WealthTech on Deck

In this episode, Jack talks with Arlen Oransky, Executive Vice President and Chief Membership Officer at Money Management Institute (MMI). With more than 30 years of experience in the financial industry, Arlen has been instrumental in shaping its growth and evolution. He has significantly contributed to expanding MMI's membership and programs and is known for his behind-the-scenes influence and dedication to promoting industry collaboration and education.Jack and Arlen talk about the historical development of separately managed accounts (SMAs). He shares how MMI grew from a small group of SMA advocates to a robust institution representing the broader advisory solutions market. Arlen also discusses the firm's educational efforts to prepare the next generation of industry leaders and the collaborative approach MMI fosters among asset managers, wealth managers, and solutions providers to drive industry growth and innovation.In this episode: [03:35] - The evolution of separately managed accounts (SMAs) [06:56] - How MMI has fueled SMA growth [08:37] - Growth and Evolution of MMI [13:41] - MMI's initiative for engaging and educating asset managers [15:44] - Reflections and personal stories [18:32] - The evolution of comprehensive advisory services [21:48] - Arlen's key takeaways and interests outside of work Quotes[07:13] - "MMI's mandate expanded just above and beyond what we were doing back in the day. It was all around enabling and facilitating industry dialogue and industry growth. And that's at the forefront of where we are now." ~ Arlen Oransky[20:44] - "We want to help create a legacy not only for the Money Management Institute but, more importantly, for individuals who are going to carry this industry forward." ~ Arlen Oransky[22:05] - "Stay educated. Feel free to get outside your comfort zone. That's the only way that you're going to advance and learn." ~ Arlen OranskyLinks  Arlen Oransky on LinkedIn Money Management Institute John Thiel Noreen Beaman Cheryl Nash InvestCloud Lori Hardwick Len Reinhart Jim Seuffert Roger Paradiso Franklin Templeton Investments Craig Pfeiffer John Coyne Phoenix Investment Partners Robbie Cannon Horizon Investments Thrive | Money Management Institute Steve Gresham The New Managed Account Solutions Handbook Tim Williams Adri Chocolates Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook

In this episode, Jack talks with Tim Williams, Executive Vice President of Education Initiatives at the Money Management Institute (MMI). Tim is a seasoned business strategist with a proven track record in steering cross-functional teams to deliver innovative solutions. With more than three decades of experience in wealth and asset management, he brings deep expertise in business strategy, innovation, change management, and professional development.Jack and Tim discuss MMI’s professional development programs, highlighting initiatives designed to sharpen leadership skills and open doors for career advancement within the industry. Tim also shares his insights on cultivating a growth mindset, the importance of continuous learning, and the value of building a strong network of industry experts.In this episode: [01:30] - Tim's career path in asset and wealth management [06:09] - How Tim transitioned into the development side of wealth management [07:41] - Tim's current projects at MMI [10:42] - MMI's mentorship program [14:30] - MMI's upcoming development program [17:13] - How Tim turns innovative ideas into practical, actionable strategies [21:47] - Tim’s perspective on leadership within wealth management [27:43] - Tim's key takeaways [32:25] - Tim's interests outside of work Quotes[12:51] - “The number one lesson I’ve learned from participants is how much this program gives them awareness that they’re not in this alone.” ~ Tim Williams[29:50] - "We are so focused on the process that we have forgotten that the best way to innovate, get organic growth, and move the ball forward is a growth mindset—meaning, fail early, fail fast, test, and learn." ~ Tim Williams[31:57] - "We are getting a new era of leaders. We have to embrace them and support them. We can learn a lot from them." ~ Tim WilliamsLinks  Tim Williams on LinkedIn Money Management Institute Craig Pfeiffer Len Reinhart Danielle Learned NYU Stern Blackstone Broadridge Morgan Stanley Microsoft PwC Academy | Money Management Institute Executive IQ | Money Management Institute Leadership Pathway | Money Management Institute University of Virginia Darden School of Business Jacquelyn Reardon Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook

The integration of artificial intelligence is poised to significantly transform wealth management. AI's true value lies in its ability to solve complex business challenges. By understanding the industry's specific pain points, AI can be used strategically to drive growth, boost profitability, and deliver exceptional client experiences.In this episode, Jack talks with Rob Pettman, President & Chief Revenue Officer at TIFIN. In his role, Rob oversees revenue generation strategies, forges strategic partnerships, and drives the company's growth initiatives.Rob talks with Jack about the types of AI used in managing wealth and the efficiency and growth potential it brings. He also shares how TIFIN helps wealth management firms implement AI into their practices.In this episode: [01:30] - Rob's role at TIFIN [03:57] - Two types of AI that can be applied to wealth management [06:59] - How AI supercharges organic growth [13:20] - How Rob helps wealth management firms implement AI [15:25] - AI decision-makers [17:27] - Rob’s thoughts on the future of the industry [19:14] - Rob's key takeaways [20:22] - Rob's interests outside of work Quotes[03:11] - "I met with a lot of technology firms, and everybody will tell you what the technology does. But very rarely does anybody really help you understand the business problems that the technology could solve for you." ~ Rob Pettman[05:04] - "Think about some of the commercial applications for [AI]. It can help with predictive growth. It can help with predictive risk management, whether in a portfolio context or a compliance context. We have massive sums of data in wealth management. And so the ability to be able to train these algos on them and then essentially leverage them to get additional horsepower creates operational efficiency in our decision-making process" ~ Rob Pettman[15:45] - "Supervised AI is an algorithm that learns over time. The sooner I start, the smarter it is over time. So if I start earlier than my competitors, my stuff's going to be a lot smarter than their stuff when they start late." ~ Rob PettmanLinks  Rob Pettman on LinkedIn TIFIN Sage Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook

For decades, the financial world focused on investments. But, eventually, that focus shifted to planning. It wasn't just about the “what” of investing but the “why”. This evolution changed wealth management, and represents a move away from a one-size-fits-all strategy and toward a more flexible, client-driven approach.In this episode, Jack talks with Robbie Cannon, a Board Member at Founders Financial. He is also the Founder of Horizon Investments and a Board Member of the Money Management Institute (MMI). With a background in quantitative finance and goals-based investment strategies, Robbie has made Horizon a leader in the industry. His passion for innovation and client outcomes has driven his success as a leader and influencer in the wealth management sector.Robbie talks with Jack about how he built Horizon Investments from the ground up, the evolution of goals-based investing, and the importance of personalized advice. Robbie also shares his latest venture with Thrive by Money Management Institute, and how AI, blockchain, and quantitative finance is driving a new era of financial planning.Key Takeaways [01:58] - Robbie's journey in wealth management [03:28] - How goals-based investing evolved [07:30] - What the green line represents in wealth management [10:41] - Horizon Investments' approach to achieving client goals [12:12] - How Horizon provides guidance to advisors [13:55] - What it takes to be in the outcome space [15:55] - What Thrive by Money Management Institute is all about [20:06] - Robbie's thoughts on the future of the industry [22:28] - Robbie's key takeaways [24:29] - Robbie's interests outside of work Quotes[09:26] - "Entrepreneurship is about weathering the markets and being able to pivot and navigate. At Horizon, flexibility is built inside. It comes with smart individuals wrapped around a singular goal — client outcomes." ~ Robbie Cannon[10:10] - "Advisors enter the business to help people. As asset managers, our job is to help advisors help their clients weather the market." ~ Robbie CannonLinks  Robbie Cannon on LinkedIn Money Management Institute Thrive | Money Management Institute Horizon Investments Fidelity Investments Morningstar The Advice Age Danielle Learned John Drahzal Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook

WealthTech in the Weeds is a series covering the broad yet critical path to financial services. The goal is to get together with industry experts and get into the details of building an effective, productive, coordinated, and comprehensive advice system.In this episode, Jack talks with Michael Liersch, Head of Advice & Planning at Wells Fargo, and Harry Bartle, Executive Vice President of Enterprise Sales at LifeYield. At Wells Fargo, Michael leads a team that delivers comprehensive planning services and growth strategies. He is responsible for developing research-based methods to help advisors and clients productively collaborate around their money decisions. As EVP of Enterprise Sales, Harry is responsible for developing relationships with the largest financial services firms in the world. He has more than 20 years of experience driving revenue for many innovative companies across the financial industry. Jack talks with Michael and Harry about LifeSync, a groundbreaking tool that provides clients with a hyper-personalized financial planning experience. They discuss how LifeSync connects and coordinates the many systems at Wells Fargo so they can turn guidance into actions that improve results. They also share the importance of understanding consumer needs, data-driven insights, and how LifeSync offers digital comfort to consumers.Key Takeaways [02:58] - Michael's role at Wells Fargo. [05:43] - How LifeYield serves its clients.  [08:27] - LifeSync's founding principle. [09:28] - LifeSync's key features. [16:13] - How LifeSync transforms financial advice. [20:19] - Hyper-personalization and why it matters. [25:12] - How LifeSync addresses personalization. [28:50] - What personalization is like from the customer's standpoint. [30:41] - LifeSync’s three main areas of focus. [34:10] - Michael’s and Harry's key takeaways. Quotes[03:45] - "When we think of clients and institutions we work with at Wells Fargo, we want to come to them as one organization that meets their needs, either personally or professionally." ~ Michael Liersch[08:36] - "We want LifeSync to be a real conduit for an actual human being to represent themselves as they are. Our customers and clients want to reflect themselves as individual human beings on their own terms." ~ Michael Liersch[17:14] - "With LifeSync, you can really talk to your advisor, be more transparent, and have a unique approach where the customer is upfront and communicated. And Wells Fargo is building a technology around that, which is revolutionary." ~ Harry Bartle[29:06] - "We don't need to be everything for everybody. Consumers want to see the different options and what's recommended, but they want to choose based on their beliefs." ~ Harry BartleLinks  Michael Liersch on LinkedIn Harry Bartle on LinkedIn Wells Fargo Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook

From growing private markets to the increasing influence of artificial intelligence and higher expectations for client experience, the wealth management industry is evolving at an unprecedented pace. While these trends present exciting opportunities, navigating them requires a targeted focus on strategy execution and innovation. Simplifying complex processes and making things more digestible allow everyone to participate in the evolving financial landscape.In this episode, Jack talks with Mike Lee, the Global Leader of Wealth and Asset Management at EY. With more than 30 years of industry experience, Mike has served as the lead client service partner to many well-known traditional and alternative wealth and asset management firms. He travels the world to help clients address new questions, devise and execute smart strategies, and optimize their capabilities in times of exponential change.Mike talks with Jack about some key themes and trends in the wealth management industry, including the growth of private markets, the impact of AI and data, industry transformation, and client experience. He emphasizes the importance of execution and cultural change in driving successful strategies. Mike also discusses the industry's future, highlighting the need for greater inclusion, access, and education around financial literacy.Key Takeaways [01:27] - Mike's career journey in the wealth management industry. [03:08] - What Mike is currently working on at EY. [06:34] - How successful firms differentiate themselves from their competitors. [10:46] - The challenges involved in executing solutions in the industry. [13:51] - How Mike transforms organizations effectively. [16:26] - How targeted focus can reshape organizations. [19:14] - Mike's take on the future of the industry. [22:03] - Mike's three key takeaways. [23:59] - Mike's interests outside of work. Quotes[07:30] - "Short-term things happen, and you need to make adjustments. That's just part of doing business—it's part of life. But it's the ability to stay within the purpose of the strategy as your guiding light that enables you to execute." ~ Mike Lee[09:38] - "It's about transparency, openness, understanding, and the ability to make things more digestible for a broader group that garners the trust you need to do whatever you do, whether you're a wealth manager, an asset manager, a bank, or an insurance company." ~ Mike Lee[21:07] - "There are a number of macro trends out there, but they all intersect eventually. And the more we elevate, with a consistent understanding, the greater progress we make in private markets, disruptive technology, ongoing transformation, or digitalization." ~ Mike LeeLinks  Mike Lee on LinkedIn EY Charles Smith Nalika Nanayakara Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook

Healthcare is a top financial concern for most Americans, yet few financial planning strategies exist to optimize healthcare costs. This gap creates an opportunity for advisors to strengthen their service offerings, deepen client relationships, and drive positive outcomes. By integrating healthcare planning software that gives a custom analysis of client's current and future healthcare costs, advisors can offer a truly comprehensive financial plan that allows clients to navigate the healthcare system with peace of mind.‍In this episode, Jack talks with Christine Simone, CEO and Co-Founder of Caribou. Christine has extensive knowledge about health insurance, incentives, and payment structures. Her goal is to provide financial clarity for clients by optimizing healthcare planning and helping them make smarter decisions about their healthcare costs.Christine talks about how she helps clients optimize their healthcare plans and the importance of realigning healthcare needs, especially during major life events. She also shares how healthcare is important to comprehensive financial planning and how Caribou provides unbiased advice to advisors and clients.Key Takeaways [01:53] - How Caribou serves clients [03:45] - How Christine helps advisors [07:27] - Christine's journey to becoming an expert in healthcare and finance [09:27] - Caribou's role in the rapidly aging baby boomer population [12:39] - How Caribou helps advisors navigate healthcare planning [15:05] - An example of how Caribou provides value to its clients [18:19] - Caribou's business model [20:08] - Christine's thoughts about the future of healthcare in financial services [21:24] - Christine's key takeaways [23:21] - Christine's interests outside of work Quotes[02:32] - "It's really important to realign your needs with the health plans offered in the market. Even if your needs haven't changed, it's possible that the plan that you're on changes every single year." ~ Christine Simone[08:17] - "We truly believe that the financial advisor is best positioned from an incentive structure to help clients understand their healthcare costs and support them through this decision." ~ Christine Simone[20:58] - "As an advisor, it's your role to help clients make smarter decisions, reevaluate and optimize their costs, save money, and make smarter financial decisions related to their healthcare, just as you help them with their investments." ~ Christine SimoneLinks  Christine Simone on LinkedIn Caribou Wealth Medicare Salesforce Redtail Technology Dallas Cowboys Toronto Maple Leafs Manchester City FC Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook

For advisors to stand out in the marketplace, they need to provide highly valuable, compelling, and differentiated offerings that fulfill their clients' unique needs. Organic growth flourishes when there's product-market fit, and the value proposition resonates deeply with clients. This shift toward a client-focused approach, fueled by data and decision science, is revolutionizing the way advisors build lasting and impactful relationships with their clients.In this episode, Jack talks with Tom Rieman, CEO and Founding Partner at Practice Intel. Tom has decades of experience in the wealth management industry, asset management distribution, and the broker-dealer ecosystem, with a primary emphasis on process and performance improvement. Before founding Practice Intel, Tom held executive roles in leading financial companies such as J. D. Power, Brinker Capital, and J.P. Morgan Asset Management. Tom is a relentless advocate for great financial advice and a believer in the profound power of the truth.Tom talks with Jack about the power of data-driven platforms, client-focused strategies, and decision science to unlock the full potential of client-advisor relationships. He shares insights on how firms can differentiate themselves in the marketplace to drive organic growth and enhance client relationships.Key Takeaways [01:01] - What Practice Intel is all about [02:30] - Tom's journey into financial services [05:06] - How Practice Intel serves its clients [08:38] - The shift from selling to understanding customers' needs and wants [13:46] - What it takes to generate organic growth [17:37] - The importance of listening in giving advice [19:51] - Understanding the Relationship Quality Index (RQI) [22:19] - Tom's advice to financial advisors [23:50] - Tom's interests outside of work Quotes[14:48] - "In any industry, if you have a highly valuable, compelling, and differentiated offering that really meets a need, you get growth." ~ Tom Rieman[15:18] - "Organic growth is driven when you have a great product-market fit, when there's a lot of value created, and when there's something that is actually compelling." ~ Tom Rieman[17:37] - "The best client-advisor relationship is not where the advisor is trying to get the client to act on their recommendation, but helping clients make good decisions that align with their values, goals, and aspirations." ~ Tom RiemanLinks  Tom Rieman on LinkedIn Practice Intel J.D. Power Equitable Brinker Capital Investments Michael Durbin Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook

Leadership is a journey of continuous learning and personal growth. It's a muscle that gets stronger through experience and reflection on the lessons learned. This growth mindset, driven by active listening, genuine care for people, and intellectual curiosity, results in a dynamic leadership style. Such leaders adapt to new challenges and inspire teams to contribute their best work, leading to more effective decision-making, stronger collective vision, and remarkable outcomes.In this episode, Jack talks with Danielle Learned, Chief of Staff and Head of Sales Execution at Horizon Investments. In her role, Danielle is responsible for leading the planning and execution of the firm's various strategic initiatives and helping translate the firm's mission and vision into action. Danielle is known for her grit and entrepreneurial spirit, and she is dedicated to empowering financial advisors and equipping them with the tools they need to succeed.Danielle talks with Jack about her career journey and the lessons she has learned about leadership and execution. She shares insights on leadership, the art of listening, the value of empathy and genuine care for people, and the power of grit and perseverance in achieving success. Danielle also discusses Horizon Investments' unique value proposition and the industry's future, emphasizing the importance of personalization and transparency in financial advice. Key Takeaways [02:15] - How Danielle got into financial services. [05:54] - How Horizon Investments serves its clients. [07:25] - Danielle's journey to Horizon Investments. [09:46] - How Danielle became part of Horizon Investment's growth. [14:28] - What it takes to lead a growing wealth management firm. [18:21] - Danielle's thoughts on the future of the industry. [22:16] - How grit defines Danielle's leadership style. [24:55] - Three key takeaways from Danielle. [26:35] - Danielle's interests outside of work. Quotes[14:34] - "Leadership is learned. It's not taught. My advice to new leaders or anyone who has to influence and lead a team that doesn't directly report to them is to shut up and listen." ~ Danielle Learned[17:08] - "To care about people, you really have to care about people. You have to make investments, learn about them, and understand what makes them tick. And that's more than just giving them feedback about their work product. It's really getting to know what motivates them and why they're here." ~ Danielle Learned[17:24] - "Some of the best ideas around our sales team, how we execute them, and the tools we use have come by asking people questions and giving them permission to share their opinions and come up with new ideas. There are a lot of really smart people around us, and we should leverage them and listen to them." ~ Danielle LearnedLinks  Danielle Learned on LinkedIn Horizon Investments Money Management Institute Nick Alfier BNY Mellon UNC Kenan-Flagler Business School Oppenheimer & Co. Prudential Financial MetLife LPL Financial John Drahzal Robbie Cannon Altamont Capital Partners Thomas Buckingham Nassau Financial Group Trillion Dollar Coach Authentic and Ethical Persuasion Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook

In wealth management, innovation, disruption, and change are accelerating at an unprecedented rate. For bold and curious advisors, this era presents a great opportunity to redefine the future of wealth management. By embracing new technologies and fostering a spirit of change, wealth management can transform into a destination for the next generation and solidify advisors' role as navigators and trusted guides for people seeking a secure financial future.In this episode, Jack talks with Jay Link, Managing Director and the Head of Fiduciary Programs and Platforms at Bank of America Merrill Lynch. Jay is a wealth management executive with broad experience and success at top global Fortune 50 organizations. He currently leads a dynamic team responsible for all aspects of a $1.2 trillion multi-channel investment advisory business with an annual revenue of $10+ billion.Jay shares his background and career journey with Jack, from his humble beginnings to his current role at one of the leading advisory firms in the industry. He discusses the initiatives and innovations his team is working on to support advisors and enhance client experience. Jay also shares his insights on the future of the wealth management industry, the evolving role of advisors, and the exciting opportunities and advancements happening in the industry.Key Takeaways [01:21] - Jay's background and career journey. [05:55] - Innovating financial services through technology and client value. [10:04] - Embracing change and innovation in wealth management. [11:56] - Leadership, listening, and team development in the workplace. [15:58] - The future of the wealth management industry. [20:07] - Jay's three key takeaways. [22:02] - Jay's passion outside of work. Quotes[10:33] - "Think about the pace of wealth creation, wealth transfer, Peak 65, and longevity challenges, all of which point to a massive opportunity and arguably the biggest bull market for advice. People need us, and we have the unique ability to help them navigate all of this. Wealth management can and will become a destination for young people entering the workforce." ~ Jay Link  [16:20] - "No matter where they practice, the role of the advisor will continue to evolve well beyond investments. That's going to drive the formation of large, sophisticated teams. To stay competitive, advisors need specialization and capacity to grow to serve more family households and diversity to better address the multi-generational wealth transfer and societies we serve." ~ Jay Link[20:22] - "There's never been a better time to be in the wealth management industry. And there's so much change, creating compelling opportunities for the bold and the curious." ~ Jay LinkLinks  Jay Link on LinkedIn Bank of America Merrill Lynch Morgan Stanley J.P. Morgan Asset Management Premium Access Strategies Money Management Institute Horizon Investments John Drahzal BNY Mellon Charles Schwab Vanguard Edward Jones Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook