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.

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 this episode of The Family Financial Conversation, Tom and Suzanne revisit The Challenger Sale to explore why the Lone Wolf advisor is becoming a relic. As client expectations evolve, advisors are being pushed beyond portfolio management into deeper, more holistic roles—covering everything from mental health to workplace benefits. The message is clear: today’s clients want advisors who engage across the full spectrum of life, not just money.

Framed through Maslow’s Hierarchy of Needs, the episode underscores a growing divide: those who adapt to tech-driven, team-based planning—and those who don’t. With AI raising the bar and firms prioritizing consistency and communication, solo advisors who resist change risk being left behind. This is part one of a two-part series on how an advisor's role must evolve to stay relevant.

Resources: Signature Estate & Investment Advisors, LLC.

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.

Today on The Family Financial Conversation, Tom and Suzanne dive into how our brains change at 57, 70, and 78—and what that means for financial planning. From declining problem-solving skills to memory loss, they explore how advisors can adapt conversations, simplify decisions, and preserve client autonomy through every stage of aging.

They offer practical ways to build trust across generations, introduce successor decision-makers, and use “Plan A” conversations to anchor long-term planning. Tom also shares how age-weighted revenue can help advisors future-proof their practices.

Resources: Signature Estate & Investment Advisors, LLC.

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, Tom and Suzanne explore how financial advisors can use anticipatory regret to guide clients toward better decision-making. They discuss counterfactual framing—helping clients visualize negative future outcomes and work backward to prevent them.

Key insights include the impact of forced choices, the importance of regular reflection points, and how embracing past regrets can lead to smarter financial planning. Advisors will learn strategies to help clients act before reaching a point of no return. Tune in for expert insights on how psychology can drive better financial outcomes.

Resources: Signature Estate & Investment Advisors, LLC.

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 this episode of The Family Financial Conversation, Tom and Suzanne explore forward temporal discounting – why people tend to prioritize immediate gratification over long-term financial well-being – and how advisors can help clients bridge the gap between their present and future selves.

Also discussed:

• Why many people perceive themselves as younger than they actually are and how this affects financial decision-making.
• The impact of delaying major life milestones, such as homeownership, on long-term financial security.
• How futurecasting exercises can help clients better visualize their aging process and financial needs.
• The power of using past financial regrets and successes (either personal or from family members) to inform smarter choices today.
• Practical strategies for financial advisors, including scenario planning, pre-commitment techniques, and visual aging tools like AgingBooth and FaceLab.
• The importance of framing financial planning as a partnership with both present and future clients to drive better long-term outcomes.

Resources:

Signature Estate & Investment Advisors, LLC.

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 this episode of The Family Financial Conversation, Tom and Suzanne discuss the concept of unretirement, where retirees return to work due to financial insecurity, unexpected healthcare costs, or the need for social connections.

Topics discussed:

• Financial insecurity, healthcare costs, and the social benefits of work are key drivers of unretirement, with family caregiving responsibilities also playing a significant role.
• How better financial planning might reduce the high unretirement rate, noting that it’s important to account for family dynamics in retirement strategies.
• Wealth illusion is discussed, where high earners may rely on expected inheritances to fund their lifestyle, which can lead to unrealistic financial expectations.
• Phased retirement, though popular, is considered unfeasible in many professions, and clients should examine the root causes, such as financial needs or psychosocial factors.
• The critical role of healthcare planning in retirement, advising that healthcare concerns should be a primary focus in financial planning, especially in relation to family dynamics.

Resources:

Signature Estate & Investment Advisors, LLC.

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 this episode of The Family Financial Conversation, Tom and Suzanne explore the crucial role of understanding and addressing clients' emotional and financial mindsets in building stronger, trust-based relationships in financial advising.

Topics discussed:

• The challenges financial advisors face when clients aren't receptive to advice, particularly during transitions.
• Experiences offering well-researched financial advice that clients were not ready to hear, emphasizing the importance of timing in giving advice.
• The importance of listening and understanding clients' "money scripts," unconscious beliefs about money that influence their behavior.
• Four types of money scripts are discussed: money avoidance, money worship, money status, and money vigilance, each affecting how clients respond to financial advice.
• Being present and emotionally attuned during client transitions, rather than pushing advice when clients are not ready to hear it.
• The value of patience and active listening in advisory roles.
• The podcast also explores the evolving role of financial advisors, suggesting that they need to develop soft skills and emotional intelligence to meet changing client expectations and improve retention and organic growth.

Resources:

Signature Estate & Investment Advisors, LLC.

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 this episode of The Family Financial Conversation, Tom and Suzanne delve into the critical importance of financial wellness and its far-reaching effects on financial advisors and their clients.

Topics they also discussed:

• The concept of financial wellness, exploring whether it's beneficial or challenging for advisors and their clients.
• Defining financial wellness by three main objectives: managing day-to-day finances, protecting against key risks, and achieving major goals.
• The importance of understanding how financial institutions tackle financial wellness and the role of financial advisors.
• The commoditization of financial wellness programs, often offered through workplaces, is highlighted as a potential threat to traditional advisory roles.
• How these programs can engage clients' families, particularly younger generations, before advisors do, posing a competitive challenge.
• Emphasizing a fiduciary standard and a comprehensive decision-making process can help advisors differentiate themselves and provide more holistic and empathetic guidance to their clients.

Resources:

Signatura Estate & Investment Advisors, LLC.