{"id":12229,"date":"2025-12-11T20:54:11","date_gmt":"2025-12-11T20:54:11","guid":{"rendered":"https:\/\/emoneyadvisor.com\/blog\/?post_type=thought_leadership&p=12229"},"modified":"2025-12-11T20:54:11","modified_gmt":"2025-12-11T20:54:11","slug":"talking-about-tomorrow-expert-insights-from-industry-leaders","status":"publish","type":"thought_leadership","link":"https:\/\/emoneyadvisor.com\/blog\/talking-about-tomorrow-expert-insights-from-industry-leaders\/","title":{"rendered":"Talking About Tomorrow: Expert Insights from Industry Leaders"},"content":{"rendered":"

At the 2025 eMoney Summit<\/a>, we asked industry experts to share their perspective on the evolution of financial planning, how they\u2019re serving their clients today, and what they predict for the future. Here are highlights from the panel discussion, including actionable strategies you can leverage in your own practice.<\/p>\n

The Shift to Planning-centered Models<\/h2>\n

We asked our experts to share how the financial planning industry has changed in the last 25 years. Patti Brennan, CEO of Key Financial, emphasized that there has been a tremendous mindset shift in clients: \u201cTwenty-five years ago, people didn\u2019t know what financial planning was all about. Today, they know what it is, they want it, and they\u2019re prepared to pay for it.\u201d This means you\u2019re working with a more informed, engaged client base that values your expertise. It\u2019s no longer about convincing clients why planning matters\u2014it\u2019s about delivering on their expectations.<\/p>\n

Greg Furer, CEO and Founder of Beratung Advisors, highlighted how this change in mindset is paired with a shift from product sales to planning-centered business models. When he started, planning was often offered as a complimentary service. Now, his firm charges a flat fee specifically for financial planning, postponing investment management services until after the plan is complete and the client elects to move forward. This shift not only aligns revenue with value delivered but also empowers clients to make informed decisions based on their comprehensive plan.<\/p>\n

From Static Updates to Real-time Action<\/h2>\n

The advancement of financial planning technology has also changed how financial planners work with their clients. James Werner, Partner and Wealth Advisor at Waverly Advisors, shared how financial professionals now focus more on the future and can take action faster. In the past, financial planning was a more static experience and financial professionals spent a good amount of time updating their clients on what was going on rather than talking about the future. But now, planners have the ability to spring into action when it\u2019s required as long as they have the client\u2019s trust and pristine data. This has transformed financial planning from periodic check-ins to a seamless, ongoing process.<\/p>\n

As existing technology advances and new technology<\/a> comes onto the market, it\u2019s important for financial professionals to bring it into their practice strategically. Choosing new technology isn\u2019t just about getting the latest features\u2014it\u2019s about getting the best overall solution to enhance the client experience. Furer emphasized the importance of seeing how new technology will fit into your existing tech stack through testing. Instead of focusing on solving one isolated problem, he recommends running through scenarios using your clients\u2019 profiles to see how a fintech solution interacts with your entire tech stack<\/a>.<\/p>\n

Another strategy to set your firm up for success is to plan for the often-overlooked costs of technology adoption. Brennan noted that the sticker price of the technology is just one-third of the equation. Another third comes from learning how the tool works and adapting your processes accordingly. The last third is for compliance\u2014making sure everyone on your team consistently uses the new system as intended. By planning for these stages, you\u2019ll set your firm up for success.<\/p>\n

Building Trust in Today\u2019s Digital Landscape<\/h2>\n

Even with all the technological advancements over the past 25 years, one core truth remains: financial planning is still fundamentally about human connection. The clients of today, just like the clients of the past, want to feel truly seen, known, and heard. A financial planner\u2019s ability to connect with their clients on a human level will continue to set them apart, even as technology evolves to support and enhance these connections.<\/p>\n

In today\u2019s landscape of virtual meetings and digital interactions, connecting with your clients and building their trust in you requires intentional effort and thoughtful strategies. This starts with your very first interaction<\/a> with a new client. Brennan shared that reaching out to a financial planner takes real courage from a client. They\u2019re admitting they don\u2019t have all the answers and are sharing personal details that matter. She said, \u201cIt\u2019s important to communicate to clients that we\u2019re in the no-judgement zone\u2014we\u2019re here to help, not judge.\u201d Creating this safe space helps clients relax and open up.<\/p>\n

Earning your clients\u2019 trust<\/a> requires you to consistently do the right thing and become the go-to person for their needs. Furer recommended picking a client niche. \u201cWe build trust by becoming experts in their problems, and that niche has to reflect shared challenges. Trust is built by people being fully known, fully loved, and fully challenged.\u201d<\/p>\n

Another tactic is to ask your clients how they want to be communicated with. In the past, firms had their own communication system, and the clients had to fit into it. Today, you have to be able to ask your clients what they prefer and align with their preferences. It\u2019s a small difference, but it can have a big impact on your relationship with your client. Werner said, \u201cIf you\u2019re not ready to meet someone where they are, you have to ask, \u2018Why not?\u2019 Make a client feel like they\u2019re your only client.\u201d<\/p>\n

What\u2019s Next: The Future of Financial Planning<\/h2>\n

When you think about the future of financial planning, what should excite you most? For Werner, it\u2019s the powerful tools at your fingertips right now\u2014tools designed to free up more of your time so you can focus on what really matters: delivering meaningful financial advice. \u201cThe tools available to us today will provide us with more time in the day to provide significant financial advice to people,\u201d he said.<\/p>\n

Brennan echoed this practical approach. \u201cLet\u2019s start using the tools available and have an overlay on the tools we\u2019re using.\u201d In other words, don\u2019t wait for perfect solutions. Begin integrating technology into your existing workflow now. Layering new capabilities over your current processes allows you to leverage tech advantages immediately, without disruption. This empowers you to become more efficient and responsive, while keeping your clients informed and engaged.<\/p>\n

Furer took the perspective a step further by focusing on the heart of financial planning itself. For him, this is less about managing investments and more about helping clients pursue their life goals. \u201cI believe that we\u2019re in the goals pursuit business,\u201d Furer explained. No matter your definition of financial planning, it boils down to setting goals and making a plan to achieve them. He envisioned expanding this into a holistic form of life planning\u2014planning that\u2019s not just about numbers, but about helping clients take concrete steps toward the futures they want. This shift means you\u2019re not just a financial planner; you become an accountability partner.<\/p>\n

The future calls for blending technology and purpose in a way that keeps you connected, efficient, and deeply relevant to your clients. Download our research report, The Next Era in Financial Planning<\/a>, to learn more about the key trends that are shaping the future of financial planning.<\/p>\n

DISCLAIMER: The eMoney Advisor Blog is meant as an educational and informative resource for financial professionals and individuals alike. It is not meant to be, and should not be taken as financial, legal, tax or other professional advice. Those seeking professional advice may do so by consulting with a professional advisor. eMoney Advisor will not be liable for any actions you may take based on the content of this blog.<\/p>\n","protected":false},"author":58,"featured_media":12233,"template":"","thought_leadership_cat":[95],"class_list":["post-12229","thought_leadership","type-thought_leadership","status-publish","has-post-thumbnail","hentry","thought_leadership_cat-advisor-perspectives"],"acf":{"left_sidebar_ads":false,"right_sidebar_ads":false},"yoast_head":"\nExpert Insights from Industry Leaders<\/title>\n<meta name=\"description\" content=\"See what industry leaders have to say about the evolution of financial planning and where the industry is going next.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/emoneyadvisor.com\/blog\/talking-about-tomorrow-expert-insights-from-industry-leaders\/\" 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