About This Episode

Among financial advisors, 57% have reported spending a significant portion of their time discussing non-financial topics with clients. To retain clients, advisors need to provide a more connected and emotional financial experience to help clients achieve and sustain financial freedom. The role of an advisor is changing, and advisors should use technology for the more technical aspects of the job, to focus on the emotional, human-to-human connections. As advisors’ roles evolve, they face ongoing challenges of capacity and scale. To respond, they must be intentional about how they use their time, where they invest, and the new skills they develop. My guests will delve into this topic, and why it requires the right infrastructure to maintain capacity, and how advisors can use specialization, partnership, technology, and operations to gain capacity and grow.

About Our Guests

Gabriel Garcia

Managing Director, RIA Client Experience, Business Development, and Strategy

Gabe leads the client experience, business development, and strategy efforts focused on registered investment advisors (RIAs) for SEI’s independent advisor business. His 30-year career reflects a focus on helping RIAs develop and grow their practices into enduring firms, and on designing technology solutions that meet the needs of an evolving RIA community.

Gabe has held leadership positions in business consulting, sales and relationship management, and executive management roles with Schwab, BNY Mellon’s Pershing, and E*TRADE Advisor Services. He also was head of corporate development for Cresset Capital and has been a frequent speaker at industry and national conferences. Gabe earned a bachelor’s degree in finance from Radford University, holds several professional licenses, and completed the Securities Industry Institute at the Wharton School of the University of Pennsylvania. Gabe is a former member of the Foundation for Financial Planning’s Advisory Board.

Shauna Mace, CHPC

Head of Practice Management

Shauna leads and develops programs that focus on helping independent advisors grow their businesses, create efficiencies in their operations, and differentiate their practices. Shauna joined SEI in 2021 after more than 16 years working with financial advisors, asset managers, and financial service businesses.

Before joining SEI, she was the founder of Inspire Growth, a consulting and coaching business focused on sales and high-performance best practices for financial advisors. Shauna also spent the first eight years of her career working at an RIA firm, which informs her practice management expertise to this day. Shauna earned a bachelor’s degree in political science from Villanova University and is a certified high-performance coach.

Show Notes

Links to resources about SEI and its advisor offering

• About SEI’s Advisor Business: https://www.seic.com/rias-independent-advisors/overview
• Link to Growth Lab: https://info.seic.com/welcome-to-the-sei-growth-lab
• Link to Scale with Technology toolkit: https://info.seic.com/scalewithtech
• Link to Scale with Operations toolkit: https://info.seic.com/growth-lab-scale-with-operations

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