Tom West is a Senior Partner with Signature Estate & Investment Advisors, LLC, providing personalized financial planning and investment services to families in the Washington DC metro area.

Suzanne Schmitt is a financial wellness expert with nearly two decades of industry experience in consumer insights, product development and positioning, and marketing and market enablement in financial services.

In today’s episode of The Family Financial Conversation, Tom and Suzanne build on their discussion of The Challenger Sale by exploring how artificial intelligence intersects with the evolving needs of aging clients. Drawing from Tom’s presentation at the Global FinTech Conference, they emphasize that clients are signaling a desire for broader, more holistic engagement that goes beyond portfolio management. This shift, they argue, is best understood through the lens of “age-weighted revenue”—a metric that tracks where revenue is coming from by client age and helps advisors anticipate future revenue drop-offs. AI, when used well, can be a catalyst for scaling personalized advice, improving discoverability, and allowing advisors to meet clients where they are—especially as aging-related challenges become more central to the advisory relationship.



Using the five archetypes from The Challenger Sale—challenger, relationship builder, lone wolf, hard worker, and reactive problem solver—the hosts explore how AI can enhance (or threaten) each style. For instance, AI can help reactive problem solvers automate crisis responses and relationship builders personalize outreach, while hard workers risk being outpaced if they don’t adapt. Tom and Suzanne stress that challengers, in particular, can use AI to anticipate problems before clients even realize them, reinforcing their value. They close by previewing their upcoming project, Longevity Strategists, which will further explore how technology and advisor archetypes converge to meet the needs of aging clients and their families.

Resources: Signature Estate & Investment Advisors, LLC.