Gray to Great

In this episode of "Gray to Great," Dan Dal Degan speaks with Steven Puckett, Managing Partner of Fiduciary Pension Partners, about the evolving landscape of corporate retirement planning. They discuss the importance of personalized, 1:1 consulting, especially during challenging times like the COVID-19 pandemic, and how proactive communication can lead to business growth. Steve shares his effective lead generation strategies, including the use of webinars and maintaining a human touch in an increasingly automated retirement ecosystem. He emphasizes the significance of client education and storytelling in building trust, as well as the importance of mentorship for young professionals entering the finance industry. Fun fact: Steven arrives before the rest of his office to maintain best practices of seemingly "old-fashioned" cold calling to gain new business. More About Steven Puckett:Steve manages and consults on retirement plans in the areas of investment advisory services, fiduciary services, forensic plan audits, fiduciary risk mitigation solutions, compliance assistance, and fee audits for 403(b) plans, 401(k) plans, 457 plans, Defined Benefit plans, and Non-Qualified Plans. With over 30 years of experience in the retirement plans industry, Steve has assisted and consulted with hundreds of companies with their retirement plans concerns.Prior to joining FPP, Steve held senior level positions at HANYS Benefit Services, Gallagher Retirement Services, MetLife, Oppenheimer Funds, and Nicholas Applegate Capital Management. Steven has been a featured retirement plans speaker at the American Bar Association (ABA), Securities Industry Association (SIA) conference and the National Tax Sheltered Accounts Association (NTSAA) national conferences.Steven has been named as one of the Top 100 retirement plan advisors in the United States by Plan Sponsor Magazine in 2015 and 2016. He was also named as one of the Top Retirement Advisers by The Financial Times in 2017, 2018, 2019, 2020, and 2021.  Steve was also named one of the Top 300 in the years 2008, 2009, 2010.Steven has been awarded his Accredited Investment Fiduciary designation (AIF®) from the University of Pittsburgh, the Certified Plan Fiduciary Advisors (CPFA®) from the National Association of Plan Advisors (NAPA), and the Chartered Retirement Plan Specialist (CRPS®) designation from the College for Financial Planning. Steve earned his Bachelor’s Degree (BBA) in Finance from the University of Iowa. Steven resides with his family in Westfield, New Jersey.Disclosure: Steven Puckett is the managing member of Fiduciary Pension Partners.  Fiduciary Pension Partners is a registered investment adviser with its principal place of business in the State of New Jersey. Registration does not imply a certain level of skill or training.  The content provided herein is not intended to provide specific legal, tax, financial or other professional advice. Mr. Puckett was not compensated for his participation in this program.

In this episode of "Gray to Great," Dan Dal Degan interviews Phil Senderowitz, a 2025 Plan Advisor of the Year in the Covering the Gap category, focusing on the importance of providing retirement solutions for small and mid-size businesses. They discuss the impact of recent legislation, the significance of understanding client needs, and the value of specialization in the retirement planning industry. Phil shares his personal journey into retirement planning, lessons learned from market downturns, and insights on how to effectively engage with clients to ensure their financial well-being.More About Phil Senderowitz:Phil is an Investment Advisor Representative with Global Retirement Partners. As a Managing Director for Strategic Retirement Partners, Phil is responsible for servicing clients, as well as growing the firm’s practice in the Central Florida market. He is a specialist in investment due diligence processes, fiduciary best practices, and provider benchmarking. Phil also provides extensive experience in delivering customized employee education services to help promote more positive retirement outcomes.With more than two decades of industry experience, Phillip has served as Chief Investment Officer for Chepenik Financial and also as a Private Financial Advisor at SunTrust Bank. Phillip is a Chartered Financial Analyst (CFA) and a Certified Financial Planner (TM) professional. He is a regular speaker at industry conferences, actively serves on the board of several community organizations, and is a trustee of the City of Maitland Police & Fire Pension Fund.Phillip lives in Orlando, Florida with his wife, two sons. He is an avid runner and has completed three marathons. He also enjoys reading and spending family vacations skiing.

This episode is the second of a two-part special edition of the Gray to Great podcast, dissecting private assets in defined contribution plans with 2 special guests: Zachary Rosenoff, Director of Investments at Marsh McLennan Agency, and Charlotte Hickey, Director of National Accounts at BlackRock.In this special episode of Gray to Great, host Dan Dal Degan engages in a rich conversation with guests Charlotte Hickey and Zachary Rosenoff about the evolving landscape of retirement planning and investment strategies in relation to the incorporation of private assets in defined contribution plans. They discuss the impact of recent legislation on retirement plans, the importance of understanding new terminology, and the need for financial advisors to build trust with clients. The conversation emphasizes the shift from focusing on optionality in investment choices to prioritizing participant outcomes, highlighting the growing role of alternative assets in retirement portfolios.The opinions and thoughts expressed here are those of the individual speaker providing them based on their professional and personal experience and does not represent the views or opinions of Marsh & McLennan Agency, its parent companies or any of its affiliated companies.

This episode is the first of a two-part special edition of the Gray to Great podcast, dissecting private assets in defined contribution plans with 2 special guests: Zachary Rosenoff, Director of Investments at Marsh McLennan Agency, and Charlotte Hickey, Director of National Accounts at BlackRock. In this special episode of Gray to Great, host Dan Dal Degan engages in a rich conversation with guests Charlotte Hickey and Zachary Rosenoff about the evolving landscape of retirement planning and investment strategies in relation to the incorporation of private assets in defined contribution plans. They discuss the impact of recent legislation on retirement plans, the importance of understanding new terminology, and the need for financial advisors to build trust with clients. The conversation emphasizes the shift from focusing on optionality in investment choices to prioritizing participant outcomes, highlighting the growing role of alternative assets in retirement portfolios.The opinions and thoughts expressed here are those of the individual speaker providing them based on their professional and personal experience and does not represent the views or opinions of Marsh & McLennan Agency, its parent companies or any of its affiliated companies.

In this episode of "Gray to Great," host Dan Dal Degan is joined by Rick Unser, a managing director at Creative Retirement Planning Services. They discuss Rick's career journey, focusing on his specialization in private equity retirement plans. Rick shares insights on the importance of curiosity and specialization in career development, emphasizing the value of building relationships and becoming a trusted advisor. The conversation also touches on the complexities of retirement planning, the evolving market, and the significance of understanding both B2B and B2C dynamics. Rick offers advice for younger advisors and highlights the importance of continuous learning and adaptation in the financial services industry.More About Rick:Rick Unser is on a mission to positively influence the retirement outcomes of 10 million people. His experience in the trenches, insatiable curiosity and constant need to separate the forest from the trees has put him in the watchtower of an industry managing quickly shifting demographics, product and platform innovation, and everchanging regulation. Come join Rick as he challenges conventional thinking and champions positive change:• on Forbes: become a reader of his Forbes column on the 401(k) and workplace retirement plan topics• on your podcast player: listen to his podcast, 401(k) Fridays, where I interview industry experts from public policy thinktanks, asset management, and leading service providers.

In this episode of "Gray to Great," Board Member of the Great Gray Group and host, Dan Dal Degan, is joined by Virginia Ryan, a plan advisor with 401(k) Plan Professionals in the Twin Cities. Virginia shares her unique journey from being a flight attendant to becoming a 401(k) plan advisor. She discusses the challenges and learning experiences she faced while transitioning into the financial world, emphasizing the importance of open conversations and financial education. Virginia highlights the role of financial advisors as "financial therapists," helping clients navigate the often intimidating world of retirement plans. She shares stories of working with clients, including a memorable experience with a long-haul trucker, and discusses the significance of meeting clients where they are, both physically and emotionally. The episode also touches on the dynamics of her all-female advisory team and the value of curiosity and continuous learning in one's career. Virginia's insights provide valuable takeaways for both plan advisors and individuals looking to better understand their financial futures.More About Virginia Ryan:Virginia enjoys working with retirement plans as it allows her to help increase financial literacy among employees while communicating complex ideas with ease. She also enjoys helping plan sponsors feel confident and secure about their retirement benefit offering. and helping sponsors execute efficient plan design while customizing strategies to connect with every employee.Virginia lives in St. Paul, Minnesota with her husband and 3 kids and enjoys spending time outside with friends and family, watching her kids conquer their fears, and taking family road trips.Virginia is recognized by the National Association of Plan Advisors (NAPA) to the Top Woman Advisor List for 2024.

Summary  In this conversation, Dan Dal Degan (Board Member of Great Gray Group) and Holly Knight (Director of Retirement Services at Alera Group) discuss the impact and role of AI in financial services.  They explore topics around how to use AI to make your daily schedule more efficient, the trade-offs and risks of AI and how to address those concerns, how AI may impact the financial services industry, and how Holly became interested in AI and more specifically the role it plays in the finance industry.  More About Holly Knight:My journey is rooted in helping people design and implement their financial story—one that leads to independence, confidence, and long-term sustainability. Whether through curriculum development, one-on-one coaching, or innovative fintech solutions, I specialize in meeting individuals where they are and equipping them with the tools to thrive.  In addition to my work in financial education, I bring a diverse skill set, including: • Strategic Leadership: Proven experience in developing scalable programs, building cross-functional teams, and driving initiatives that align with organizational goals. • Organizational Development: Expertise in process improvement, M&A integration, and creating systems that enhance collaboration and efficiency. • AI/Technology Integration: Leveraging AI and machine learning to improve educational delivery and enhance user experience. • Public Speaking & Training: Engaging audiences across various industries with relatable, actionable insights on financial wellness and retirement readiness.  I believe that financial health isn’t just about numbers—it’s about empowering people to make choices that lead to a fulfilling life. My approach is informed by behavioral finance, experiential learning, and a commitment to addressing challenges through innovation and collaboration.  With a master’s degree in education, a background in economics, and over 25 years of experience, I thrive at the intersection of teaching, advising, and strategic planning. As I continue to grow in my career, my focus remains on creating meaningful, integrated solutions that contribute to the greater good—whether it's through supporting advisors, improving retirement readiness, or fostering organizational excellence. 

Summary: In this conversation, Burak Alpaslan and Dan Dal Degan discuss the importance of educating clients and how that builds a trusted relationship. They explore topics around the strategy and playbook Burak uses for client retention, how to help and educate clients through storytelling, lessons around identifying and prospecting for clients, and how culture plays a role in Vital Planning Group’s success. The conversation emphasizes the significance of human connection and genuine relationships in any industry, and how that honesty really pushes for great client relationships.Why You Should Listen: Educating Clients: Master the art of meaningful client relationships via education best practices.Strategy & Playbook on Client Retention: Flex your approach to meet clients' unique needs.Building and Branding Your Practice: Burak shares best practices in building an advisory practice's brand from scratch.More About Burak: Burak combines his own experience as an entrepreneur with his knowledge of financial planning to help business owners and plan sponsors with the many opportunities and challenges they face both personally and professionally.He works with business owners to help them create, manage, and protect family wealth. He partners with their tax and legal advisors to put together estate planning strategies to pass their wealth to the next generations and create a future legacy in a tax-efficient manner. Burak provides strategic financial advice at all stages of business ownership including succession and transition strategies for their business.Over the course of twenty years, Burak has committed himself to understanding, and effectively supporting the needs of employer sponsored qualified plans. He has the expertise to make recommendations that removes obstacles and limitations on plan effectiveness, that avoids unnecessary risks and reduces unnecessary costs and associated fees. With a model that supports an on-going service, Burak provides education and reviews for both plan sponsors and participants throughout the year resulting in improved participant outcomes and compliant plans.Burak, is a highly sought after financial planner, holding both the AIF and C(k)P designations, enhancing his expertise in investment management and retirement planning. He is also a credentialed CERTIFIED FINANCIAL PLANNER™ and a Retirement Planning Specialist from the University of Pennsylvania’s Wharton School of Business. With a civil engineering degree from the Middle East Technical University and a master's in economics and finance from Hacettepe University, Burak brings a unique blend of analytical skills and financial expertise to his practice, offering clients a full scale of comprehensive guidance.CRN202803 -8363360Vital Planning Group is not a subsidiary or affiliate of MML Investor Services LLC., or its affiliated companies. Products and services offered by unaffiliated insurers are not guaranteed, endorsed or recommended by MML Investor Services LLC.

Discover the power of authenticity and human connection in sales with Renee Scherzer.Summary: In this episode of "Gray to Great," host Dan Dal Degan has a value-packed conversation with Renee Scherzer, Senior Vice President at OneDigital Retirement & Wealth, to discuss the importance of being authentic and personable in your network and connections. They delve into topics such as differentiating your sales practice, the significance of branding on LinkedIn, tips for networking with accomplished individuals, and how to create excitement for meetings and calls. The conversation highlights the value of human connection and genuine relationships in sales, as well as the need to maintain those relationships.Why You Should Listen:Embrace Authenticity: Learn how being genuine can set you apart in your sales practice.Build Strong Networks: Get tips on networking with accomplished individuals and creating meaningful connections.Excite Your Clients: Discover strategies to make your meetings and calls more engaging and impactful.More About Renee: Renee Scherzer is a Senior Vice President of the Retirement + Wealth division of OneDigital and specializes in retirement plan consulting, focusing solely on the success of retirement plans for the benefit of the employee and confidence of the employer. Her team’s mission is to provide clients with strategies to empower their employees to build financial independence while managing the fiduciary liability of organizations and their executives while navigating the ever-changing regulatory environment.Renee’s career began at Dean Witter Reynolds over 25 years ago, where she quickly distinguished herself by growing in various aspects of the financial services industry, including stock trading, investments, and asset management. In 1999, she made a bold move to focus on 401(k) plans, leaving the wire house environment to establish her own firm. Her entrepreneurial spirit led to the founding of 401K Resources in 2020. By 2023, she had strategically aligned with her husband’s benefits firm, integrating into OneDigital. This comprehensive integration of retirement plans, individual wealth, benefits, human resources, and corporate insurance allows Renee and her team to deliver unparalleled efficiencies aimed at exceeding client and employee expectations.Renee’s extensive academic background, professional qualifications, and leadership roles are key drivers of her success. She holds a bachelor’s degree in finance from Arizona State University and is an Investment Adviser Representative, Certified Plan Fiduciary Advisor, and Accredited Investment Fiduciary® (AIF®). Renee’s leadership extends to her role as Past President of the National Association of Plan Advisors (NAPA) and her membership on the NAPA Leadership Council. Additionally, she serves on the Executive Board of the American Retirement Association (ARA) and participates in various industry committees.Charity is an important part of Renee and her family’s lives. They are active in various organizations impacting the homeless, children in crisis, animal rescue, and other important causes. Renee prides herself on gaining awareness and engagement in her philanthropic activities with family, friends, clients, and industry partners. When she’s not leading her team to success or making an impact in the industry or community, Renee loves spending quality time with her husband Chris, their three children, and their two beloved dogs.

In this episode, Sean Kelly, Vice President at Heffernan Retirement Services, shares practical tips to deepen connections with clients and prospects. Sean reminds us, “Hopes, dreams, fears, and goals in personal life also drive the ways people do business.”Here’s why you should listen:·         Human Connection: Master the art of meaningful client relationships.·         Sales Best Practices: Proven strategies tailored for financial services.·         Adaptability: Flex your approach to meet clients' unique needsSummary: In this episode of the Gray to Great podcast, Dan Dal Degan and Sean Kelly discuss the essential skills and strategies for success in sales, particularly in the financial services industry. They explore the importance of building genuine relationships with clients through active listening, the role of technology in enhancing client service, and how to make complex financial concepts relatable. The conversation emphasizes the timeless value of human connection in sales and the need for advisors to prioritize their client relationships effectively.More About Sean: Sean Kelly is a Financial Advisor and VP for Heffernan Financial Services. He represents Heffernan in Southern California working out of the Orange County and Los Angeles offices. He also services the San Diego, Inland Empire and Santa Barbara markets. Sean’s specialty is group retirement plans in the private, public and nonprofit sectors. By providing comprehensive strategies for 401(k), 403(b), 457, 401(a), defined benefit and other retirement plans, Sean finds substantial worth by helping companies and organizations design and maintain a valuable retirement plan offering and benefit for their employees.