AI and the Future of Advisor Value

Using AI to Build Service Models and Clarify Your Value

I asked an advisor to tell AI who they are, describe their 80/20 client base, and then request two service models: one for their top 20% of clients and one for the remaining 80%. Within seconds, AI delivered not only those service models, but also a client-facing version they could present to set clear expectations. Rational. Transparent. Immediate.

The reality is, some advisors are hesitant to embrace this because they fear "giving it away." But playing defense against technology has never worked. Just look at Blockbuster. Advisors who lean into AI will differentiate themselves by removing complexity, clarifying value, and building professional scarcity by going further up-market.

The key is making your value proprietary. Technical skills are not unique - process is. When you can show your clients a checklist of a hundred touchpoints you deliver consistently, you've turned generalities into something they can't get anywhere else. That's what maintains relevance in the age of AI.

This clip is an excerpt from episode 83 of the "Always On with Duncan MacPherson' financial advisor podcast featuring Chris Jeppesen, Chief of Advisory Practices at First Trust. Stream it on your favorite podcast channel:

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