From Conversation to Content Workshop

Mark, why don’t you start by introducing yourself?

Yeah. Thanks, Samantha. So I’m Mark Gilbert. Really appreciate everyone’s time. I’m the CEO and founder of Zocks. So we are a system specifically designed for financial advisers and financial planners that is an AI system really to help you with all of your client interactions.

And today, you know, really excited to talk about I think one of the most interesting things for us with AI is how the technology is allowing people to, frankly, offer more personal service and reach out in a more personal way. And, yeah, really excited to be here. And, and, yeah, I really appreciate your time too, Sam.

Yes. Thank you so much for inviting me. So I’m Samantha Russell, the chief evangelist at FMG.

And I’d love to know in the, in the q and a or I’m sorry. Yeah. The q and a box. Tell me, have you ever been to a workshop or a webinar that I’ve hosted maybe before, or Mark has hosted?

We’d love to know if we have any return kind of viewers. But on the next slide, Mark, if you’ll, go to the next one, if we’re not already connected, I wanted to just connect with you all on LinkedIn. And I thought I’d share this quick little tip, and, I just learned about it myself. You go to your home screen and you hover over the LinkedIn app, this, you know, menu of options will show up and that scan QR code will come up.

And you can actually show people at an event or if you meet somebody, you know, at little league or you’re at church and you wanna connect with someone, you can then pull up your QR code. They take a not take a picture. Hover their camera over it, and then you can exchange information.

So so much better than business cards or exchanging emails.

We love this tip, and I thought I’d put my q QR code up there. If we’re not connected already, I’d love to connect with you.

Mark didn’t get my request to get his added here fast enough. Sorry, Mark, but please connect with us on LinkedIn as well.

Awesome. Awesome.

Okay. So what we really wanna talk about today is making the client and prospect experience better so that it, you know, improves both the experience for the people that you’re working with, but also improves your work flows. And, also, you know, we think about how long it takes someone to become to sign on, to become a customer, to become a client. You know, just by using AI tools, it’s gonna give you back time, obviously, productivity, but it also can make the experience so much better for the prospect.

And there’s a lot of different ways it can do that. So Mark and I are gonna talk about that today. We would love to know, do you currently use any tool to help you send targeted content to certain segments. Right?

Because there is a lot of different ways that we can do that. So, obviously, the more segmented your audience is, the more personalized communications you can send. And if you think about, like, in our day to day lives, right, Mark, I don’t know about you. When I go and open up Netflix or the Disney app, my kids all fight over whose profile we’re gonna log into because they want the algorithm to send them the content that they wanna see, and they don’t want anyone to mess it up.

You know, when you’re surfing online, looking at social media, you’re getting content tailored to you. Yet advisors have really had a hard time sending the right client to the right people at the right touch points. And so I think we are just on this precipice of being able to do that with AI. So let’s talk a little bit about it from your point of view.

Yeah. This is one of the most interesting things that we’ve seen. And, like, it’s exciting for me. You know, as people have started using AI, I think a lot of the start, it was really around time saving.

Right? Like, can I have this, you know, kinda, like, create some content for me or, you know, like, take notes for me and things like that? One of the things that’s super interesting that we love with some of our, I would say, kind of more advanced users and, you know, like, leaning in, the people who lean in a lot to AI is, you know, we can detect these things. Like, are they do they have certain interests?

You know, like, everywhere from, like, hobbies, like, you know, do they golf? Do they ski?

We can capture all of that. Like, the AI systems can capture that and tell you, and then you can actually just, like, flick and and basically push it into CRM or keep it in their profile or whatever you wanna do. And then you can either, you know, add a tag on the CRM, have a group on the CRM. But what it allows you to do, what we found is really two impressive things.

One is because these systems are so broad, it’ll sometimes pick up topics that you may not even realize that you’ve connected across your clients. Right? So, like, as an example, like, you would never say that whatever. Like, in, you know, in our CRM, one of the interest is knitting or something like that.

But but AI systems can do that. Right? It may turn out that you have a lot of people at the firm and ten or fifteen of them really care about that. There’s obviously a lot of just, like, personal aspects as well around, like, you know, how they deal with you know, as you just brought up.

Right? The markets are going through some turmoil is a understatement right now. So, you know, how they deal with that, what types of things they want, even just how they interact. And so, like, here you can see there’s a few of these where we’re actually, like, building up these profiles.

But we definitely see this really great pattern where people have, you know, essentially, like, personal data that they’re capturing or interests, moving that into the CRM. And then they’re able to both, like, you know, send very specific content that’s frankly relevant for that person, which is which is great. It just said I think everyone knows when you’re on the receiving end of that, it’s awesome. Right?

Like, if you’re whatever. You know, like like skiing and thinking of whatever buying a ski place and someone’s telling you about, like, you know, vacation home costs or something like that or rental. Like, that it’s just very real. So we see a lot of that.

And, and then with that, you know, basically Sorry to interrupt you. We’re not just buying a home, but the top, you know, five best real estate markets for buying a second ski home, specifically.

Right?

Yeah. Like rentals, like, you know, how much how much do you make on a rental in Tahoe versus you know what I mean? Like, Park City or something like that. Right? Like, all of these types of things and, you know, like, all of the that we just find that extremely effective.

And then the other interesting thing, as I mentioned, is you actually get to see what those interests are. Right? And so sometimes people will bring up stuff that you may hear as you’re talking with them, but because the AI system can kinda pull all this out and, frankly, categorize it for you in a pretty good way, it’s really impressive. So I’ll I’ll show you actually just yeah. Go ahead.

Yeah. While you’re pulling that up, I just wanna tell a quick story. There’s an adviser I met. And to your point, he was having all of these client conversations, and now he did this the manual way.

He’s realized that most of his clients, a lot of them or prospects were really interested in pickleball. He’s working with, like, people just about to retire, already retired. And it kept coming up, like, that’s what they were doing in their free time. And so he thought, well, if everybody I’m serving is into it, then a lot of my future target audience is probably into it too.

So he created a pickleball day for the local retirees of this area, and he put, like, put up a sign sponsored by the name of his company, but he brought in a pro, and then he would use Facebook groups to invite people. And they’d say, like, what’s going on this weekend? You know? And these were, like, retirement groups on Facebook.

He’d say, oh, come to our event. But think about all those manual steps versus if you have a tool that can just say, hey.

Seventy percent of the people you talk with mentioned pickleball, and then you can somehow create content or an event around it. Right? Like, totally different experience.

No. That’s it. And here like, I just pulled up something simple on our side where, you know, like, because, the AI systems can build these profiles over time. Like, one of the things we do here is you can see this person, you know, like, likes to play golf, which isn’t uncommon, and is also into church.

Right? And a lot of people have, you know, clients that are, you know, I’ll I’ll say into church, and that’s part of their life. It’s sometimes very hard to kinda query those and be like, okay. Am I sending everyone the right stuff?

Am I doing these things? Pickleball’s an awesome example. Right? Because a lot of people wanna learn it.

They wanna do it. People wanna have fun as they’re going out and doing things. But, like, there’s no way three years ago when you were setting up a CRM system that you probably would have put Pickleball in as an interest. Right?

Like, you just wouldn’t have done it, and the AI systems can kind of figure this out for you. So there’s just so many different things you can do there, and automatically grab these and then essentially just click and push, right, to go through and see even how lives have changed as well. Like, because we have this data, you can start to see it evolving of, like you theoretically could go in and just say, like, you know, how how long ago did they get interested in pickleball? And if you’re pushing the data into CRM, you could literally start to say, like, oh, these people have just got into it.

These people have been doing it for two years. Right? Like, all these just kind of fun things you can frankly do that are that are really hard to do otherwise.

And before you, you know, before we end that and talk about CRM tags, I’d love to know because Mark and I were just talking about this offline before you all joined us. In light of today’s news headlines and last night’s news headlines, do any of you have a label in your CRM where you sort of I don’t wanna say you label clients as skittish, but you have a term or a label where, you know, these are your clients that are going to be the ones that get the most nervous when, you know, headlines go a certain way or maybe they, you know, are taking the most out of their accounts every year. And so

when the markets go down, it really makes them nervous. Do any of you label people, a certain way so that you know to be extra communicative with them when there’s a lot of volatility? We would love to know that because we were just talking about how sometimes I hear from advisers that they don’t wanna over communicate or they don’t wanna scare people. But then when there’s, you know, no communication, the vacuum gets filled sometimes with other people that are talking to your clients about it, and we don’t wanna end up being reactive.

Right? Maybe you don’t send anything out, and so then your inbox is filled with messages from people, and you have to respond one off. So I’m just looking at there, and, Alicia saying no. Paul Center said, yes.

He does have a label. Paul, if you would share what the label is called, we would love to know. But Paul also asked, Mark, are the profiles that you were showing built at the household level or individual level? What do you recommend?

Yeah. So we generally like, I think just different people work in different ways.

We we kind of operate at both levels. I I find the personal level works well because sometimes, you know, you have different interests, frankly. Right? Like, my wife has certain interests that if she got an email to go do certain things, she would find great.

And if they sent it to me, I probably wouldn’t go. I probably would be very targeted. So for this, I would really recommend probably the the personal kind of a contact level. And then almost across most of these systems, it’s pretty easy to roll that up, right, and start to say, like, you know, is this household ski or not?

So that’s what I would recommend just because I think, again, the more personal and individual you are, you know, the the better. Right? That’s the again, one of the awesome things is that, like, I think everyone is is both trying to scale, but also frankly offer better and more tailored kinda, like, both understanding of their clients and just service. And so the more detailed you can get the data in there, the better kind of across the board.

So let’s go to the next slide. And, one of the things that I would love to know is what is one of maybe the most unique CRM tags or groups that you have? Because we find that a lot of firms really aren’t segmenting all that much. They might have a prospect list and a client list, and that’s it.

Or maybe they one time set up a campaign, so anyone who downloaded a, you know, tax toolkit got put on a list. But if you have a label that you use that’s unique, drop it in the chat. We would love to know. I think hypersegmentation is becoming more and more popular for a reason because there is such a great ROI from it.

Paul said he uses portfolio management risk as the label. I love that. Thank you for sharing. So that leads us to a great segue to this, which is right now in situations like this, with market volatility, you can really you know, we’re often creating content in real in real time because we know timely content performs better.

I don’t know about you, Mark, but I’m much more likely to click on things or pay attention to things that are speaking about what’s happening in the headlines, what’s gonna impact me directly. Right? So if you’re creating content in real time, it really makes it so much easier to know what to create, how many people need to get it, when you can look at data, at, you know, high level view of what people are interested in, what they’re talking about.

But I think that, you know, when it comes to market volatility, different people, you know, have different precedents for how often they’re already communicating. So if you already are sending out a weekly email, it’s probably gonna be less likely that, you know, people need to feel like they need to hear from you again because you’re already commenting on what’s happening in the news. So that is one of our recommendations here at FMG, which, by the way, I don’t know if I mentioned. FMG is a marketing all in one marketing platform specifically for advisers, and we do provide a lot of this type of help. So we will provide those pieces for you, and you can actually not have to worry about creating the piece because we will have it written for you. Can you maybe show us, Mark, or talk a little bit about this? Like, how at a high level could somebody think about, getting data about how skittish people are or what their worries are and then using it for that communication?

Yeah. So it’s really interesting. Like, I think one of the points you were making just around, you you know, like, how getting getting really, like, kinda hyper personalized, if you will, is, you know, before, you would have to do all this manually. And, frankly, it’s just a ton of work.

Like, it’s it’s it’s a lot to have ten categories, much less a hundred categories or things like that. The other thing that I think is really interesting is just there’s also a very strong time correlation as you were mentioning to all this. Right? Like, you know, the same that same I’ll say, like, note now or email now about, you know, market volatility and tariffs and what do they mean.

If you had sent me that to me last summer, like, you know, would have immediately just kinda moved on. Yeah. And so the nice thing with AI is it allows you to do both of those things, and we see topics come up, like, as you’d imagine. Right?

You see crypto come up and interest and go down. You see interest rates come up, but, you know, and go down. And people are just kinda hot on on whatever. And so not only, do you see those things, but you can also then go with each client and start to kind of, like, look and and ask.

And so at some level, like, here, I’ll just flip back and show you a little bit about what these look like.

You know, we have all of this different data that we can capture around, like, what life events are they going to. Client talking points for us just I’ll say this quietly, but, you know, this is really, like, what are the client’s concerns and what are their goals. But we don’t use the word concerns because compliance teams don’t love the word concern in a Yeah.

Anywhere. Start talking to me.

But it tells them. Right? Like, it it just tells you, like, hey. Here are the things that are going on.

And so you can basically grab these and even get these down to, like, just specific things. And you had mentioned, Sam, like, we see this a lot where someone will maybe assess their own risk at a certain level or they may have a risk assessment at a certain level. But the reality is, you know, either that person is skittish or, like, they definitely wanna be talking about it when it comes up. Right?

Some people don’t really love to talk about it. Some people really like to talk about it. And so we can pull all this data and basically just push into CRM and literally start to fill out fields for them, right, of, like, you know, are they nervous? Do they like to communicate in these in these situations?

But one of the other neat things is, like, almost with AI, like, almost any question you can ask these systems.

So if you go in and start to say something, like, you know Oh my gosh.

Look how cool this is. So it’s like your own AI just for Michelle.

Yeah. Exactly. So, like, are they worried about the markets, right, or something like that?

Like, it’s an open question. But anything you can do with this, you can basically go get an answer. And then because it’s software, you can scale this out and push it into your CRM system. So what this is doing is it’s actually not just going through the conversations, but it’s going through information you have in the CRM systems.

See so this one, like, she says, it’s not really you know, in previous things, she said she wasn’t really worried about the market coming up here. You can do this for different people and kinda get, you know, like like, frankly, different, answers and start to understand what’s there. But, yeah, you can ask it anything you want.

So just to be specific, though, you are saying that with your tool, it’s not just pulling from the conversations you’ve had, since you’ve been using Zox. It’s pulling from any labels or notes you’ve had in your CRM previously too.

Yeah. In fact, well, even if you attach your email, go through that. So, like, if someone for that client. Right?

So if Michelle has sent you email like, here’s a good example. Right? If Michelle has sent you emails a lot every time the market moves, that’s a pretty clear sign that maybe they’re a little nervous. Right?

And so you can ask it, and maybe, like, they send you an email every time the market you know, like, every time these things happen. So any of these things, like, it’s just I think this is one of these things. It was almost like the Internet, you know, when it first came out. Like, everyone’s excited about doing kinda, like, what’s manual today automatically.

But there’s all these new scenarios that are just, like, almost, you know, impossible to go do otherwise. Yeah. So we’ll go through. And then because of this, obviously, because we’re in financial services, it’s really important that you know where the data came from.

So we’re not just gonna give you an answer kind of like a a chat GBT, but we’ll actually tell you, like, it was this meeting that they brought up.

Like, perplexity.

Field in Wealthbox. Yeah. Exactly. Exactly. It’s almost like perplexity across your, you know, your client data, frankly, for that person, which is which is super interesting too.

So that’s one of the great ways that we’ve seen people, do these and really start to do it. And then we see it, like, we actually have analytics, like, all the way up at the at the firm level. So if it is you know, if you have a few people in your firm and you wanna start looking at these things in different metrics and topics and everything else, you can actually go into that and start to see, like, who you’re interacting with the most, what are the topics that are coming up, and all that. And what it allows you to do then is start to, you know, basically say, like, what should I be writing my newsletter on, frankly?

Right? Like, what what do what do people wanna hear about this week? Ideally, you can target it directly to them. But if you know it’s a hot topic, maybe everyone cares about it as well, you know, with mark, like, as you know, the market situation right now is kind of a clear example of that.

And so it’s yeah. It’s really powerful.

And what I love about that too is if imagine if you’re using a tool like FMG where you can search our library for a tool like market volatility, And you know from using your tool that everybody’s concerned about this one topic or everybody has an interest in buying second homes. Like, more than sixty percent of the clients are talking about it. You go into FMG’s library. You you search second home or, you know, anything articles related to real estate in second homes, and you can pull out an article, maybe tailor a couple lines for your, audience, and you’re pairing these two systems together and making it so much easier to communicate.

Yep. That’s exactly it. Like, we see this connection where people are using the data that like, if you think of what AI is doing in our world, it’s really it’s giving you access to new data and getting the ability to ask it questions, frankly, in a really easy way. And so then when you pair that with an FNG, you know, it it’s just super powerful.

Right? Like, you can start to reach out and do these things. And as you know, like, you can you can really kinda hyper tailor in, you know, in that scenario. It’s just hard for people to spend all the time doing that, and now the AI and the systems are allowing us to really do that.

So we are seeing, like, I would say some of the most interesting scenarios. And I think, you know, like, it’s for a long time, we’ve talked about tailoring marketing as much as possible for clients and really getting it down, you know, to what they need. This happened a lot with social media as well. And, and what happens now as we start to see that you can actually do this to the level that, you know, people really want to, like, in in a way that, frankly, is almost impossible to do, directly.

So I’m gonna make you go back into the app in one second because there’s so many questions No worries.

Specifically about the tool, and I think we should just answer them. But, for all of you that have been on and we’ve we’ve been talking about market volatility, obviously, today, we at FMG wanted to give everybody here on this Zox and FMG webinar, this market, volatility toolkit. So you can just hover your phone over that QR code, and this is gonna give you five of our best practices when it comes to marketing and communications. There’s an email that you can proactively send out.

There are some examples of videos that you can put on your, in a quick email, to people. Also, a family financial strategy session and, a template of how you can do that. So this is really helpful. We’re gonna be sending this out to all of our clients, but we wanted to share it with all of you as well.

But why don’t we go back in the tool and Yeah. Answer some of these questions that are coming in, and then we’re gonna talk more about best practices again and, just how you can keep pulling data in kind of different unique ways. But let’s answer some of the specifics. So one of the first was about integrations and CRM integrations.

Yeah. So, we we work with quite a lot of CRM systems. Systems. In fact, I it’s probably just easiest to go to the integration screen and show you this.

So we have Wealthbox. We have Salesforce. There’s a number of overlays on Salesforce like Accelerate, Practify.

We have Redtail. We have Zoho. We have Dynamics now. We have HubSpot, imminently. If you’re interested in HubSpot, let us know, and we can put you on the beta of that.

And actually a couple of other ones that are coming out in about, a month and a oh, I’d say kind of, like, more late May or June. So quite a lot in the industry. Big one that everybody There there’s HubSpot there. It looks like we actually shipped that.

So, yeah. All the way down, there’s quite a lot there. And then with CRM, it’s interesting as well because there’s really three things that we can do there. Like, we can push notes and tasks into CRM, which is which is great.

And that’s kind of, like, I would say table stakes if you will.

But you can ask it questions from CRM as well as we are showing you and as it going through that. So you can go and, like, load up a meeting prep. This one actually has, like, all of their portfolio summary because they have that data pushing into their CRM. We’re also about to release some portfolio management integrations and planning tool integrations.

And you can ask it questions, you know, about that as well, you know, or, you know, again, personal, like, you know, like, you know, where what are their kids’ names? What do their kids go to school? What sports do they play? All the way through to, like, you know, how much cash do they have or anything else, and that’ll go through all the systems and answer it.

I mean, what is an amazing tool for if you you meet with a prospect and then they come back and you’re having a follow-up meeting to just be able to say, like, what was their kid’s name again? What was that TV show they were telling me that I have to watch?

I mean, just I’ll tell you one of the one of the best, so, like, we’ve we’ve been at a lot of conferences in the last, in the last few weeks.

And one of the best ones, we were talking with a client who was was moving into an RIA. That RIA was trying to, like, really help, the advisor as much as possible. And they’re like, what’s one thing we can do for you? And they said, they said, basically, what I want is whenever my client walks into our office, I I want their coffee order sitting in the conference room ready.

And so what they do is in their pre meeting prep, they literally because, you know, in the first meeting, they just asked them. You know, like, they came in and they’re like, hey. Can we get you coffee? What do you like?

And they put it and they put it on the table. So in their pre meeting prep, it’s literally their names, their coffee order, and then, like, household summary and everything else because you can customize and do all those things really easily. And so they basically, you know, their team runs up to Starbucks before the meeting and just gets the coffee, puts it down with their names on it. And it’s it’s just it’s one of those things that, like, sounds small, but it’s huge.

Right?

So remark I always say in in life, right, a remarkable moment is something so good you want to remark about it to someone else. And if someone did that for me, I would surely go home and tell everybody, they had my because my Starbucks order is really complicated. So I would be doubly impressed.

Yeah. Doubly impressed if they got it. Yeah. It’s like a half pump with this and it but that’s it.

And because it’s, again, it’s it’s computers with data. Right? Like, it’s not hard to remember complex orders. It’s hard in our in our head.

And then one of the other there’s some questions on Salesforce in there, and we’ve been talking a lot about, you know, like, just how to tailor. One of the nice things if you get into us I’ll just drag this in and show you this. If you get into a Salesforce type system is that we can because we’re pushing this what we call structured data into these systems, you can actually start to do these reports and dashboards that are really interesting. So you can say, like, not just, like, how much time am I spending with top clients versus, like, tier two or tier three, but, like, what are the life events that they’re going through?

Right? What are my top top clients going through versus, you know, versus tier three clients? How has that changed in the last three months? It’s just all of this really cool stuff you can do that, you know, I think for a lot of people is is either opaque today or they’re they’re kinda guessing.

Right? I’m like, I think what’s going on. So a lot of really cool stuff there.

Let me rip through some more questions if that’s good.

Yeah. One of the things I think is so important here, Nick Paradati, sorry if I butchered your name, Nick, asked, is Zach’s recording and summarizing in person meetings and calls, or is it summarizing from notes manually taken during those calls? I think the way that you all, you know, handle the recordings, because that’s such a compliance concern, is something that was really interesting to me and why I was really thumbs up about your tool. So can you talk a little bit about that?

Yeah. So that that’s just from when we started the company. You know, we really looked at privacy and security from a big way. And, frankly, like, you know, I think a lot of us in the industry obviously think about compliance and what’s going on with compliance.

But the bigger piece that you’ll see is there’s a huge client concern around this as well. Right? Of, like, do I want AI listening on my conversations? Do I want recordings of me sitting around?

You know, that could be whatever you know, although they’re secured, like, kind of broken into and, you know, copied or clipped or anything else.

And I think everyone has seen, you know, enough things on TV in the news where you’re kinda worried that something may come out later at some point. And so we, we are the only ones where we built our entire communication stack. So, essentially, the way that we process, you know, discussions.

And what it does so we built it all, so we don’t need to use really third parties for it in recording or anything else. And because of that, we actually don’t record meetings. What we do is we listen to the audio. We turn that into basically closed captions like words.

And then under the scene, what we’re doing is building tables of, like, personal information, interests, you know, financial information, cash flows, all these different things, and you fully own the data. So if something comes out and we always say, like, you know, if it turned into a little bit of a of a maybe a a therapy session instead of a financial planning session and you don’t necessarily want all of that. Right? You can erase some of it.

You decide what essentially goes into the CRM system. And so we that’s how we work, and we work across in person meetings so we can work, right on the desktop like this. If you’re, you know, if you bring someone into your conference room or your office and you have a laptop, you can use it. We have Android apps, iPhone apps, iPad apps, and you can use it in that way.

We also work with phones. So you just basically join Zoxone when you want. We don’t hover over all your calls, but whenever you want it to join and and listen, the same thing, we listen to it all and go through. And then, also virtual meetings with, like, you know, Zoom and Teams and things like that.

So that’s one of the Yeah. I’m sorry. Go ahead.

I was gonna say, in all those cases, we listen for how many people there are. So if you have, like, four people so, Sam, you and I were, let’s say, in the same room and Amanda was, like, virtual with us. Right? We would actually we wouldn’t count it as two.

We would count it as three, and we’d break apart the voices. We see a lot of, like, especially multigenerational, right, where you have, like, two generations in the living room, maybe one’s on the phone or something like that, and someone else is dialed in. So all of those cases are handled. Yeah.

What I was gonna say is I just really wanna make sure everyone picked up on that. They there is no meeting recording file that is being generated. Right, Mark?

Yeah. That’s exactly right. There’s no there’s no audio. There’s no video recording. You know, if you’re in Zoom when you see that, like, red light blinking that says, like, we’re gonna record, click here, you don’t have any of that.

And I think that that from, correct me if I’m wrong, but a lot of compliance teams, that is one of the big issues they’ve had with these AI tools. And so we are seeing, that, you know, some of the firms that you are, getting in with, for lack of a better word, at the enterprise level or the BD level, they like that because it doesn’t I mean, the clients like it, of course, too, but if you’re an adviser sitting here saying, I don’t know if I’ll be able to get this approved, that is a check-in the right box for you.

Yeah. Totally. Totally. And then do you want me to just keep going through questions here, or what’s what do you think is best, Sam?

Yeah. Yeah. I I saw a couple people asking about different ideas for using the data and other ways to market, which we will get to, but, let’s keep going through some since we’re opening in the app, let’s go through. And there was a question too. I mean, a lot of questions about compliance. So I don’t know if you wanna Yeah.

Why don’t I hit that? So, you know, as we discussed, like, the the no recording thing is a huge piece of that. We have a lot of other capabilities as well where, you know, like, you we essentially have what we call data retention policies. You can decide how much data you do or don’t wanna store with us, how long we wanna store it, what what all of that information is.

I would say we do extremely well, frankly, with compliance team. So we have a lot of broker dealers, that have approved us right now. So if you are working with a broker dealer, like, we actually just signed a deal with, with, well, Cambridge has approved us quite a while ago. Just signed a deal with Commonwealth.

Oseax has approved us. Ameritas has approved us. Quite a lot of these. We’re through the the technical security on LPL, but we’re not part of their their program yet.

I forget the name of their their their kinda, like, marketplace program.

Yeah.

But we but we hope to be there very soon. We we have a number of LPL kind of in especially hybrid shops that that have been using us. And then we have a number of Sotera shops as well that are using us. Yay.

We just got a question about it. Largest.

So we do so with Sotero specifically, like, I think they’re announcing it. We’re working with them right on that now in in, like, the next month or two.

But we do we do have quite a lot of advisers on. Carson, which is a large RA that uses Sotero as as a broker dealer is, is fully deployed on us.

I don’t know about Dynasty. If you have questions on these, do we have GWM? Like, quite a lot of these. If you have these, just shoot us an a noted info.

We also are more than happy to fill out like, often with with the broker dealers, they have a what’s called a due diligence form. As you’d imagine, we filled out quite a lot of these at this point. We literally have, like, an external audit of all of our systems. That’s, like, a little over sixty pages.

We can send that in and and kinda go that way. And we’re continuing to add more and more and more, like, frankly, every few weeks now. It’s just been a matter of, like, getting the security reviews.

We haven’t really been, you know, denied by anyone yet. It’s really just a matter of, I think, getting processed through. So we’re super excited about that. And then if you are an RIA, and I’ll talk about Canada.

It’s a little dear to my heart. If you are an RIA as well, you know, it’s you have a little bit more control, frankly, on what you wanna do. And the real big questions you wanna ask are how long do I wanna store this data? How long?

And then also, like, do I wanna get and we would recommend you do. But, like, you know, do I wanna talk to my client about using this system? And what we would recommend is, you know, talking to a client and saying, hey, Sam. You know, I’m using this AI system.

It helps me follow-up with you more quickly. There’s no audio or video recording. I fully control the data. Are you okay with that or not?

And almost always, again, without the recording pieces, we just find that people are comfortable with it because they trust they trust you, they trust their adviser, and they know that you fully control it.

On the Canadian side, we do actually have quite a lot of people in Canada using us. Some of us don’t store data for long because if you’re selling insurance in Canada in certain provinces, you wanna have data residency. We’re gonna have Canadian data residency soon, but don’t. We’re in the US right now. We also have a discount for Canadian clients.

But we have quite a lot kind of across the board and specifically for, what IIROC has turned into. I forget the the name of the new Yeah. Zero. It sounds like zero, but I think it’s a c I r o.

We essentially hit all those and give you the controls to hit those compliance needs as well. You fully control the data. You can erase a specific client. So even for GDPR, things like that, if it’s like you know, let’s say Sam’s like, hey.

I wanna make sure there’s none none of my data in in your system. You can go in and actually just delete the contact and pull it all out very quickly.

I love that.

Yeah. Sorry. That was a mouthful. But yeah.

No. No. That’s okay. Then Ryan Brown just said it is zero.

There it is. Zero. Yeah.

So maybe in the chat, we would love to know, number one, what is a feature of an AI tool like this? Maybe a pain point that you have that you would hope that a tool like this could help you solve, whether it’s giving you most more succinct follow-up or, you know, helping you with the pre meeting or, the way that you could go in and, you know, kind of see what interest of people are. What is there something that you, you know, are thinking like, I would love a tool like this in my practice to help me do x, y, or z, and then we could kinda show you some of that.

The other thing, though, that I I think that is really just interesting is, like, when we think about communications, I don’t know if anybody has seen this, report, why charts put out, and they’ve done this multiple years in a row that the number one reason someone switches advisers, they fire their adviser, is from lack of communication, which I just found, you know, so, so interesting. It’s all these other things that we worry about. That’s the number one. And so having, you know, more data on what people are interested in, what they’re worried about, what those pain points are is gonna do nothing but make you a better communicator.

And I don’t know, Mark, if you you you give the example of the coffee order. Have you seen any clients coming back and saying, you know, digging into the data, I was able to kinda connect some of these dots that I didn’t know of before about my clients.

You oh, yeah. You see everything. So, like, everything from it sounds funny, but I think people relate. Like, just how much time they’re spending with certain clients is just frankly a huge one for practice management.

But really around interests, the big things are that they start to see these patterns. Like, I was kinda using this knitting one, but it it was actually a real example where they just realized they had a number of, like, spouses, which they often don’t ask. And they and so they just started doing events for that. Right?

And they were like, this is great, and they just never would have been able to see that before. On the communication side as well, like, one of these things that the AI systems are just really powerful at is, like, for us, when you come out of a meeting, you know, like, being at like, we see this a lot. If you can get a follow-up to that person, you know, in in, frankly, minutes to an hour, And what people often do now is they’ll just, like, you know, have five minutes between the meeting, which isn’t a lot, and they’ll go in. You know, the systems, like, we can mimic your how formal you are, what sections you have, all that, and you can put personal information in there as well.

And that’s super helpful for them. Right? So, like, Sam, if you and I had a meeting, let’s say, and at the end, you’re like, oh, yeah. I’m off to whatever.

You know? Like, my my son is first fast. Yeah. Ireland. Right? You like, at the end of the note, it’s like, have a fantastic trip in Ireland.

I hope you, you know, whatever, get a Guinness or something like that. And the AI systems can do this. Like, they literally sound more personal than, like, when I write emails to people, because they just remember these things. Right?

And you may have mentioned that at the start of the conversation or anything else.

But there’s just so many different things that you can get out of that data that is, that is there. You know what I mean? That is just, like like, very rich. There’s a question too Paul just asked about, like, the pro like, the the ability to provide data, to the like, essentially at the household level.

It tells me when I should be reaching out. And that, that is something that we’re actually we have some some of this now in in in what we call beta. We can actually reply to client emails that are coming in. We never again send them, but we draft them for you.

But but as part of that, we’re actually adding these triggers to tell you, like, hey. Because of this like, it’s really hard as an adviser, you know, if you tell me something that’s gonna happen in nine to ten months to remember to do that bluntly. Right? Or, like, something that even maybe, like, is gonna happen after the next meeting, but you wanna get back.

And so that can be everything from, like, things that have come up previously with them to just certain situations. Right? Like, there’s just certain things at the start of October where you’re like, hey. In these situations, maybe they wanna start, you know, loading money into a five twenty nine.

Maybe they have, like, minimum distributions that they need to crank up. Like, there’s just a lot of situations that we can actually start to proactively give you as well. So that like, once we have this data, we we can start to do that pretty pretty quickly. And you’ll see a lot of that coming out soon.

Ideally, we really want, you know, to nudge you and just basically tell you, like, hey. This is going on. Do you wanna do this or not? And, again, you’re fully in control, but it really does help kinda save a lot of time.

So you mentioned, you know, with follow-up. Is your tool actually composing the follow-up email?

Yeah.

So we we I appreciate that.

We compose a lot of things Okay. For you.

Let me show you what you want. Obviously is one of you know, when we talk about communication, the time of writing all of these things. So Yeah.

I think that’s a huge benefit, and, you know, that first draft being done and what it looks like, and, obviously, you can edit it.

And it takes yeah. Exactly. It takes time, obviously. But you can go in and say, like, hey.

This is a meeting. I’m just loading one of these up, and I want to take the follow-up email. So, again, I can send this to, you know, I saw pages on. We can send this to Practify or whatever they want, but any of these notes.

But you can just say send email. And what it’ll do is it’ll actually start it’ll build out an email for you. This is a really simple one that just has, like, the clients and what you want them to do, what, you know, what what the adviser is gonna do and other items to notes. A lot of people will actually generate, you know, one or two paragraphs of, like, hey.

We talked about a, b, and c. Put a personal note in there. And then a lot of people also, will actually generate they want the plan in the email. And so what they do is, like, we’ll literally generate two to three pages for them, which is, like, essentially, hey.

Here’s what we talked about. Here’s what we’re doing. Here’s what we’re not. And they do that, frankly, most of the like, there’s no confusion with the client, but also for compliance reasons.

And so they can come in and you can see this. Right? They just kinda grab it, copied in. Some people just load it directly, and then make any edits they want.

They can format, you know what I mean, in any way they want, and, and just hit it. And then they hit send, and then the nice thing is it’s coming from their inbox. So, like, if if that client replies to you, it goes right into your inbox like anything else. If you have compliance, right, like, all of your archiving supervision, integrations with CRM are all, are all there and, and really effective.

So it’s it’s just very helpful, for that. And then we actually also will generate emails for you, for upcoming meetings. So and you can, again, template these based in different ways. So you can say, hey.

If it’s a discovery meeting, this is the type of email I want and same as follow ups because the email you would send a a prospect after meeting is is typically pretty different from a client. You know, if you do have, like, tax meetings and things like that, you can actually load in different meeting types for those with different emails. And so here, you can basically, you know, create an email, send it to them, again, like, draft it. And based on the meeting type, you know, all of that all of that shows up there.

And so you just hit send, and, basically, again, it’ll pop up. And, you know, you can edit, do whatever you want and go. So we’ll do it for meeting types. For meetings ahead of meetings, we’ll come out of meetings.

And, again, different meeting types, different email, like, templates and generation. And then we even just launched the ability to take to to read your email, if you want and reply to a client email based on that as well. Right? So if if a if a client emails you and is like, hey.

I got a bonus at work. You know, I’m not really sure what to do with it. You know, so whatever. Should I put it in the five twenty nine plan, or should I put it in whatever?

Like, we’ll actually pull all the data from the CRM system, from the the conversations and all that, draft it, ever send it on, you know, on your be on your behalf, draft it for you, allow you to scan it, and be like, yep. Like, you know, given you have two kids, excuse me, they’re planning to go to college in California. Like, you actually could use more money in your five twenty nine plan, and that’s a great idea or not. Whatever it is.

So and, again, as you know this better than we do, Sam, like, that from a client engagement point of view is huge. Right? Like, if someone sends you that email and you generate a like, you get a reply out to them in, you know, like, you know, ten, twenty, thirty minutes an hour instead of, like, end of the day and associate doing and saving into your drafts, all that, like, that is it’s hugely impactful on the client relationship.

Oh my gosh. Yes. The the faster the communication, the better. And, you know, obviously, for clients and retaining them, but also for prospects who are interested in working with you. We just got an email or a question in from Fritz who asked, can Zox read my existing handwritten notes from previous meetings stored in Redtail?

That’s a good question. We don’t yet. We actually are just working on this now. So with Redtail, we don’t use attachments. We’re actually doing the document processing. If they’re PDFs, we’re starting to read them now and can do that.

So you’ll see that come out pretty shortly where Yeah.

Yeah. I assume they’re stored as an image in Redtail, and we can basically go through the images and start to pull them that way. If you do have we’ve done a lot of work to make sure, like, if you’ve never used Zox with a client, but you have some notes even in Redtail or, you know, any CRM, we will go through and essentially, like, get this information for you, answer questions, and do all that as well.

That is so cool. I mean, I can see just by, you know, the pre meeting prep, the asking AI questions to summarize, the follow-up, why people, when I was doing my research, so many advisers who are using it saying, I can’t imagine not having it anymore. It’s giving me so many hours back, making me more efficient, all of the things.

That’s awesome.

Like, one of the big things we see, which, you know, is not surprising, is is you get the time back. You can use that to go, frankly, like, do more tailored marketing and outreach to your clients. Right? It’s just great. And and from our experience, advisors would much rather be doing that than typing notes into, you know Yeah. The CRM system. They would much rather just have it work.

Yeah.

I love it. I think we might have, one or two more slides maybe we should go through. Yeah. If you all I see some more good questions coming in, so, obviously, feel free to, put them in the chat or the q and a.

But right now, again, this is the the market volatility. I’m not gonna harp on this too much. These are just some of the things, like, we mentioned that you should do, but I think we can go to the next slide. Yep.

And I don’t know if we talked at all about training, but, when you and I were chatting previously, we did talk about it. And, obviously, you know, we recruitment and retention of good talent is something that I hear about it every single conference I attend in our industry.

And, you know, finding great people and keeping them is definitely a challenge. So how can Zacks really help with that?

Yeah. So there’s a number of things we do with training. We have some high level items. Like, here, you can see there’s essentially, like, how much time is the person talking, how much is the adviser talking. I think all like, I know I I talk too much.

The, the so that’s a big piece of it. But, the other huge and then, like, we can use sentiment analysis and stuff. Right? Like, do they seem happy? Are they nervous? Are they not? Like, are they upset?

But we also actually have training results that you can see. So as an example, like, we have one group that has this exact situation. This adviser’s been growing like crazy. He’s hired four associates to basically do discovery calls.

Right? Right? Like, just, like, a lot more than that, but just a lot of these. Like, just growing like crazy.

And so for them, you know, we we worked with them for a while and built out a a really cool system, which, you know, it tells you, like, what basic things, like, you know, what pause words are they using because I always use and stuff.

What was the question the adviser asked that was most engaging? So, like, what got the client speaking the most, which is really valuable for in your training. Yeah. And you can start to see the patterns, right, over time.

Did they, do they understand the the client’s problem or, like, opportunity? Like, why is the client there? And even, like, did they get the client to say it? Right?

Because I think as as all of you know, if you get the client to, like, you know, basically voice their concerns or their goals and what they’re there for, That’s both very powerful in the moment. And, frankly, you wanna keep a record of that because you kinda wanna go back to it. Right? If you’re like, hey.

Your goal is, you know, whatever, freedom fifty five, you know, feet in the sand at that age. Like, we’re gonna go back to that when we need to start talking about trade offs and everything else.

So and and that’s just like a few of them. There’s quite a lot of these. Right? Like, did they talk about these different things in these scenarios?

And so training is used a lot. It allows you to, it’s just hard to onboard people as you know. Like, it’s you know? So it allows you to do it allows you to be more systematic.

And I think what the what we see is that they get data sooner. The like, I’ll say the associate to the the people getting trained. It’s more consistent because they know exactly what they are trying to do with the clients. And, frankly, the advisers are saving time and and learning much quicker if they’re gonna make it and and, ideally, having more people make it.

I’m thinking about myself. If I was put on, you know, a client and I went into to the tool and instead of reading all these notes in the CRM, I could just go and say, like, how long has this couple been married? Right? I’m the new associate advisor or the para planner.

How many kids do they have? And, like, I’m just asking it and getting the answer. That’s what we do all day long. We know we don’t read websites anymore.

We go to chat g p t or Google, and it gives us the answer. We don’t have to search through it. And if it doesn’t, we record it. So I can see, especially for the youngest generations who are used to that type of interface.

And then also, like, you just mentioned something that blew my mind. You know, what is the question that got the client talking the most?

I’d love data like that on a webinar. What’s the question we ask that blew up the chat the most? Right? Like, we wanna know what changes people the most. I love that.

Yeah. No. So there’s a lot of those really interesting things. And, again, we’ve tuned them because the system is so flexible. You know, different people have different things they’re frankly trying to train on and watching for, but there’s a lot of those things that are just really, really interesting.

Yeah.

So I think, we there’s a few more questions that we wanna get to.

I just Yeah.

We can mention.

So many people have asked about different ways to use data in their marketing, and, you know, we obviously couldn’t get to them all today. So I also have a QR code here for our twenty twenty five marketing guide. Specifically, when you get to number three on email and text communications, there are gonna be so many tips on how to take data, granular data, and create CRM groups and, labels and tags and then send out really hypersegmented communications from that. So this guide, you know, is broken into these five sections. Number three is really the one that’s gonna give you a lot more follow-up from today’s session.

Yeah. I’ll hop through a few questions. If people, have those, I’ll just scroll up. Sorry. I’ve been really appreciate all the engagement on these things too.

So Mark Butterworth, or Paul. Sorry. I wanna make sure we got this. The ability to provide data at the household that tells me when I should be we talked about that a little bit about, essentially, like, these notifications coming out.

Mark Butterworth, what this would enhance is showing the clients that we are actually listening to and engaging them at every at a very high level. I, like, I can’t agree with that more. One of the one of the really interesting things we see with this is, you know, often when you’re working with a client, there’s some topic you’re going through. Right?

Like, maybe you’re, whatever, doing doing a risk score with them. Maybe you’re talking about a a specific thing. And they’ll mention other little data points that you know are interesting. Like, you know, oh, I do this or I went on vacation to do this, but you don’t really know where to put them, frankly.

And that is, that’s one of the great things, frankly, with with a system like this with AI is that we can capture all these things and kinda categorize them for you so you’re not worried about having too much data there.

Next one, Brian Glaze, Zox versus Jump App, and kinda competitors in general as it’s similar outside of recording. So I would say the big difference with us and, frankly, all of the note takers that we we definitely see a set of apps that are note takers there. We we do capture all that data. We have pre meeting prep. We do have a very interactive like, we can go through a lot of data in your CRM systems and pull out and do types of things.

Two really interesting things with that is we do have, like, dashboarding because we have the structured data. We can also update profiles in CRMs. One of the other big things that we’ve recently released is, you know, is the ability to go in and actually fill out forms for people. So where we see people spending a lot of time on intake forms, you know, like changing beneficiaries, opening accounts, you can actually load these forms in.

So we’ll give you all the meeting summary pieces and, you know, all the capabilities around, you know, like, you know, PII, data retention, whatever you wanna do there. We do actually even have some clients who do record, and we work with that. By default, we don’t do that. But if people are doing that for a variety of other reasons, we can integrate with those.

But you can actually go in as well and say, hey. This is an intake, and I wanna fill out an intake form for this person. It’ll actually not just go through the conversation, but it’ll pull everything out of CRM, and start to fill out the form for you. And so you can do this after a meeting, but you can really interesting, actually do it during a meeting or before as well.

So, Sam, if I’m chatting with you and I’m like, hey. Let’s make sure we have term life set up for you. I think I have all the data. You can just go to your contact, click fill out term life application.

It’ll fill it out for you. And if we’re missing data, we can deal with it right there. Right? So I’m like, hey. I think I have everything, but, like, let me just confirm you’re not a smoker, are you? Or, you know, whatever whatever the missing pieces are. So a lot of different things there, that we do that that a lot of the other systems don’t, but, you know, a lot of it is really around trying to optimize the practice as much as possible.

And then Sounds like a time saver.

I think that’s it. It’s a lot yeah. Our our goal ultimately is really you know, again, we we think of it as three things. The most important thing is to save the adviser and their team’s time.

The second thing is that allows them to frankly convert more business and hold more business also because they’re getting back to them faster. Like, just that that I think we all know that. We all know that in our hearts, but we don’t always do it just frankly. And even as I say this, I’m thinking of the two people I was supposed to get back to, you know, on Friday than I do now.

And then the third thing, which is very powerful over time, and it doesn’t take that that long, is all of this data that we’ve been talking about. Right? Which is, like, what are their interests? How do I reach out to them more?

And how do I do all these things? How do I make sure when they walk into the conference room that, you know, like, they that I ask right away. Like, we have this example that that another adviser, you know, brought us where they were like, you know, they were saving for, their children’s wedding, you know, at the you know, the last meeting was right before the wedding. They’ve been talking about it forever, saving for it, planning, you know, and it it’s just be crazy to walk into that conference room and not ask them how is your daughter’s wedding.

Like, you know, like, that’s what they care about. Right? And so you and and to have the memory to do those things, with AI is super powerful. So yeah.

I love it. Well, if somebody wants to learn more or sign up, where would they go to learn about Zacks?

It’s very easy. Zox dot I o. It’s at o c k s dot I o. You can book a demo there. You can sign up there. There’s videos on there. We do have free pilots that we run people on, so you can just basically sign up, try it out.

I think a lot of people are gonna be addicted.

Try it out. Get addicted.

See the value is how we describe it, Sam. See the value. Get get your time back. And then, you know, if you like it, it works.

And then as part of that, we’ll also do a check-in for you. And, you know, so if you do wanna tune it to say, hey. I am doing, like, very specific outreach. Can I get more targeted interest data into these outputs and into outputs and into my CRM system?

We’ll help you with that. We’ll help you with any kind of configuration or anything else too.

Well, I learned so much, and I need someone to build a Zox for marketing folks like me so that I can use it. But, seriously, thank you so much. This was such, you know, so many great ideas and connections and synergies.

Hopefully, everyone on the call today learned a thing or two that they can do and, that we’ll be able to talk with you all soon. We’d love to work with you more. Thank you so much, Mark.

Thank you, Sam. Thanks for joining me too. I really appreciate it. Have a great day, everyone.

Bye bye.