The retirement plan advisor space has long been filled with technical jargon and a narrow focus on the mechanics of 401(k) plans. But as fees shrink and services become commoditized, the real differentiator isn’t just what advisors do—it’s why they do it.
Events like Sheri Fitts’ Sway conference shine a light on the power of authenticity, encouraging advisors to rediscover their purpose, step away from “default settings,” and connect with clients on a more human level. Plan sponsors—already juggling complex ERISA responsibilities—can sense authenticity right away, and they’re quick to dismiss those who hide behind acronyms and canned company lines.
For advisors, the path forward is rooted in self-awareness, curiosity, and even vulnerability. Acknowledging failures and embracing humility builds far more trust than projecting perfection ever could. Advisors who lean into their strengths, outsource the rest, and form genuine human connections are better positioned to thrive in an industry increasingly shaped by AI and consolidation.
At the end of the day, success comes from knowing yourself and creating relationships that go beyond compliance. In a world full of buzzwords, being real is what truly sets an advisor apart.
Catch further insights in Fred Barstein’s latest Wealth Management article, “The Key to Being a Successful Retirement Plan Advisor.”
