Authenticity and self-awareness are becoming critical differentiators for retirement plan advisors (RPAs) in an industry that often leans heavily on technical knowledge, acronyms, and compliance jargon. While expertise is essential, clients and plan sponsors tend to trust advisors who are genuine and relatable—qualities that can’t be faked. Participants and HR leaders, who already juggle multiple responsibilities, quickly recognize when an advisor is simply reciting talking points rather than understanding their real challenges.
This shift is sparking new conversations about the role of personal purpose and human connection in advising. Events like Sheri Fitts’ Sway conference emphasize the power of stepping away from “default settings,” rediscovering purpose, and leading with curiosity. For advisors, this means being willing to show vulnerability, acknowledge what they don’t know, and focus on the aspects of service that resonate most with them while outsourcing the rest. As fees compress and technology, including AI, plays a greater role, advisors who embrace authenticity and build deeper human connections will stand out and remain indispensable in a rapidly evolving landscape.
Catch further insights in Fred Barstein’s latest WealthManagement.com article, “The Key to Being a Successful Retirement Plan Advisor.“
