Episodes

  • The Convergence of Workplace and Wealth with Matthew Gray

    The Convergence of Workplace and Wealth with Matthew Gray
    Mar 4 2025
    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 Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook
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    22 mins
  • Integration of Annuities and Social Security Planning with Jan Buchsbaum and Mark Fitzgerald

    Integration of Annuities and Social Security Planning with Jan Buchsbaum and Mark Fitzgerald
    Feb 25 2025
    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 Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook 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
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    34 mins
  • Helping Advisors Better Serve Women and Next-Gen Investors with Lacy Garcia

    Helping Advisors Better Serve Women and Next-Gen Investors with Lacy Garcia
    Feb 11 2025
    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 Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook
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    30 mins
  • The Longevity Revolution: Rethinking Wealth and Health in Retirement with Ken Dychtwald

    The Longevity Revolution: Rethinking Wealth and Health in Retirement with Ken Dychtwald
    Feb 4 2025
    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 Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook
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    32 mins
  • How SEI Is Setting New Standards for UMH with Michael Lane

    How SEI Is Setting New Standards for UMH with Michael Lane
    Jan 30 2025
    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 Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook
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    31 mins
  • Creating Impactful Narratives: Franklin Templeton's Storytelling Strategy with Jennifer Ball

    Creating Impactful Narratives: Franklin Templeton's Storytelling Strategy with Jennifer Ball
    Jan 21 2025
    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 Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook Franklin Templeton has been a client of SEI LifeYield since 2014.
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    29 mins
  • The Future of UMH with Scott Smith

    The Future of UMH with Scott Smith
    Jan 14 2025
    UMH is changing the world of wealth management, helping clients earn more and keep more through tax-smart, multi-account coordination. Many advisory firms recognize the benefits of UMH but often face challenges with its adoption. Having access to the right tools and technology solutions, however, best positions firms and advisors to increase assets under management. In this episode, Jack Sharry talks with Scott Smith, Director of Advice Relationships at Cerulli Associates and member of the CFP Board's Digital Advice Working Group. Scott has more than 20 years of experience in the financial services industry and leads Cerulli's research on investor behavior and advisory relationships. His research helps clients understand how to optimize their platforms. Jack and Scott discuss UMH, its core elements, and how it revolutionizes financial advisory services. Scott also unpacks his findings on UMH adoption, the challenges advisors face in its implementation, and the innovative solutions paving the way forward. In this episode: [02:05] - Implementing UMH [04:58] - The core elements of UMH [07:19] - Research methodology and findings on UMH adoption [13:09] - Asset location and its complexities [16:02] - Identifying and addressing barriers to UMH implementation [19:44] - The growing demand for retirement income solutions [23:02] - The future of asset location and income generation [25:31] - Scott's key takeaways [28:32] - Scott's interests outside of work Quotes [14:25] - "People are just getting overwhelmed by the number of accounts they have and the number of passwords they have. Anything we can do to make a client's life easier, bring those things together, and not have them worry about is a compelling story." ~ Scott Smith [25:43] - "Every tax optimization strategy is great, but it only matters if advisors use it. So, lack of adoption is the barrier to real impact." ~ Scott Smith [26:14] - "It (tax optimization strategy) has to be easy to understand. It has to be easier for advisors to use than what they're doing right now. And it has to be easy to explain the benefits to clients." ~ Scott Smith Links Scott Smith on LinkedIn Cerulli Associates 55ip EY Vanguard Morningstar Envestnet Morgan Stanley Fidelity Investments Charles Schwab Kismet Improv Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook
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    33 mins
  • Mapping the Future: Turning Financial Conversations into Action with Adam Holt

    Mapping the Future: Turning Financial Conversations into Action with Adam Holt
    Jan 7 2025
    In this episode, Jack Sharry talks with Adam Holt, CEO and Founder of Asset-Map. Adam was a financial planner frustrated by financial planning. The long, research-packed reports he prepared for client meetings didn't engage clients or provide clarity. Adam realized that to serve clients better, he needed to help them focus on what matters most, making good financial decisions so they could reach their goals. This mindset led him to found Asset-Map. Adam discusses how visualizing goals drives meaningful financial actions. He also highlights how financial advisors can prepare for major shifts in wealth transfer and client expectations in a tech-enabled era. From the great wealth transfer to the importance of engaging multi-generational households, Adam sheds light on how tools like Asset-Map can help advisors deepen client relationships and simplify financial planning. In this episode: [01:12] - Adam's background and the inspiration behind Asset-Map [05:03] - How Asset-Map works [08:21] - How Asset-Map integrates with other financial planning tools [13:00] - The role of AI in financial planning [16:32] - The great wealth transfer [19:34] - Asset-Map's global adoption [20:57] - Adam's key takeaways [22:05] - Adam's interests outside of work Quotes [03:47] - "There are a lot of people that have created a significant amount of success. They weren't worried about whether they could meet their retirement goals. They worried about the complexity." ~ Adam Holt [05:27] - "When you think about financial decisions, what's the most important thing? It's not the finances. It's the people." ~ Adam Holt [14:23] - "Advisors who start to adopt these tools (technology and AI) and find ways to deliver more of themselves to their customers are going to dominate and gather more assets. They're going to scale, they might have margin compression, and they're going to win long-term." ~ Adam Holt Links Adam Holt on LinkedIn Asset-Map eMoney Advisor MoneyGuidePro Morningstar YCharts Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook
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    25 mins