WealthTech on Deck

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

Annuities have long been acknowledged as valuable financial instruments that provide the opportunity to effectively manage risks, making them a cornerstone in a well-rounded retirement strategy. By incorporating annuities into a portfolio, individuals can help mitigate their exposure, thereby enhancing their financial security.In this episode, Jack talks with Mark Paulson, VP of Global Hedging Business Development at  Allianz Investment Management U.S. LLC. In his role, Mark leads the development of global fixed index annuities, registered index-linked annuities, and fixed indexed universal life insurance businesses from a hedging perspective. He leads the interaction with global clients, translates client business goals into projects for the various Allianz Investment Management (AIM) hedging functions (strategy, systems, portfolio management, and trading), and oversees AIM hedging's involvement in global business development.Mark talks with Jack about dynamic hedging strategies and the value of adding annuities to a portfolio. He discusses the concept of the efficient income frontier and how adding an annuity can shift this frontier, allowing for more efficient income generation in retirement. Mark emphasizes the importance of risk management and the need to shift the mindset from accumulation to decumulation when planning for retirement.Key Takeaways [01:03] - Mark's role at Allianz Investment Management U.S. LLC.  [05:46] - How Mark became knowledgeable in all things hedging. [07:02] - Mark's role as an educator. [10:42] - What the portfolio impact report is and how it works. [13:41] - Changing the definition of risk and reward in retirement planning. [18:09] - Mark's three key takeaways. [19:28] - Mark's interests outside of work. Quotes[08:40] - "People who are familiar with annuities already understand the value of adding them to a client's portfolio." ~ Mark Paulson[17:36] - "As we see this generational shift from baby boomers hitting their peak retirement years, the mindset needs to shift from accumulation to decumulation. And making some small tweaks to the efficient income frontier framework can change the mindset as to how we're looking at retirement." ~ Mark Paulson[18:34] - "An annuity can really help manage a lot of risks. It can help reduce your exposure to longevity risk, reduce your exposure to inflation risk, and reduce your exposure to market returns and market shocks." ~ Mark PaulsonDisclosuresGuarantees 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, 5701 Golden Hills Drive, Minneapolis, MN 55416-1297. 800.542.5427. www.allianzlife.com. In New York, products are issued by Allianz Life Insurance Company of New York, 1633 Broadway, 42nd Floor, New York, NY 10019-7585. www.allianzlife.com/new-york Variable products are distributed by their affiliate, Allianz Life Financial Services, LLC, member FINRA, 5701 Golden Hills Drive, Minneapolis, MN 55416-1297. Only Allianz Life Insurance Company of New York is authorized to offer annuities and life insurance in the state of New York.Allianz Investment Management U.S. LLC is a subsidiary of Allianz Life Insurance Company of North America and provides investment management and hedging services for the broader Allianz Group.Allianz Life Insurance Company of North America is an investor in LifeYield, LLC.For investment professional use only.Links  Mark Paulson on LinkedIn Allianz SE Allianz Life Insurance Company of North America Allianz Global Life Allianz Retire+ Harry Markowitz William Sharpe 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 people reach their senior years, the support of a social security payment brings a sense of security and stability. People understand the tangible nature of this income and the reliability of its timely arrival. Yet, just beyond this familiar territory lies an opportunity for an enhanced sense of financial security – a supplement to the social security or pension check.In this episode, Jack Sharry talks with Scott Stolz, Managing Director at iCapital. Scott has been in the annuity business for 40 years, making him one of the top authorities on annuities and retirement income planning. Over his career, he has run life insurance and annuity operations for three separate insurance companies and served as the President of Raymond James Insurance Group for over 15 years. With an extensive background in the annuity and insurance industry, Scott talks to Jack about the challenges facing the annuity industry today, how annuity products fit into an overall portfolio, and how the industry can help advisors discuss annuities with clients.Key Takeaways [00:49] - An overview of iCapital and its role in the alternative investment space. [03:13] - How Scott began his career in the annuity industry. [04:40] - The challenges facing the annuity industry today. [07:51] - Different types of annuity products and how they fit into an overall portfolio. [09:46] - Where the industry is headed in terms of retirement. [13:30] - How the industry can help advisors discuss annuities with clients. [21:36] - Scott's three key takeaways. Quotes[05:07] - "Technology has come a long way in the annuity space. But the challenge is that every time there's a technology solution, there's another piece that needs to be done because of the regulatory part." ~ Scott Stolz[13:59] - "People understand social security, the check that arrives. And if we can get clients to understand that what we're talking about is providing a supplement to their social security or pension, people will accept that." ~ Scott Stolz[22:13] - "Try to look at annuity income and retirement as a means to make things simpler and a peace of mind and making sure that the check is there." ~ Scott StolzLinks  Scott Stolz on LinkedIn Scott Stolz on Twitter iCapital Raymond James SIMON Markets Edward Jones Morgan Stanley The 10 Best Income Plays for the Second Half of 2023 Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook

Markets thrive on the pulse of data, relying on its flow to maintain balance and informed choices. As data and analytics are catalysts driving the transformation and innovation of the financial landscape, companies that leverage comprehensive research and analysis are better positioned to drive growth and deliver exceptional value to their clients.In this episode, Jack talks with Laura Varas, Founder and CEO of Hearts & Wallets, an independent research and benchmarking firm specializing in saving, investing, and financial advice. At Hearts & Wallets, Laura applies her experiences participating in markets worldwide to create stronger connections between financial solutions and consumer needs. She bridges the investing and marketing worlds with over 25 years of experience in retail finance, consumer packaged goods, and strategy consulting.A thought leader who combines an in-depth knowledge of financial services with a proven ability to predict future trends, Laura talks with Jack about the importance of high-quality research in wealth management and how Hearts & Wallets' data has helped their clients achieve growth and success. Moreover, Laura describes their framework for identifying different financial advice options and how workplace and wealth intersect in the industry.Key Takeaways [01:07] - What Hearts & Wallets is all about. [02:11] - Examples of how Hearts & Wallets has helped clients. [05:08] - What high-quality research looks like in wealth management. [08:00] - How Hearts & Wallets turns research findings into actionable insights. [10:05] - A shift toward a solution-oriented approach in wealth management. [14:49] - How clients use the Hearts & Wallets framework to understand financial advice options.  [20:09] - The convergence of workplace and wealth. [21:56] - Laura's three key takeaways from the conversation. [22:59] - Laura's passions and interests outside of work. Quotes[08:24] - "You've got to make things that solve actual problems in the ways that the people you're trying to help want them to be solved." ~ Laura Varas [09:02] - "Being able to frame your solutions in terms of actual problems and position and price them in a way that makes sense enables people to buy them and your distribution partners to sell them more effectively." ~ Laura Varas[22:05] - "Market information works. Markets need information to function. And when people and their firms have more information, it works better for them. And when consumers have more information, it works better for them." ~ Laura VarasLinks  Laura Varas on LinkedIn Hearts & Wallets Nielsen Fidelity Investments Citi Morningstar Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook

With an innovative approach to financial planning and a commitment to providing clients with a holistic and interactive experience, Edmond's journey is legendary. The genesis of his brainchild, eMoney, unveils a story of innovation, inspiration, and perseverance, illustrating how a groundbreaking idea can transform into a pioneering company. His journey from concept to industry-altering reality illuminates the boundless possibilities at the intersection of financial expertise and technological acumen.In this episode, Jack talks with one of the legends in wealthtech, Edmond Walters, Founder and CEO at VillanovaTech. VillanovaTech is a next-generation financial planning experience for financial advisors to use alongside their clients. Edmond was the CEO and Founder of eMoney Advisors, going back to when financial planning tools took off as a crucial and critical driver in helping advisors help their clients make better decisions using the most up-to-date financial planning, guidance, and technology tools. InvestmentNews recently recognized Edmond as one of the "20 People Who Helped Shape the Financial Planning Industry." Known for his innovative approach to financial planning and focus on delivering a holistic and interactive client experience, Edmond shares with Jack how the idea for eMoney came about and how he built the company from the ground up. He also talks about the evolution of the wealth management industry and how his innovations revolutionized financial planning. He emphasizes the importance of the advisor-client relationship and the role of technology in enhancing that relationship.Key Takeaways [01:24] - The origins of eMoney Advisor. [06:00] - How eMoney has evolved to provide clients with a holistic service. [09:30] - What the eMoney Client Vault is all about. [11:48] - Edmond's philosophy on financial planning [14:05] - Edmond's current work in advanced planning tools and interactive experiences. [19:28] - Other projects Edmund is working on, including retirement and trust tools. [21:04] - The work that Edmond is most proud of. [22:52] - The things Edmond enjoys doing outside of work. Quotes[05:08] - "The advisor is the catalyst in the relationship and also the person that keeps you from making bad decisions. In bad markets, they're underpaid, and in good markets, they may be perceived as overpaid, but they're crucial in the relationship." ~ Edmond Walters[10:54] - "Planning is about the experience you're delivering. It's not about the calculators. That's why it should never be a giveaway. The way the client interfaces with the advisor is the battleground, not the calculator." ~ Edmond Walters[21:56] - "The thing I am most proud of is how many of the people that were with me at eMoney are so successful now at other companies. They were just kids when I hired them." ~ Edmond WaltersLinks  Edmond Walters on LinkedIn Edmond Walters on Twitter eMoney Advisor Fidelity Investments MoneyGuidePro MoneyGuide Wealth Studios Envestnet Ascendant Financial Connect with our host LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook