Episodi
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This week, Jack Sharry talks with Randy Morris, Founder & CEO of Summit Wealth Group, a boutique financial planning firm with 10 offices nationwide. With a career spanning more than three decades, Randy brings deep experience in entrepreneurial leadership, holistic planning, and building a stakeholder-driven culture.
Jack and Randy explore Summit’s path to independence and how a focus on culture, ownership, and intentional growth fueled the transition. Randy also shares the key reasons they chose SEI as a strategic partner—from cultural alignment to proactive tax strategies for high-net-worth clients—and what it takes to future-proof a boutique firm in today’s evolving wealth management landscape.
In this episode:
(00:00) - Intro
(01:16) - Summit’s history and foundational philosophy
(05:05) - Why Summit selected SEI as a strategic partner
(09:05) - Leveraging SEI’s proactive tax strategies
(10:23) - Building and protecting Summit’s company culture
(14:58) - Summit's organic growth and intentional M&A approach
(17:34) - Randy's key takeaways
(19:12) - Randy's interests outside of work
Quotes
"We wanted to continue growing. We felt that growth was paramount, not only to take care of our client's needs in the future, but also the team members that we would add." ~ Randy Morris
"Finding this partner to put on our platform and help us launch Summit 2.0, we found that in SEI." ~ Randy Morris
"What we're about is building a better business, and what better way to do that than to bring in partners who have already been doing this in their location? But we want them to be willing to come in and share best practices and share what's working for you and build a better practice." ~ Randy Morris
Links
Randy Morris on LinkedIn
Summit Wealth Group
Good to Great
SEI
Commonwealth Financial Network
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This week, Jack Sharry talks with Kellan Brown, Chief Operating Officer and Chief Development Officer at 100 Women in Finance. With an impressive resume that includes leadership roles at Income Lab, PrimeCo, and Finance of America’s Retirement Strategies Division, Kellan has also earned accolades like the Disruptor Award and Ascension Award from WealthManagement.com and was named one of InvestmentNews’ Women to Watch.
In their conversation, Kellan shares the remarkable story of her career journey—from her early days in sports marketing and commercial construction to discovering her passion for championing women in finance. She offers insight into how 100 Women in Finance supports women at every stage of their careers and why mentorship is essential to changing the face of finance, fintech, and investment leadership.
In this episode:
(00:00) - Intro
(01:53) - The mission and impact of 100 Women in Finance
(04:32) - Kellan's career journey
(07:34) - How the organization’s mentorship program is making a difference
(10:39) - Kellan's keynote at SEI
(13:28) - Programs and initiatives empowering women in finance
(19:25) - Advancing women in the finance industry
(23:30) - The transformative power of mentorship for women
(24:55) - Kellan's interests outside of work
Quotes
"I was awarded the Disruptor Award for a very clear reason. I believe in all of the work that we're doing, and we are not breaking any laws. Our partners are so committed to us, and we are not alienating anyone." ~ Kellan Brown
"Women elevate every single level of any organization when there's equality." ~ Kellan Brown
"In a male-dominated industry, we have to find someone that's going to break that barrier down, give us access, and have allyship." ~ Kellan Brown
Links
Kellan Brown on LinkedIn
100 Women in Finance
Finance of America
Income Lab
Michael Lane
Allie Carey
SEI
Sneha Shah
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Episodi mancanti?
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In this episode, Jack Sharry talks with Allie Carey, Chief Strategy Officer, SEI Private Banking and Wealth Management. Allie focuses on strategic planning, global wealth management industry assessment, global go-to-market strategies, channel partnerships, and M&A opportunities.
Jack and Allie talk about the role of bank trusts and private banks in wealth management. Allie shares how banks can harness their vast client base to drive organic growth, the opportunities in private banking, and how technology and data transform how banks serve their clients.
In this episode:
(00:00) - Intro
(01:51) - Allie's role at SEI
(03:10) - The need for evolving skill sets in the industry
(04:19) - How SEI serves clients
(08:03) - Opportunities for wealth management in the bank channel
(13:00) - SEI's growth strategies
(16:45) - Allie's thoughts on UMH
(18:14) - The future of private banks
(24:25) - Allie's key takeaways
(25:08) - Allie's interests outside of work
Quotes
"Banks have a massive client base across their different business lines. A wealth management business inside a bank can work with its commercial colleagues. They can work with their retail colleagues and their lending colleagues." ~ Allie Carey
"We're getting to the point where we could have some real advice across the lifecycle of someone delivered via technology, where humans are curating that, not creating it." ~ Allie Carey
"Banks are well-positioned to win in wealth management. They have that near-end client base. They have the breadth of services to really serve the whole client." ~ Allie Carey
Links
Allie Carey on LinkedIn
SEI
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In this episode, Jack Sharry talks with Justin Singer, Partner at EY. Justin provides strategy and management consulting services to many top wealth management, asset management, insurance, and retirement firms to drive growth and retention, improve their offerings, and achieve stronger operating margins through strategic and tactical projects.
Jack and Justin discuss why WaaS (Wealth as a Service) is the future of financial services. Justin explores how financial institutions can use this integrated, cost-effective, scalable solution to drive efficiency and growth. He also dives into the key drivers behind this shift, the players involved, the exciting opportunities it presents, and the broader industry implications.
In this episode:
(00:00) - Intro
(02:23) - Wealth as a Service defined
(05:23) - Service providers in the wealth management space
(08:56) - The expected consolidation of broker-dealers and RIAs
(11:14) - Challenges for firms in operating wealth management businesses
(16:20) - How WaaS improves client outcomes and advisor efficiency
(18:51) - The industry's reaction to EY's Wealth as a Service research
(21:59) - Justin's key takeaways
(23:52) - Justin's interests outside of work
Quotes
"Wealth as a Service (WaaS) is an integrated, cost-effective, and scalable solution for financial institutions to deliver wealth management in a more turnkey way." ~ Justin Singer
"The assets we've built are really positioning financial institutions to be able to drive toward the outcomes that many of them are looking to achieve, which are growth, improved operating efficiency, and scale." ~ Justin Singer
"If we end up in a world where there's less broker-dealers, less RIAs, less trust companies, and a few providers that are supporting those entities that are left, I truly believe it's going to drive down costs and allow many firms to be able to go more down market to the mass affluent segment with a more scalable offering." ~ Justin Singer
Links
Justin Singer on LinkedIn
EY
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Alternative investments are surging in popularity, but how do distributors, asset managers, and advisors adapt? While the appetite for alternatives continues to rise, education remains one of the biggest hurdles to widespread adoption. Managing alternatives requires more than just a basic understanding. It demands deep, specialized expertise. Despite significant investments in training and educational initiatives, the need for deeper expertise remains critical.
In this episode, Jack Sharry talks with Neil Bathon, Managing Partner at FUSE Research Network, about the latest trends in alternative investments. Neil shares insights from FUSE's recent study on alternative distribution, diving into key findings on education gaps, sales strategies, and the importance of partnerships in alts adoption.
In this episode:
(00:00) - Intro
(01:47) - About FUSE Research Network
(04:54) - FUSE's alts distribution research findings
(06:09) - The importance of education in alts adoption
(07:38) - Neil's advice for firms entering the alts market
(09:04) - Why partnerships are critical
(11:33) - How alts can be incorporated into asset allocation
(12:58) - Managing client expectations
(16:48) - Neil's recommendations for investing in alts
(19:18) - How alternative assets benefit distributors, advisors, and asset managers
(20:00) - Neil's key takeaways
(21:13) - Neil's interests outside of work
Quotes
"Distributors are making clear that despite many educational initiatives for years, some of these traditional firms have big institutes or universities specifically to help bring advisors along, but there's still an enormous need for additional education." ~ Neil Bathon
"Some of these alternatives can get very complicated. You need to make a significant investment in educating your sales team and your marketing team. You really have to back them up with specialists who can go this third, fourth, or fifth level deep." ~ Neil Bathon
"Partnership of some form is the way to go for most firms if they're not already firmly in the alternative business." ~ Neil Bathon
Links
Neil Bathon on LinkedIn
FUSE Research Network
Apollo Global Management
KKR
Ares Management
Blackstone
Franklin Templeton
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In this episode, Jack Sharry talks with Arnulf Hsu, CEO of GReminders. Arnulf is a serial entrepreneur and has been leading and running B2B enterprise software companies for the last 20+ years as CEO, CTO, Product Leader, and Board Member. He has a strong background in technology and business development, focusing on building successful ventures and growing companies from the ground up.
Jack and Arnulf talk about why GReminders is one of the leading scheduling and meeting management platforms for professionals. They discuss how GReminders integrates with existing CRM systems to manage everything from scheduling and reminders to AI-generated meeting summaries and follow-ups. Jack and Arnulf also share the importance of deeply understanding customer needs and how AI can enhance personalization and efficiency in client relationships.
In this episode:
(00:00) - Intro
(00:59) - What GReminders is and how it works
(04:57) - The origin story of GReminders
(05:59) - Why Arnulf chose to focus on wealth management
(09:25) - Feedback from advisors and clients
(12:49) - How GReminders compares to Arnulf’s past ventures
(15:06) - Learning through listening
(17:57) - How AI empowers GReminders
(19:56) - What's next for GReminders
(21:50) - Arnulf's key takeaways
(23:34) - Arnulf's interests outside of work
Quotes
"In this area (wealth management), there were scheduling products that were installed in our customers that, to some degree, they were using, but they weren't very good." ~ Arnulf Hsu
"If you have a bunch of data islands everywhere, it's not going to do anybody any good. If you ever want to use AI and analytics on top of this stuff, you better have systems that talk to each other, and data must flow between them." ~ Arnulf Hsu
"Wealth managers aren't IT experts. And so, we believed pretty strongly in a smaller technology stack that has fewer moving parts. It's inherently a better system because you have less complexity." ~ Arnulf Hsu
Links
Arnulf Hsu on LinkedIn
GReminders
Redtail Technology
Wealthbox
Salesforce
Smarsh
PreciseFP
Zapier
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In this episode, Jack Sharry talks with Mike Capelle, Co-founder & Co-CEO of Modern Wealth Management. From his decades-long career in wealth management, Mike has experience building advisor-client platforms that drive continuous growth. He was part of the team that co-founded, scaled, and sold United Capital, a $25 billion RIA with 90 locations, to Goldman Sachs for $750 million.
Jack and Mike discuss how Modern Wealth Management provides a full-service wealth management platform, including tax planning, estate planning, and insurance. They address the challenges and opportunities of integrating legacy systems and the importance of creating a replicable model for national expansion.
In this episode:
(00:00) - Intro
(01:06) - How Modern Wealth Management reshaped financial planning
(06:02) - How to serve clients
(10:10) - The challenges and opportunities in acquisitions
(16:17) - The future of the wealth management industry
(18:56) - Mike's key takeaways
(22:00) - Mike's interests outside of work
Quotes
"We saw the need in the market and the opportunity because we felt there was a shift from going to investment to planning, where there was much more alignment between the advisors and the client." ~ Mike Capelle
"It's a great opportunity to really impact people's lives. They don't have all the resources to do everything they want. You have to help them understand what they want their future to look like, what things are important, and what trade-offs make sense to them." ~ Mike Capelle
"We certainly recognize the opportunity with the industry, and not only do you have an underserved market of people across the country who are developing wealth, but needing help in how they manage it and how they use it as the engine to get to the outcome they want to." ~ Mike Capelle
Links
Mike Capelle on LinkedIn
Joe Duran
United Capital
Modern Wealth Management
Salesforce
eMoney Advisor
Doug Fritz
Randy Lambert
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In this episode, Jack Sharry talks with Randy Lambert, EVP and Head of RIA Solutions at Intention.ly. Randy shares how his experience scaling Orion informs his work helping FinTech and RIA firms streamline operations, align marketing, and enhance client engagement. He highlights the importance of eliminating silos, implementing intelligent automation, and transforming operations from a cost center to a strategic growth engine.
In this episode:
(00:00) - Intro
(01:39) - Randy’s journey at Orion
(07:10) - The transition to Intention.ly
(11:54) - Integrating marketing, sales, and operations
(14:41) - Growing and scaling RIAs
(18:43) - Bridging the gap between the marketing and operations
(19:57) - Building a customer success model
(22:40) - Randy's final thoughts
(24:02) - Randy's interests outside of work
Quotes
"One of the weakest links in the technology chain is the advisor using the technology." ~ Randy Lambert
"The better that an advisory team is able to systematize its operations, the better chance they have of being successful in scaling up." ~ Randy Lambert
"When a firm's data is clean, structured, and fully integrated, technology stops being a barrier. It starts to become an enabler." ~ Randy Lambert
Links
Randy Lambert on LinkedIn
Intention.ly
Orion Advisor Solutions
Eric Clarke
Kelly Waltrich
Tina Powell
Joe Steuter
Doug Fritz
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In this episode, Jack Sharry talks with Ryan VanGorder, CEO at Opto Investments, about revolutionizing private markets for wealth managers. Ryan highlights how Opto’s technology simplifies complex private market strategies, helping advisors deliver tailored, scalable solutions to their clients. They discuss the shift from institutional to retail access in private investments and the importance of guided intelligence, customization, and automation. Ryan also shares his passion for adventure racing, drawing parallels between endurance sports and business, emphasizing discipline, adaptability, and teamwork as core values shaping Opto’s culture and approach to client success.
In this episode:
(00:00) - Intro
(01:18) - Exploring Opto’s mission and purpose
(02:09) - Ryan's career journey and the founding of Opto Investments
(06:33) - Building a business in the retail marketplace
(11:14) - Transitioning from institutional to retail private markets
(13:32) - Opto's approach to full portfolio analysis
(17:35) - Future trends and innovations shaping private markets
(18:48) - Ryan's key takeaways
(20:13) - Ryan's passion for adventure racing and interests outside of work
Quotes
"At Opto, we're engineering the future of private markets with a focus on client outcomes and driving capital to the best ideas." ~ Ryan VanGorder
"Opto is built and backed by operators who understand the potential in the private markets, not by AUM-focused mega funds or product pushers." ~ Ryan VanGorder
"The winners in our space, particularly our market, will heavily invest in technology-based solutions and solving for transparency, scale efficiency, and flexibility. And you're going to do all that while delivering on your client's demands." ~ Ryan VanGorder
Links
Ryan VanGorder on LinkedIn
Opto Investments
BlackRock
Joe Lonsdale
Addepar
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This week, Jack Sharry is joined by Ryan Eisenman, Co-Founder and CEO of Arch—a platform built to streamline and standardize private investment operations. With a strong background in private markets, Ryan shares how Arch is leveraging technology to make alternative investing more secure, efficient, and accessible. Ryan breaks down the key trends fueling mainstream adoption and explains how Arch is helping family offices, RIAs, and institutional investors overcome the operational hurdles that come with managing alts. He also shares his perspective on where the market is headed—and how platforms like Arch are unlocking access to a broader range of investors
In this episode:
(00:00) - Intro
(02:13) – What Arch does and who it serves
(03:29) – Ryan’s journey: from Wall Street to startup founder
(05:29) – Why alternative investments are booming
(11:10) – The story behind Arch’s growth
(12:26) – What’s fueling Arch’s momentum
(17:42) – Building with feedback: how Arch develops its product
(19:22) – What’s next for Arch and the alts market
(23:20) - Ryan's interests outside of work
Quotes
"We want to unlock the ability to make, manage, and track alternative investments without the pain people are used to when they do make those investments." ~ Ryan Eisenman
"To work at Arch, you have to love clients and love learning. We want to be doing this for decades, and the way you do this for decades is you invest in customers because customers can be the best advocates for you." ~ Ryan Eisenman
"We're continuing to build the operations management automation tools that help people scale their alts businesses. And we're doing it increasingly in partnership with larger firms to support their offerings." ~ Ryan Eisenman
Links
Ryan Eisenman on LinkedIn
Arch
Fidelity Investments
Goldman Sachs
Morgan Stanley
Charles Schwab
Carta
Stripes
SpaceX
Blackstone
KKR
Sequoia Capital
SEI
iCapital
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This week, Jack Sharry talks with Brooke Elliott, Dean of Gies College of Business at the University of Illinois Urbana-Champaign. Brooke leads the college in developing a compelling, strategic vision while continuing to build upon its distinctive brand and identity.
They discuss how the college empowers future leaders through transformative education, research, and innovation. Brooke shares how their purpose-driven approach is embedded in the curriculum, the impact of technology and AI in shaping this mission, and how experiential learning bridges the gap between classroom knowledge and real-world opportunities.
In this episode:
(00:00) - Intro
(02:27) - Helping students discover their purpose
(07:59) - Insights from students and alumni
(09:25) - Inside the Gies College online program
(11:41) - Lessons from teaching online
(16:27) - AI’s role in the future of education
(19:55) - Will avatars replace faculty?
(22:19) - The power of authenticity in teaching
(24:42) - What it means to prioritize learners
(26:43) - Brooke's interests outside of work
Quotes
"We want to create amazing leaders who move into business and really have an impact on their community, their state, and their nation." ~ Brooke Elliott
"We really believe in expanding access to high-quality education. We serve individuals from all types of different backgrounds. And so, it's diversity in its very broadest sense." ~ Brooke Elliott
"Our online programs were intentionally designed to be online. We did not take an existing program and move it to a remote environment. We started a new one and knew that we were going to offer these programs online and serve learners all around the world. And so, every single design choice was made with intention." ~ Brooke Elliott
"Education is still the greatest investment an individual can make in themselves and an organization can make in their employee." ~ Brooke Elliott
Links
Brooke Elliott on LinkedIn
Gies College of Business
Aaron Schumm
Vestwell
Frances Frei
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In this episode, Jack Sharry talks with Steven Miyao, an Executive Coach at Coaching Metta. Steven equips executives, entrepreneurs, and startups with the skills, strategies, and mindset needed for sustainable success. He helps professionals navigate career transitions, balance family and personal goals, and discover lasting fulfillment.
Jack and Steven explore the challenges and opportunities of midlife career transitions, offering insights on how leaders can redefine their purpose and direction. Steven shares his coaching philosophy, the crucial role of understanding one’s ‘why’ before making a career shift, and how he helps financial services executives build a fulfilling second act in their careers
In this episode:
(00:00) - Intro
(01:15) - What is Coaching Metta?
(02:24) - Steven's career journey
(06:15) - Steven's nontraditional path to financial services
(08:19) - Why Steven shifted to healthcare
(11:52) - Steven's coaching practice and the challenges his clients face
(13:19) - Helping clients redefine their purpose
(17:30) - Steven's coaching process
(22:31) - The importance of authenticity in building trust
(24:19) - Steven's key takeaways
(25:30) - Steven's interests outside of work
Quotes
"The older I get, it’s more important for me to see other people succeed than myself. It's just so gratifying when you see the impact that you have on others." ~ Steven Miyao
"Most people are stuck in the hamster wheel, and they're running and running, but they don't even know why they're running. Oftentimes, it's because of the expectations that they have on themselves. But these expectations are often driven by society, their parents, or their peers." ~ Steven Miyao
"A lot of us are going through this midlife. Whenever that point comes where you say to yourself, 'Is this really it?', it's important to take a break and really think about what you want to do, identify your ‘why’, and then pivot if you need to." ~ Steven Miyao
Links
Steven Miyao on LinkedIn
Steven Miyao
Vanguard
Fidelity Investments
Capital Group
McKinsey & Company
Morgan Stanley
Goldman Sachs
Frances Frei
Midlife Remix
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Edward Jones is redefining what it means to provide personalized advice. The firm is creating a signature experience where personalized service is not a luxury but an expectation and where the best financial advisors have the tools, capabilities, and technology needed to provide a seamless, sophisticated, and impactful advisory experience.
In this episode, Jack Sharry talks with Russ Tipper, General Partner at Edward Jones. Russ leads more than 300 professionals across North America and drives the firm's advisory offerings, including SMAs and UMAs, alternatives, retirement products, and more.
Jack and Russ discuss how Edward Jones is doubling down on comprehensive, personalized financial planning, moving beyond point-in-time solutions to ongoing advice. Russ also talks about how the company strategically expands its product offerings, including alternative assets and retirement products, as well as its signature experience and future developments.
In this episode:
[01:12] - Russ' role at Edward Jones
[03:02] - Edward Jones's strategic ambition
[05:04] - Personalization at scale
[12:24] - Edward Jones' investment in alternative assets
[15:19] - Edward Jones' signature experience
[19:18] - Future developments and AI integration
[22:06] - Russ' career journey
[26:04] - Russ’ key takeaways
[27:13] - Russ's interests outside of work
Quotes
"We want to help make our clients’ needs, wants, and wishes a reality." ~ Russell Tipper
"Our goal is to help our clients move into an advisory perspective and never be stuck in a brokerage account or a legacy model where they can't move because of friction." ~ Russell Tipper
"We want to be a highly curated shelf, but we want to offer a choice. The last thing I want to do is for a client to leave their great financial advisor because of a lack of access to a product that would improve their outcome." ~ Russell Tipper
Links
Russell Tipper on LinkedIn
Edward Jones
MoneyGuidePro
Envestnet
Aladdin by BlackRock
J.P. Morgan
Porch Software
Capital Group
Merrill Lynch
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In this episode, Jack Sharry talks with Doug Fritz, Founder & Executive Chairman of F2 Strategy. A seasoned veteran in the wealth management industry, Doug leads a team of experts at F2 Strategy and is a highly sought-after strategist, helping growth-focused advisory firms make informed decisions about their technology and client experience.
Jack and Doug discuss the confluence of marketing and technology in the wealth management industry. Doug talks about true innovation and how firms can implement meaningful technology and marketing solutions that deliver real value to advisors. He also discusses F2 Strategy's expansion and acquisitions, AI-powered efficiencies, and the rise of Wealth as a Service (WaaS) in wealth management.
In this episode:
(00:00) - Intro
(01:36) - Update on F2's recent expansion
(03:37) - The confluence of marketing and technology in wealth management
(06:27) - Aligning technology with business goals
(09:26) - How F2 helps firms with tech and marketing
(13:56) - The challenges of being a strategy partner
(17:54) - Mitigating risk and ensuring successful technology implementation
(19:49) - How F3 defines innovation
(21:42) - Wealth as a Service (WaaS)
(26:30) - Organic growth and its relationship to Wealth as a Service
(29:32) - Doug's interest outside of work
Quotes
"We're built to be like an advisor would be. We're going to help you build a portfolio of technology, and then we're going to be with you forever as your partner in the execution and implementation of that when you need us." ~ Doug Fritz
"It's fun to be helpful to great brands and great people that we work with in new ways and go deeper. Those relationships are everything to us, and they mean the world to us." ~ Doug Fritz
"Innovation means getting it done. It isn't about theoretically picking a vendor that's innovative. It's actually getting it done and getting it into production." ~ Doug Fritz
Links
Doug Fritz on LinkedIn
F2 Strategy
SEI
Fidelity Investments
BlackRock
State Street Global Advisors
Franklin Templeton
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The shift from pensions to 401(k)s, paired with uncertainty around Social Security, has left many retirees with less income and at risk of outliving their savings. Allianz, in partnership with Empower, is taking the challenge head-on.
In this episode, Jack Sharry talks with Matthew Gray, Vice President of Employer Markets at Allianz Life. Matt is responsible for the company's employer markets and defined contribution business. He oversees all aspects of the company’s strategy, distribution, marketing, product development, and more.
Jack and Matthew discuss the convergence of workplace and wealth, how 401(k) plans evolve to offer better financial guidance, and how Allianz makes guaranteed lifetime income simple and accessible. Matthew also shares the challenges of retirement planning and how Allianz addresses the growing concern of retirees making less of their income and outliving their savings.
In this episode:
[01:30] - Matthew's role at Allianz Life
[03:08] - How Allianz and Empower revolutionize retirement security
[04:49] - Key trends shaping the future of defined contribution plans
[09:13] - Allianz's guaranteed income solution
[16:35] - The future of guaranteed income solutions
[18:10] - The good news about lifetime income solutions
[19:25] - Matthew's interests outside of work
Quotes
"Retirement is about generating more income and generating that income for longer. Unfortunately, the trends from moving from defined benefit plans to defined contribution plans, combined with challenges with social security, all point to maybe people getting less or not getting it for as long." ~ Matthew Gray
"Our objective is to make guaranteed lifetime income more accessible and inclusive for a larger number of Americans who really depend on what they can generate from their employer-sponsored plan." ~ Matthew Gray
"Lifetime income solutions aren't coming sometime in the future. They're already here. They're already in plans helping people and are available for sponsors and advisors who want to help their participants better prepare for retirement." ~ Matthew Gray
Links
Mathew Gray on LinkedIn
Allianz Life
Empower
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In this episode, Jack Sharry talks with Jan Buchsbaum, Chief Product Officer, and Mark Fitzgerald, National Sales Manager at Nassau Financial Group. They discuss the integration of annuities and social security planning in creating guaranteed retirement income and Nassau's product development and solution design. From simplifying complex financial products and processes to a streamlined user experience and smart approach to partnerships and distribution, Jan and Mark explore Nassau's impressive growth trajectory and discuss the key elements driving their success.
In this episode:
(00:00) - Intro
(01:28) - Overview of Nassau Financial Group
(02:54) - Nassau's sales strength, growth, and momentum
(06:29) - Nassau's process for developing products
(09:22) - A collaborative approach to product development
(14:40) - Integrating annuities and social security planning
(20:26) - Educating clients and advisors on the value of annuities
(27:52) - Uncovering additional assets through social security optimization
Quotes
"We are hyper-focused on providing solutions for our partners and consumers that matter and enhance their lives. And we are constantly always trying to figure out how we can be better." ~ Jan Buchsbaum
"If you're having a conversation around social security, you're helping that individual maximize their lifetime income." ~ Mark Fitzgerald
Links
Jan Buchsbaum on LinkedIn
Mark Fitzgerald on LinkedIn
Nassau Financial Group
Phil Gass
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Disclosure
Nassau Life and Annuity Company, the Nassau Income Accelerator Annuity and the Nassau Flex-Forward Income Benefit rider are NOT connected with, recommended, or endorsed by any governmental program, agency, or entity, including the Social Security Administration. All social security and annuity income payment examples are for educational and illustrative purposes only. Individual results will vary. This information is not meant to provide investment, tax or financial planning advice. Nassau does not provide individual tax, financial or investment advice or act as a fiduciary in the sale or service of insurance contracts. Please consult your personal tax or financial advisor for assistance. Fixed annuities are insurance contracts and do not provide ownership of any stocks, bonds, index funds, or other securities. These products are not FDIC or NCUAA Insured and there are no Bank or Credit Union Guarantees. Lifetime payments and other contract guarantees are subject to the claims-paying ability of the issuing company. These annuities offer a Fixed Account and a variety of Indexed Accounts. The Fixed Account earns a specified rate of interest that is no less than 0 to 3% depending on the state and product. Contract growth is not guaranteed. Fees and restrictions apply. Withdrawals may be subject to charges, pro-rated fees and adjustments. Withdrawals (including income payments) are subject to ordinary income tax, and if taken prior to age 59½, a 10% IRS penalty may also apply. Please review the applicable product and rider disclosures for more information. Nassau Income Accelerator is a single premium deferred fixed indexed annuity issued on contract form 19FIA, ICC19EIAN, or 19ISN. This annuity is issued by Nassau Life and Annuity Company, Hartford, Connecticut, a subsidiary of Nassau Financial Group. In California, Nassau Life and Annuity Company does business as "Nassau Life and Annuity Insurance Company." Nassau Life and Annuity Company is not authorized to do business in Maine and New York. BPD42072 -
Many women and next-generation investors have struggled to find advisors who truly understand them. Finding the right fit, getting clear information, and building confidence to manage finances effectively are real challenges. However, the old-school client-advisor dynamic is changing, creating an era in which genuine human connections matter just as much as portfolio performance.
In this episode, Jack Sharry talks with Lacy Garcia, Founder and CEO of Willow. Lacy is a former financial services marketer turned financial advisor. She has spent her career at the intersection of financial services, women empowerment, and education. Lacy is passionate about helping advisors better serve women and the next generation of investors.
Lacy talks with Jack about how advisors can better serve women and next-generation investors. She discusses the importance of empathy, education, and empowerment and how the company's certificate programs empower advisors to meet clients' evolving needs. Lacy also shares her journey from educator and coach to a financial advisor and entrepreneur, highlighting how her experiences of feeling like an outsider in the financial world inspired Willow's creation.
In this episode:
[01:10] - Lacey's background and career
[03:22] - Turning challenges into opportunities
[05:40] - Willow's E3 model: empathy, education, and empowerment
[10:08] - Creating a business that helps women and next-generation investors
[13:54] - Willow's certificate programs
[19:54] - How Willow empowers women and next-gen investors
[26:01] - Lacy's key takeaways
[26:43] - Lacy's interest outside of work
Quotes
"I felt the challenge that so many women and so many next-gen clients and investors feel in terms of finding the right financial advisor and getting the information, the education, and the confidence they need to take control of their finances." ~ Lacy Garcia
"The client-advisor model is changing. Its demographic and wealth transfer shifts are ushering in a new era where it's equal parts investment and human understanding." ~ Lacy Garcia
"Women want to be advisor-dependent, and they are loyal. And if you care about them and you do a good job, then they're going to tell their friends and their family, and they're going to recommend you." ~ Lacy Garcia
Links
Lacy Garcia on LinkedIn
Trust Willow
Jason Aronson
Ivan Mitrovic
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Jack Sharry on Twitter
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Retirement is no longer viewed as a single event marking the end of one's career, but rather as a chapter with multiple phases and possibilities. This shift has led advisors to rethink their approach to retirement planning, with a focus on balancing financial strategies, healthcare needs, and lifestyle choices.
In this episode, Jack Sharry talks with Ken Dychtwald, Founder and CEO of Age Wave. For 45+ years, Ken has been a leading visionary and original thinker regarding the lifestyle, marketing, health care, economic, and workforce implications of the age wave. Ken is a psychologist, gerontologist, and best-selling author of 19 books on aging-related issues.
Jack and Ken discuss the changes brought about by increased longevity and the aging population in the financial services industry. From financial readiness to the evolving role of financial advisors, Ken explores what it means to live longer, healthier, and more purpose-driven lives.
In this episode:
[01:26] - Meet Ken Dychtwald
[02:29] - Why people are rethinking their retirement plans
[07:00] - How longevity has redefined retirement
[11:15] - The importance of mentors and mentorship
[14:19] - The changing role of financial advisors
[19:04] - The need for advisors to be more holistic
[21:56] - A shift from accumulation to decumulation strategies
[25:29] - Ken's key takeaways
[28;43] - Ken's interests outside of work
Quotes
[07:43] - "Aging isn't what it used to be. More and more people today are realizing that they don't want to live a longer life just to be old longer. They want a more cyclic life. People increasingly refer to this new chapter of their lives as a time of freedom, not a time to decline." ~ Ken Dychtwald
[20:45] - "This age wave and this longevity revolution don't just mean that there'll be more older adults, but a new generation of older adults. These boomers are really demanding and want to be listened to and asked questions." ~ Ken Dychtwald
[25:04] - "The entire population needs to be better oriented towards the financial considerations of 'How do I live long, how do I live well, and how do I make sure my wealth span matches my lifespan?’” ~ Ken Dychtwald
Links
Ken Dychtwald on LinkedIn
Age Wave
Chip Conley
John Thiel
Edward Jones
The John A. Hartford Foundation
Connect with our hosts
LifeYield
Jack Sharry on LinkedIn
Jack Sharry on Twitter
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The RIA industry is experiencing massive consolidation, driving demand for integrated solutions that unify technology, investment management, and professional services. With its extensive back-office expertise, technology, and investment solutions, SEI is well-positioned to meet this growing need.
In this episode, Jack Sharry talks with Michael Lane, EVP and Head of Asset Management at SEI. Michael is responsible for the business and growth strategy of SEI's advisor and institutional businesses in North America and for leading the firm's investment management teams globally.
Michael shares his career journey and why he joined SEI. He discusses the macro trends in the wealth management industry, SEI's unique position in the market, and its vast and often misunderstood capabilities. Michael also shares the exciting opportunities to bring together SEI's many capabilities and make them more visible to the market.
In this episode:
[02:26] - Michael's career journey
[05:46] - Why Michael joined SEI
[09:27] - SEI's unique positioning and capabilities
[13:45] - How SEI fills the gap in the wealth management marketplace
[19:34] - How SEI coordinates tax and asset location across multiple accounts
[23:26] - SEI's long-term goals
[27:09] - Michael's key takeaways
[28:16] - Michael's interests outside of work
Quotes
“ What gets me super excited is how we start thinking about the ‘what ifs’, documenting those ‘what ifs’, figuring out what we can actually do over the next 6, 12, 18, 24 months, and then bringing that story out into the marketplace.” ~ Michael Lane
“As you look around the marketplace, there are very few providers that exist out there that can do as many things as SEI can do.” ~ Michael Lane
"Whatever you thought SEI was, probably isn't what it is. I hope we have an opportunity to spend a lot more time with the advisor and institutional community to help them better understand who we really are." ~ Michael Lane
Links
Michael Lane on LinkedIn
SEI
Mercer Advisors
Dimensional Fund Advisors
BlackRock
Ryan Hicke
Morgan Stanley
Connect with our hosts
LifeYield
Jack Sharry on LinkedIn
Jack Sharry on Twitter
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At its root, marketing is about storytelling. As markets shift and client needs evolve, Franklin Templeton creates narratives that remain relevant and align with the firm's core mission. Listening to the market, using technology like AI, and collaborating across teams allows the company to maintain its relevance while staying true to its core values.
In this episode, Jack Sharry talks with Jennifer Ball, Chief Marketing Officer at Franklin Templeton. Jennifer is responsible for developing and implementing a global B2B marketing strategy, driving change, and defining positioning and messaging. She is also accountable for client experience across Franklin Templeton's US retail, private wealth, retirement, insurance, and institutional businesses. Jennifer is passionate about insight-driven marketing through analytics and powerful content marketing.
Jennifer talks about how Franklin Templeton creates and delivers narratives across the globe. She shares how the company uses advanced listening tools, social media, and AI to personalize messaging. Jennifer also highlights the importance of aligning internal voices, tailoring messages to diverse markets, and promoting collaboration in crafting cohesive and impactful narratives.
In this episode:
[02:05] - Franklin Templeton's acquisitions and strategic direction
[03:36] - The challenge of positioning and messaging for global audiences
[06:41] - Franklin Templeton's take on narrative economics
[13:26] - Launching new narratives and using social media
[16:22] - Franklin Templeton's social media strategy
[19:25] - Franklin Templeton's process for developing narratives
[22:59] - Jennifer's key takeaways
[24:30] - Jennifer's interests outside of work
Quotes
[11:32] - "As things change with your clients and the market, you can evolve your narratives to make sure they stay relevant and still support your overall mission and ambition for the company." ~ Jennifer Ball
[19:27] - "The whole process of listening to our internal employees, our clients, and our competition is absolutely the foundation of our work and what felt true to us in terms of where we're trying to go." ~ Jennifer Ball
[23:31] - "We all have to figure out how to use AI to transform our business. We're at an inflection point right now, and AI can play a huge role in personalizing storytelling." ~ Jennifer Ball
Links
Jennifer Ball on LinkedIn
Franklin Templeton
Jenny Johnson
Microsoft
John Connors
Boathouse, Inc.
Robert Shiller
John Thiel
Merrill Lynch
Narrative Economics
Connect with our hosts
LifeYield
Jack Sharry on LinkedIn
Jack Sharry on Twitter
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Franklin Templeton has been a client of SEI LifeYield since 2014. - Mostra di più
