WealthTech on Deck

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 [01:51] - The difference between hyper-personalization and digitization. [04:41] - Money scripts and the unconscious biases towards money. [09:15] - Integrating emotional understanding in client interactions. [14:16] - The importance of understanding what matters to clients. [18:25] - Why advisors need to connect with clients personally. [21:55] - Key recommendations for creating personal client experience. [24:09] - The power of listening and understanding in financial services. [27:23] - Nalika's interests outside of work. 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 NanayakkaraLinks  Nalika Nanayakkara on LinkedIn NextChapter Steve Gresham EY Dr. Brad Klontz Riley Etheridge Capital Group  Merrill Lynch John Thiel 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

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 [02:03] - Bill's mission to change the world with Apex. [03:48] - Bill's background and how he got into fintech. [06:47] - Transition from Pershing to founding Apex. [08:52] - What Apex offers to investors. [13:39] - The opportunity for advisors to expand to a mass affluent market. [20:08] - Workplace and wealth management convergence. [27:13] - Challenges facing wealth management. [32:02] - Bill's final thoughts. [33:22] - Bill's interests outside of work. 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 CapuzziLinks  Bill Capuzzi on LinkedIn Apex Fintech Solutions BNY Mellon's Pershing X PEAK6 eToro SoFi Stash Tiburon Strategic Advisors Chip Roame Morgan Stanley ETrade Fidelity Investments Icon Savings Plan Laurie Rowley Edward Jones Franklin Templeton Empower Vanguard Vestwell Reed Colley Summit Wealth Michael Kitces Orion Advisor Solutions Envestnet Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook

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 [01:33] - Paul's experience with great investors. [08:26] - The evolution of the economics department at MIT. [10:37] - The first American to receive a Nobel Prize in Economics. [15:20] - Paul's colleagues at the Ford Foundation. [19:33] - Lessons Paul learned from great investors. [25:14] - The birth of LifeYield. [26:45] - The importance of tax software. [29:03] - What motivated Paul and his father to develop tax software. [31:13] - Lessons learned from engaging with highly intelligent economics experts. 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 SamuelsonLinks  Paul Samuelson on LinkedIn Massachusetts Institute of Technology Robert Merton William Sharpe Harry Markowitz Robert Solow Fischer Black Myron Scholes David Rockefeller Walter Wriston Dean LeBaron Jeremy Grantham John Templeton Mark Hoffman Michael Benedek 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 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 [01:46] - How the idea of the Legends of WealthTech series came about.  [03:19] - Why the first Legends episode featured female industry leaders. [07:29] - Highlighting other favorite episodes from the Legends series. [09:04] - Guests who stood out in the areas of disruption and innovation. [12:27] - Innovations that are noteworthy. [14:42] - Lena Haas and Ken Dychtwald's work at Edward Jones.  [18:28] - Jack's three key takeaways. [19:52] - Jack's passions outside of work. 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 SharryLinks  Frank Campanale Noreen Beaman Lori Hardwick Cheryl Nash Envestnet Bill Crager Merrill Lynch John Thiel John Connors Boathouse, Inc. James Gorman Morgan Stanley Len Reinhart Jim Seuffert Roger Paradiso Franklin Templeton Edmond Walters eMoney Advisor Reed Colley Summit Wealth Aaron Schumm Vestwell Brian McDonald Fidelity Investments Vanguard Charles Schwab Michael Liersch Wells Fargo David Hegarty Playbook Tricia Rothschild Denise Wypiszenski 4U Platform Edward Jones Lena Haas Ken Dychtwald Age Wave Laura Varas Hearts & Wallets Chip Roame Tiburon Strategic Advisors Tiburon CEO Summits Babson College Anne Condon Turncast Jud Mackrill Adam Clark  Ashley Long Connect with our hosts LifeYield Matt Nollman on LinkedIn Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook

The intersection of market dynamics and technological advancements has not only heightened the value of annuities but also revolutionized how financial advisors and clients approach retirement planning. This shift from traditional methods to tech-driven solutions has streamlined processes and facilitated more meaningful conversations between advisors and clients regarding their retirement income needs.In this episode, Jack is joined by LifeYield's Executive Vice President of Enterprise Sales, Harry Bartle, and Senior Vice President of Enterprise Sales and Relationships, Jeff Quigley. At LifeYield, Harry helps enterprises build complete household wealth management platforms. Jeff helped launch LifeYield's direct-to-advisor business, which includes Social Security+, the LifeYield API-based tool for optimizing Social Security benefits. Jeff also demonstrates the benefits of our other solutions for tax efficiency and retirement income maximization.Harry and Jeff talk to Jack about the reasons behind the booming sales of annuities, what they see as the contributing factors driving this trend, and where they and their clients see the future of annuities. They also emphasize the importance of social security as a starting point for retirement income discussions and how technology can help advisors maximize social security benefits. Key Takeaways [01:04] - Harry's take on why the annuity industry is booming. [02:54] - How technology simplifies social security and retirement income discussions. [05:57] - Statistics on the usage and benefits of LifeYield's software. [09:15] - How social security conversations lead to annuity discussions. [11:41] - Innovations and new functions of social securities. [14:33]- Seamless transition in the social security experience. [16:22] - Advisors' feedback on LifeYield's social security planning technology. [18:44] - Harry and Jeff's key takeaways. Quotes[02:16] - "Annuities have been so successful due to market volatility and the need for some guarantees. Technology has also given advisors and clients the ability to model things easier than we ever used to." ~ Harry Bartle[04:47] - "A lot of advisors, wholesalers, and annuity distributors are using social security as the starting point to create the conversation to move into retirement income, add tremendous value for investors, and then drive revenue for their practices and their firms." ~ Jeff Quigley[18:54] - "Social security discussion is a common thread throughout all Americans. When you're able to show the value in the discussion, it leads to more assets, income discussions, and clients looking to advisors to provide holistic solutions." ~ Jeff QuigleyLinks  Harry Bartle on LinkedIn Jeff Quigley on LinkedIn Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook

As financial markets continue to evolve, so does the way individuals and institutions navigate the world of asset allocation, investment strategies, and financial planning. This dynamic shift goes beyond mere adaptation. It represents a proactive response to evolving client needs, a strategic embrace of the demands imposed by the digital age, and a seamless integration of innovative technological solutions designed to revolutionize the fundamental processes of growing, protecting, and distributing wealth. In this episode, Jack talks with Chip Roame, Founder and Managing Partner of Tiburon Strategic Advisors and Tiburon CEO Summits. Chip is a strategic advisor to over 600 Tiburon corporate member firms. He has also served as an industry-experienced board member for numerous Tiburon member firms and currently serves on 10 boards.Having a good vantage point on where the industry is headed, Chip talks about the five areas of evolution in the wealth management industry — the evolving clients, products and services, markets and distribution channels, marketing and technology tactics, and industry structure. He highlights the dominance of Fidelity, Schwab, Morgan Stanley, and Vanguard in the industry and the growth of discount brokerage firms. Chip also debunks some misconceptions about product data and emphasizes the importance of coordinated approaches in wealth management.Key Takeaways [01:23] - The five key wealth and management industry themes. [03:22] - Why Fidelity, Schwab, Morgan Stanley, and Vanguard remain the dominant and strong firms. [06:38] - Potential contenders to top wealth management firms. [08:26] - Other interesting trends in the industry. [10:07] - The move towards a coordinated pro-solutions approach. [11:33] - The emergence of "supermarket" companies in the financial industry. [14:46] - The changing landscape of platforms and the rise of proprietary technology. [16:25] - Chip's thoughts on the future of the wealth management industry. [20:19] - The shift to digital marketing and technology-driven marketing strategies. [22:08] - Chip's key takeaways. [23:08] - Chip's favorite activities outside of work. Quotes[07:59] - "If you think about those three trends, workplace, retail, and RIAs, those four firms (Fidelity Investments, Schwab, Morgan Stanley, and Vanguard) are positioned for the future. I don't see anyone else is in the right spot for those three trends going forward." ~ Chip Roame[13:17] - "The idea of a mutual fund supermarket was a big aha. And now we're going to have a cash supermarket, a lending supermarket, and a no-load annuity supermarket. You're going to have an estate planning supermarket someday. These are good for customers, and the rest of the world works this way." ~ Chip Roame[20:41] - "The old ways of marketing have died off. And digital marketing or technology-driven marketing is here to stay." ~ Chip RoameLinks  Chip Roame on LinkedIn Tiburon Strategic Advisors Tiburon CEO Summits Skip & Chip's Excellent Adventures Fidelity Investments Charles Schwab Morgan Stanley Vanguard Edward Jones LPL Financial Raymond James Flourish Wealth Advisors Sora Finance DPL Financial Partners Payload Envestnet InvestCloud AssetMark eMoney Advisor MoneyGuidePro Orion Advisor Solutions Redtail Technology Edelman Financial Engines Plaid Cetera Wealth Partners Avantax Franklin Templeton Apex Wealth Group Mercer Advisors Mariner Finance CAPTRUST Zoe Financial Smart Asset NerdWallet Sierra Investment Management Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook

Morningstar is committed to creating a comprehensive wealth management platform. The company is on an accelerated path to modernizing its U.S. wealth platform tailored to create an exceptional investor experience.In this episode, Jack talks with Cindy Galiano, Managing Director of the U.S. Wealth Platform at Morningstar Wealth. In her role, Cindy is responsible for product development, sales, marketing, and operations efforts supporting financial advisor-oriented products. That includes Morningstar's Turnkey Asset Management Platform (TAMP) and Morningstar office, which is the portfolio management and accounting system that's mainly geared towards independent RIAs and RIA aggregators. Cindy is also responsible for Morningstar's managed portfolio and investment strategies, which include mutual fund and direct indexing solutions.With a focus on becoming a leading wealth platform provider, Cindy talks with Jack about how Morningstar creates a comprehensive wealth management platform for wealth and financial advisors. They are also working on developing an exceptional individual investor experience and delivering compelling investment portfolios. The goal is to empower investor success and provide a seamless and personalized experience for advisors and their clients.Key Takeaways [01:37] - An overview of Cindy's role at Morningstar. [02:42] - Morningstar's focus on creating a comprehensive wealth management platform. [05:00] - Morningstar's progress in modernizing the U.S. wealth platform. [07:53] - How Morningstar starts modernizing its wealth platform. [10:40] - How Morning creates a frictionless advisor experience. [13:07] - Building interfaces and integrating workflows based on advisor needs. [15:20] - What Cindy views as the future of wealth technology. [19:53] - Making financial information accessible and understandable. [20:48] - Cindy's career journey in financial services. [25:03] - Cindy's three key takeaways. [26:57] - Hobbies and activities Cindy enjoys outside of work. Quotes[08:22] - "We consider direct indexing workflow and solutions a big building block for a more sophisticated tax management capability. Not only across separately managed accounts or single strategies but across a unified managed account comprised of underlying model portfolios, mutual funds, ETFs, including separately managed accounts." ~ Cindy Galiano[15:51] - "For us to become more efficient and predictive or more analytical and more savvy in how we support the advisor, that could happen across the way we support our advisors." ~ Cindy Galiano[25:17] - "We empower investor success, and that really underpins everything we do at Morningstar. It's guided by our unique heritage of data and research and helps deliver that investor-first approach in whatever we do." ~ Cindy GalianoLinks  Cindy Galiano on LinkedIn Morningstar Managed Portfolio Morningstar BlackRock Clark Capital Management Group T. Rowe Price Fidelity Investments SMArtX Advisory Solutions Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook

Amanda Robinson, VP of Portfolio Solutions at Fidelity Investments, discusses hyper-personalization and the importance of customizable solutions with user-friendly interfaces. She also talks about the role of technology in streamlining operations and the future of managed account platforms. Furthermore, Amanda emphasizes the significance of the advisor and teammate relationship and shares insights on model portfolios from advisors. In addition, she highlights investors' desire for scale and personalized investments in an easy-to-digest way.

Strategic partnerships and investments with innovative fintech and insurtech have emerged as key strategies, empowering financial institutions and insurance companies to harness cutting-edge technology and drive transformative change. Allianz's investments in financial and insurance technologies open up a world of possibilities, allowing the company to develop innovative products and services while leveraging its networks and resources. In this episode, Jack talks with Chad Virgin, Managing Director at Allianz Life Ventures. Since 2018, Chad has been part of Allianz Life Ventures, the corporate venture arm of Allianz Life Insurance Company of North America. As managing director, he is responsible for the program's strategic direction and seeking opportunities for strategic partnerships with innovative startups. With a focus on the fintech landscape, venture capital, impact investing, and corporate innovation, Chad talks with Jack about the role of venture capital in fueling growth and innovation in the insurance and financial industries. He emphasizes the importance of personalization and customization in meeting client demands and highlights the need for defined outcomes in retirement planning.Key Takeaways [01:23] - An overview of Chad's role at Allianz. [03:42] - What Allianz believes to be the current wealth management trends. [05:21] - The partnerships Allianz has with other companies. [08:18] - Allianz's process for discovering and evaluating investment opportunities. [10:22] - The opportunity generative AI brings to the industry. [12:44] - Chad's unique path to becoming a venture capital guy. [14:29] - What Chad perceives as the future of the wealth management industry. [15:30] - Chad's key takeaways. [18:00] - Chad's interests outside of work. Quotes[04:32] - "Personalization means something different to everybody. But here at Allianz Life, we are passionate about creating defined outcomes for clients." ~ Chad Virgin[04:39] - "Clients have experienced volatile markets over the last 10 to 15 years. With the financial crisis and then coming out of COVID and in the market we're in today, people need defined outcomes when investing for retirement." ~ Chad Virgin[10:57] - "Being open-minded to the change and the disruption is going to be critical. With generative AI, the world's going to be completely different. But we believe that the human is definitely going to continue to be at the center of the equation." ~ Chad VirginDisclosureGuarantees are backed by the financial strength and claims-paying ability of Allianz Life Insurance Company of North America. Variable annuity guarantees do not apply to the performance of the variable subaccounts, which will fluctuate with market conditions.Products are issued by Allianz Life Insurance Company of North America. Registered index-linked annuities are distributed by its affiliate, Allianz Life Financial Services, LLC, member FINRA, 5701 Golden Hills Drive, Minneapolis, MN 55416-1297. 800.542.5427 www.allianzlife.comAllianz Life Insurance Company of North America is an investor in LifeYield.Links  Chad Virgin on LinkedIn Allianz Life Ventures  Allianz Life Halo Investing Vestwell Aaron Schumm Jud Mackrill Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook

Summit Wealth Systems is at the forefront of transforming the wealth management industry. The company's commitment to collaboration and innovation positions it to have an influence on the future of the industry and support advisors as they navigate an ever-changing landscape.In this episode, Jack talks with Reed Colley, Co-Founder and CEO of Summit Wealth Systems. Reed is passionate about helping people be happy and fulfill their goals. At Summit, he helps advisors and their clients focus on an abundance mindset by using modern and innovative technology to keep them on track and move forward. He founded, invested in, and advised multiple technology companies, including Black Diamond Performance Reporting, a cloud-based portfolio management system he started and coded.Reed talks with Jack about his current project, Summit Wealth Systems, which aims to provide a comprehensive platform for advisors to unlock the full potential of their practice. The platform focuses on unifying data, automating processes, and delivering a world-class solution to clients. Reed also emphasizes the importance of humanizing the advisor-client relationship and helping clients connect their wealth to their values.Key Takeaways [01:31] - An overview of Reed's career journey. [03:04] - What Summit Wealth Systems is all about. [07:22] - How Summit Wealth Systems creates a better user experience. [12:07] - What the user experience looks like at Summit Wealth Systems. [15:36] - Humanizing the financial planning process. [18:14] - The integration process of Summit Wealth Systems with other platforms. [19:52] - What Summit Wealth Systems will look like in the future. [24:39] - Reed's three key takeaways. [25:55] - The thing Reed enjoys most outside of work. Quotes[11:14] - "Each advisor has a slightly different approach to how they want to communicate with a client. And instead of saying, as a software company, 'No, you should do it our way.' We said, 'Well, we embrace that.' And we built an engine we called our abundance engine." ~ Reed Colley[20:50] - "Working with great advisors and working on the things that are most important to them gives us the best fuel for our innovation to continue to build the platform in a way that is going to be incredibly impactful for them and their clients." ~ Reed Colley[23:03] - "We love the idea of humanizing the wealth management space, unifying all this data, bringing it together, and then moving the space forward to where the advisors want the conversations to be, where their clients want the conversations to be, and connect everybody to their wealth to their values." ~ Reed ColleyLinks  Reed Colley on LinkedIn Reed Colley on Twitter Summit Wealth SS&C Advent eMoney Advisor MoneyGuidePro Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook