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This section explores how the advisor-client relationship is evolving. From AI in client communication to shifts in investor behavior, it offers perspective on psychology, leadership, and connection—helping advisors navigate modern advice dynamics with empathy, adaptability, and a sharper understanding of what truly drives engagement.
It’s becoming a common moment in client meetings: someone leans in and says, “I asked ChatGPT about my retirement plan, and it said…” Artificial intelligence has entered the advice relationship — not through advisors’ software first, but through clients’ curiosity. With ChatGPT now capable of generating detailed financial answers based[Read More…]
The Search for Advisors Is Changing For years, showing up on Google was the gold standard of visibility. But today, many consumers are asking AI assistants like ChatGPT, Perplexity, or Google’s new AI Overviews for help instead. They’re typing questions such as: These queries don’t produce a list of links—they produce conversational summaries. And those[Read More…]
When I first started in this business, I thought wholesalers were just the folks who dropped off glossy brochures and rate sheets. I’d see the same faces every few months—different carrier logos, same talking points. It felt transactional. Then one day, I had a complex client case that stumped me, and I called a wholesaler I[Read More…]
Interest rates have dominated client conversations for the past two years — and with good reason. After a long stretch of near-zero yields, the recent surge has reshaped everything from bond ladders to annuity payouts. Now, as the Federal Reserve nears the end of its tightening cycle, many clients are[Read More…]
After 35 years in the financial services industry, I thought I understood retirement. I’d spent decades helping to build products, design plans, and shape strategies meant to guide others through it. Yet when I finally stepped away myself, I discovered something no chart or model could show: the second half[Read More…]
