

[19:08] - "Often, you think of innovation as this big disruptive moment. Well, real innovation is bite-sized incremental change." ~ Michael Liersch

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Driven by technological advancements and evolving client expectations, the industry is witnessing a shift from traditional methods to a data-driven, tech-fueled future. At the heart of this evolution lies the development of robust wealth operating systems and platforms that empower advisors with holistic financial insights, streamline workflows, and personalize client experiences.

In this episode, Jack talks with Reed Colley, Co-Founder & CEO at Summit Wealth Systems. With years of experience in the wealth management technology industry, Reed has a proven track record of innovation and disruption. He has founded, invested in, and advised multiple technology companies, including Black Diamond Performance Reporting, which revolutionized advisor operations and is now part of SS&C Advent. Reed's passion lies in helping advisors and their clients by creating innovative solutions that enhance the client experience and streamline internal processes.

Reed talks with Jack about the importance of understanding the needs of advisors and their clients, the process of turning ideas into tangible solutions, and the role of innovation in driving better client experiences. He also highlights the value of listening to advisors and digging deeper to solve their pain points, ultimately creating a platform that combines digital and human advice to empower advisors and enhance client outcomes.

Key Takeaways

Quotes

[05:52] - "Advisors are happiest when they can efficiently help their clients solve things they need. That's when the best advisors are most fulfilled." ~ Reed Colley

[21:17] - "When you have an efficient, appropriate technology foundation that interfaces well with the humans inside the organization and then delivers the right outcomes for your clients, that is absolutely the mix needed for understanding what a modern practice looks like." ~ Reed Colley

[22:05] - "The robo advisor has a place and will continue to evolve. But it will not replace what a human advisor does for a client. It's all about empowering, and that's what we love doing. We love using technology to empower humans." ~ Reed Colley

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The financial industry, anchored in data and figures, can sometimes overlook the fundamental truth that clients are emotional beings. Regardless of how carefully crafted wealth portfolios, diverse investments, and comprehensive plans for estates or retirement are, their effectiveness hinges on what the client values most.

In this episode, Jack talks with Nalika Nanayakkara, Managing Partner for the Americas Financial Services Operations at EY. In her role, Nalika leads the wealth and asset management (WAM) consulting business for EY in the U.S. She is also responsible for the EY financial services consulting organization and the execution of their NextWave strategy. 

Nalika talks to Jack about the difference between hyper-personalization and digitization in wealth management. She goes deeper into the importance of listening and understanding clients' personal needs and values. She also discusses the concept of money scripts and how they shape financial decisions. Nalika highlights the significance of trust, marrying financial planning with purpose, and incorporating emotional needs into segmentation models.

Key Takeaways

Quotes

[02:53] - "Our industry is very numbers focused. We talk about portfolio returns and the probability of meeting a financial plan. Money, particularly wealth, is highly personal. But financial services are highly impersonal." ~ Nalika Nanayakkara

[09:47] - "Don't expect your clients to always be rational. You can have the most comprehensive wealth offer that's priced fairly, investments, estate, or retirement. But it's only as good as your client's willingness to consume it." ~ Nalika Nanayakkara 

[19:21] - "If you want to be successful as an advisor, you have to make that human connection. To do that, you have to really care about what matters to the person." ~ Nalika Nanayakkara

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Investing is not an exclusive club for the affluent but a pathway open to all, regardless of age or economic background. As an industry, the responsibility lies not only in managing portfolios but also in educating, simplifying, and making investing accessible to all.

In this episode, Jack talks with Bill Capuzzi, CEO of Apex Fintech Solutions and Partner at PEAK6 Investments. Bill has been in trading, clearing, custody, and the finance industry for years. He is proud to run a company that offers digital clearing and custody solutions to fintech disrupters, global banks, RIAs and other advisory firms, online trading platforms, community banks, and credit unions. Bill has been leading Apex in revolutionizing the industry and making investing accessible to everyone.

Bill talks with Jack about how Apex is disrupting wealth management technology. He emphasizes the company's mission to help everyone invest in their future. Bill also speaks about the convergence of digital and human advice, the importance of lowering barriers to entry in the advisory world, and the role of workplace solutions in transforming the industry.

Key Takeaways

Quotes

[24:15] - "As an industry, we need to do a better job of educating people, especially those who don't have a lot of money." ~ Bill Capuzzi  

[29:58] - "If we don't lean in to create better interoperability, that convergence, you're ending up with an incomplete solution." ~ Bill Capuzzi

[32:53] - "We're helping people invest in their future, whether they're young or old. There's a ton of people out there that need us to do our jobs better than we've been doing." ~ Bill Capuzzi

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Paul Samuelson's rich experiences with many of the great investors of his time have provided him with valuable wisdom for the wealth management industry. From the birth of modern finance to the nuances of tax management, his journey highlights the need for innovative solutions and tax-smart technologies that empower financial advisors and firms to minimize tax burdens and optimize retirement income strategically. 

In this episode, Jack talks with Paul Samuelson, Chief Investment Officer at LifeYield. Paul comes from an extended family of prominent economists and advisors to presidents. He has carried on the Samuelson tradition, writing the complex algorithms at the core of LifeYield technology that empowers financial advisors and firms to minimize clients' taxes and maximize their retirement income.

Paul talks with Jack about the notable investors he spent time with, including his father, the first American to win the Nobel Prize in Economics. He shares the lessons he learned from those experiences and how he put them into practice. Paul also discusses the need for software solutions to manage taxes and optimize investment portfolios effectively.

Key Takeaways

Quotes

[31:33] - "If investing is not your expertise and doesn't necessarily help you, it may hurt you to be an expert in other areas of economics." ~ Paul Samuelson

[31:53] - "You need software for everything because everything depends on the exact numbers. And you need good tax calculating software to know what brackets you're going to use." ~ Paul Samuelson

[35:46] - "The academic finance profession has let people down because they haven't looked at taxes very seriously. There should have been better formulations of tax calculations and different ways to manage taxes before and after retirement." ~ Paul Samuelson

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The wealth management industry is evolving rapidly, driven by innovation and disruption. The insights and experiences shared by the brightest and best leaders have shed light on the industry's future and its exciting developments. The dedication and passion of the individuals leading the charge in disrupting the industry pave the way for a more efficient, accessible, and inclusive environment. 

In this episode, the script is flipped as Jack Sharry, EVP and Chief Growth Officer of LifeYield, takes the guest seat, and Matt Nollman, VP of Marketing, steps in as host. Jack reflects on the past year of the WealthTech on Deck podcast and highlights the key guests and topics discussed. He discusses the Legends of WealthTech series, featuring industry leaders who significantly contribute to the advisory business. From CEOs to innovators, these guests shared their perspectives on the future of the industry and its exciting developments. Jack highlights noteworthy innovations and disruptions and shares the advances made around platforms, tech stacks, and financial ecosystems.

Key Takeaways

Quotes

[08:37] - "What all these legends did was make big disruptive bets that changed the industry forever and for the better." ~ Jack Sharry

[18:44] - "Innovation and disruption are interesting and fun. But if you can't execute, make it happen, and grow your business, who cares?" ~ Jack Sharry

[19:10] - "I can't help but note how much I love this business and the people in it, good people doing good work for the benefit of so many. I am so fortunate and grateful to work with the people I work with and make all of people's lives better." ~ Jack Sharry

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