The WealthTech Podcast Transcript

Host: Mark Wickersham

Guest: Parker Ence, CEO & Co-Founder, Jump Advisor AI

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Mark Wickersham: All right, Parker, welcome to the WealthTech Podcast I'm excited to have you on the show always love to talk about AI and go deep on it. But you're one of the hotter AI firms there with in an area that's seen really rapid adoption in terms of note taking for advisors. But would you mind giving yourself a brief introduction and overview of jump.

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Parker Ence: Yeah, and it's great to be here, Mark. So thanks so much for having me. And just before we were chatting about mountain biking. And now you've got me thinking about that. But yeah, let's talk about jump. So I think what we're best known for is our is the A, the advisor AI meeting assistant that we've created. So the goal there is really just to apply

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Parker Ence: cutting edge generative AI techniques in in a way that's built for advisors, and it's applied to the client meeting cycle. So before the meeting, during the meeting after the meeting.

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Parker Ence: and we've got about 14,000 advisors as of July 2025 that are using that which has been a lot of fun, and maybe what we're less well known, for because this is a little bit more new for us.

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Parker Ence: we're also finding ways to use all the data that's generated from those conversations to help advisors be more successful.

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Parker Ence: And then the 3rd piece of jump is, we're also developing a library of agents that can just basically do work for advisors. And so we can talk about that a little bit. But yeah, jump as a company where we are remote company kind of spread out across the United States. I happen to be based in Salt Lake City, Utah.

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Parker Ence: and we've got a team of about a 110.

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Parker Ence: So that's a little bit about us.

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Mark Wickersham: That's great. There's all sorts of areas. I want to get into a genic. AI to how much time we're saving advisors. But before we get into all that. Can you tell me? Always fascinated when I get a chance to talk to a founder to hear more about their founder journey, you know. Why did you start? Jump?

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Mark Wickersham: How did you become involved in the Ra business? What brought you to this point where you said, you know there's a there's a need here. And how did you start the firm, or what learnings have you had since.

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Parker Ence: Yeah. So my co-founder, Tim and I, we had actually done another company together, back in 2,01220 13, and at the time the cool thing was ipad apps and then building like SEO websites to help your search rankings for the Google algorithm. And so we had an agency that basically would do that work for other companies. And it was a lot of fun. And we loved working together.

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Parker Ence: And then he went off to business school, and so we sold that company in like the smallest, the smallest exit of in the history of exits. But it was still fun to kind of go from A to Z in a pretty short period of time, so we always wanted to work together again, and our timing sort of leapfrogged over the next few years, and the timing finally lined up kind of mid 2022,

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Parker Ence: and we both were interested in we we since then had had done other Fintech companies right. He had actually started a

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Parker Ence: a Fintech company more on the accounting side that was eventually acquired by bill.com I had done. I have been the CEO of a Fintech company, more on the insure tech side, and then after that, I was the CEO of a big data company that used AI to gather data for data scientists. And we were both really interested in doing

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Parker Ence: Fintech again. And so the 1st idea that we came up with was actually like terrible we basically.

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Parker Ence: you're familiar with like structured notes.

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Mark Wickersham: Yeah.

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Parker Ence: So our big idea was, we're gonna create a secondary market to provide early liquidity to structured notes right? Like the like, the one downside of structured notes is, you're kind of locked in for 2 or 3 years longer.

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Parker Ence: and you know the 1st advisors that we talked to. They were really kind about that and encouraging. And then we finally got to an advisor that was like, guys like, I'm not going to be nice to you like. This is just not something that people really care about or need. And so and then that ended up being true, right? So there wasn't really any demand there. And so we then started working on a problem that we'd had, which is

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Parker Ence: in the in the other companies that we'd run. We always hated having to type data into SalesForce or so you know, some other CRM.

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Parker Ence: And this was right when GPT 3 was coming out. So it was right when these large language models.

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Parker Ence: we're actually getting really useful. And so we built a meeting assistant that would take a meeting.

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Parker Ence: It would turn the meeting into data. And then we could take that data and very easily update the CRM after a call.

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Parker Ence: And it just so happened that I've got a brother who's been a financial advisor. His whole career got a brother-in-law. I've got a good friend that's a neighbor.

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Parker Ence: and I was just sort of giving them Updates on what we were working on, and at 1 point or another they all said, Hey, like I love investments. I love clients. I hate notes. I hate typing stuff into my CRM. Can you? AI away a lot of this meeting, admin? And so that was really the spark that led to us, saying, You know, there's so much more that we could do for this meeting cycle. And that led to us launching the 1st version of jump in January of 2024.

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Parker Ence: And that was really just we're gonna use AI to generate a meeting note after the meeting that you know any compliance officer would be happy with. And then we're gonna also use that data to update the CRM send a recap email back out to the client all those things that can add up after the meeting and take a lot of time. And so that was really where we started in it. And then it just sort of unfolded from there, and we continued to add on from there.

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Mark Wickersham: Well, you certainly have tapped into a use case. That's been a pervasive problem in in the industry, and that there's obviously other dynamics in the industry in terms of

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Mark Wickersham: the ability to attack, attract, and retain talent. It's definitely been a talent issue succession planning lots of

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Mark Wickersham: issues that that force the advisor to need to be more productive. Also, as you noted, like the advisors, that they want to spend time with their clients, they don't want to be doing admin work, and certainly jump can help with a great deal with that.

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Mark Wickersham: tell me about Jump, who's jumps? Ideal client, and what makes jump unique, especially in comparison to maybe I wouldn't call them generic note takers, but something that you might find in in kind of Microsoft or Zoom. How? How are you specific to the industry.

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Parker Ence: Yeah. So when we think about our ideal client, we think of 2 different types of users

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Parker Ence: one of those types of users is the advisor themselves, and if I'm an advisor.

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Parker Ence: I'm spending about a 3rd of my time on all this administrative work like you just said.

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Parker Ence: And so, you know, my goal is really, how do I get back hours in my week so I can spend more time with my clients. Do more for my clients go out and find new clients.

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Parker Ence: And so when we think about that user.

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Parker Ence: we think about, how do we allow an advisor to show up prepared for their next client meeting without having to go dig through all of the old notes that are sitting in the CRM. Or sitting who knows where or sitting in the financial planning system.

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Parker Ence: And so the goal there is. We just hand over a briefing where AI actually goes and kind of digs up all the data that you'd want to know before the meeting and delivers it before the meeting starts.

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Parker Ence: During the meeting.

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Parker Ence: Ideally, we could just be having a conversation like 2 humans, a lot of the times the advisor is stressed about, you know. There, there can be serious problems if you don't. If you forget something that a client tells you to do right, or you miss an important.

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Mark Wickersham: Mandatory distributions, those type of things right.

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Parker Ence: Yeah. And so there's always a little bit of stress of I don't wanna miss something important. And so then what ends up happening is the advisors either multitasking and trying to write everything down while the meetings going, or they might have an assistant or or or 2 in the meeting to try to help with that

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Parker Ence: which is great. But our goal is, Hey, let's actually use AI to capture all of the data from that meeting, so that the advisor can just be a hundred percent present and have a conversation and be engaged. And then, when the meeting's over, if you think about the checklist.

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Parker Ence: Of all the things that have to happen after that meeting.

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Parker Ence: I've got to update my CRM, I've got to organize all my tasks and cases and workflows to actually take action on what we talked about during the meeting. I've got to send a good email to the client that documents here's what we talked about. Here's what I'm gonna do. Here's what you're gonna do and start plan.

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Parker Ence: I might be sitting there a day later saying, I know they told me who the beneficiary was on that account.

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Parker Ence: Who was it? And I gotta go back and dig through right?

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Parker Ence: And and then I've got to have really good documentation.

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Parker Ence: So these are some of the most popular AI workflows that jump has built in, which is, we use AI to essentially deliver a 95% final draft or 98% final draft that the advisor can then review and then send off one that's new for us

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Parker Ence: is a lot of times, especially in these discovery meetings. The client is just giving a ton of information about hey? This is my mortgage, and this is where I've got some retirement accounts. And I've got this insurance policy that's got this limit.

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Parker Ence: And all that data is just kind of floating in the air. And so what we do is we pull that in and we organize it. And we organize it based on the financial planning tool. So think E money or write capital. And then we can basically update the input data to generate a financial plan really, really quickly, with all that data that was expressed verbally during the meeting. So that's a more recent integration that we have. And all of this is really to

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Parker Ence: try to achieve the goal of

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Parker Ence: delivering a better experience for the client, more prepared, more present, better follow up higher quality, follow up better experience for the advisor, because we don't have to spend time doing all these things that aren't really that fun. They're important, but they're not that fun. And then getting back a bunch of time that can then be reallocated elsewhere.

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Mark Wickersham: That's the rare use case these days where technology helps you be more present versus less right? So talk to me about jump in terms of how much time

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Mark Wickersham: is jump, saving the typical advisor a week. And then what are you seeing in terms of across the industry in terms of

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Mark Wickersham: AI adoption and adoption rates for for AI. Note. Taking specifically.

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Parker Ence: Yeah. So we actually have run some surveys with our users to get a more kind of statistically significant answer on that question you asked, which is, how much time is this actually saving

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Parker Ence: the average jump user is saving at least 1 h per workday, and in some cases it can be as high as 3 h per workday, and that would be, for think of teams that are just back to back on meetings all day. They really pack their schedule in.

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Parker Ence: That's going to be as high as 3 h. And so then the next question is, where is that time getting reallocated? And so we? We asked about that, too, and it was a pretty even split across 3 areas.

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Parker Ence: Do you want to take a guess, knowing everything you know about advisors, where they might take an extra few hours a week, and where they might stick that time.

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Mark Wickersham: So is that being, actually more client facing? Or is it more prospecting.

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Parker Ence: Yeah. So doing more to go find new clients was definitely one of those one of those 3. One was doing more for the client than they would have. So

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Parker Ence: going ahead and and kind of creating the full, comprehensive plan, or, you know, spending more time on an estate plan something like that. So just doing more for the client.

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Parker Ence: And then the the last one was just getting back more personal time. So instead of staying late on Friday night, reliving all these in notes getting home on time on Friday.

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Mark Wickersham: I mean 5 HA week. That's significant. That is not to be over overlooked. I mean that that's, you know, over a half a day, especially when you're talking about

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Mark Wickersham: senior resources client facing advisory type of resources which which are in high demand these days, and and not very scalable. So to be able to add that kind of scale into that

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Mark Wickersham: what would you say to the the percentage of the I forget what the AI note taking adoption across the industry. I think I've seen some like 60%, which is high and it's been rapid. But still there's, you know, close to 40

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Mark Wickersham: plus percent of the industry hasn't adopted it. What would you say to that? That percentage.

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Parker Ence: Yeah. So if you if you go out and look at all the surveys right the the T 3 and kitsis and and others.

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Parker Ence: and you look at AI adoption by advisors. The 1st thing that you'll notice is the number one adopted solution is, gonna be some kind of general chat, bot. So chat, gpt, or perplexity, or Claude something like that which totally makes sense. The way that we think about those tools.

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Parker Ence: If you think about kind of Microsoft word or Powerpoint or excel. They're kind of these general purpose utility tools that you can use for just anything. Chat, gpt, and chat bots like that. We see those as sort of the Microsoft Excel, or the or the Microsoft word for the AI era. Right? Everyone's gonna it's just becomes your thought partner, and all kinds of different things.

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Parker Ence: And then, after that.

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Parker Ence: if you think about all the different things that you could use AI for financial planning, actually moving money around, or actually designing, you know, portfolios or or rebalancing.

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Parker Ence: As far as I know, firms are very much, not quite to that point yet, and so then the question is, well, where's the other areas that I can get high impact? But the risk is is acceptably low. And that's why our category, which is AI for meetings and and productivity

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Parker Ence: has been the second most adopted category. Right? And so

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Parker Ence: I think what you see within our category is you've got jump, which is advisor specific. It's designed with advisor workflows in mind.

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Parker Ence: There's integrations into the rest of the Advisor tech stack.

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Parker Ence: There's customization to make all of the outputs match the style of the firm, or the team or the advisor, whichever level the firm wants to to kind of customize.

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Parker Ence: And then there's a compliance layer that's built around all of that to deliver this in a way that the chief compliance officer can feel okay about.

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Parker Ence: So that's I'd say very, very popular option. And then you've also got these more generic horizontal note taker tools, which they don't do as many things, but it does generate an AI summary of what happened, and maybe a bullet point list of the next steps and those kinds of things.

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Parker Ence: And for some advisors, that's a good enough solution. So we're focused on, how do we get AI to do as much work as possible for an advisor? Specifically, which is why we've been. We've grown so fast. And so I think that's what we see. And you know, it's been really fun to see adoption by

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Parker Ence: some of the largest brands in our space right on both the Ria and the broker dealer side. So we definitely see this capability as something that a few years from now will be a given just like Crm, or I mean, it's already almost getting to that point today.

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Mark Wickersham: Yeah, it seems that the adoption

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Mark Wickersham: right? This, it's a great use case to to apply AI to. I think you know, with jumps, case being industry specific. Obviously compliance. I I think that's 1 of the things that's probably held back. The industry in terms of AI adoption is that, you know, compliance is a significant. You have a regulatory hurdle that you need to overcome. So you need specific solutions that are specific to the industry that help the advisor meet

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Mark Wickersham: those compliance needs. You also have the ability for firms to want to protect clients, privacy, and personally identifiable information. Can you talk to me about that? How does

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Mark Wickersham: jump help in terms of compliance? How does jump help protect Pii.

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Parker Ence: Yeah, yeah, super important. And when we were very 1st building jump, we went and met with a bunch of former Sec and Finra regulators to get their take on. You know what are the different hotspots that need to be considered if we're going to deliver a solution like this. And so, you know, based on their advice. And then we're now approved by

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Parker Ence: some of the largest firms in the country, actually, literally the largest firms in the country.

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Parker Ence: And so it's been really important for us to go through that process with them, understand how they think about the different hotspots of where things need to be planned for and and kind of built for.

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Parker Ence: And so now Jump has the largest range of compliance configuration options. And so some of the things that are really important. The 1st is a lot of advisors are nervous about Federal and State wiretapping laws. So what that means is, you can't just go record people without them knowing or capture data about them without them knowing you've got to do disclosure and consent. And so one thing that we do

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Parker Ence: within jump is, we try to make that as easy as possible. We build in disclosures we build in ways to let the client know what's going on.

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Parker Ence: and as a side note.

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Parker Ence: I'd say about 20% of advisors express some nervousness about. Is it going to interfere with my conversation? If I'm capturing the you know the the meeting in some way.

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Parker Ence: And you know, we, I'd say, yeah, about 20% of advisors get nervous about that. And 0% of our of our users have come back and said, this just doesn't make sense for me, because my clients don't like it. It's actually been the opposite. It's been, hey? I now am able to deliver better experience for them.

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Parker Ence: If they have questions, I just tell them, hey, you know, this allows me to go back and review things so that I can get a second pass and and really make sure we're doing the best job for you that we can I also have a team? So this helps them help me help you. And so that's been, I think, actually more of a positive than a negative, which has been great.

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Parker Ence: The second piece that often comes up

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Parker Ence: is when Chat Gpt 1st became really popular, like people became aware of it.

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Parker Ence: The sec came out and said.

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Parker Ence: you need to be very careful when you put any kind of pii or confidential information into an AI model, because if that model is somehow learning from or retaining that data, there's a risk that it could leak out to other users, which obviously would be a horrible outcome in our industry where we're dealing with such sensitive and confidential information.

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Parker Ence: And so the solution for that is the way that jump has designed our data processing

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Parker Ence: is the AI models that we use. They're not learning new information from the data that the user puts in. So if you have a meeting, that meeting's not getting stuck in the model somewhere. It's it's you can think of it more like a giant calculator where it's gonna do the work. It's gonna give you the summary. And then it's gonna clear it's not retaining any of that data.

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Parker Ence: And then the last piece is just

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Parker Ence: standard security and privacy practices that you'd expect from any modern software company. Think, soc, 2, type 2, compliance and and audits. You know. Think, encryption. Think penetration testing all these things that you would do to make sure that you're protecting that Pii and that confidential information. And so those are also really important things to think about. And

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Parker Ence: and then I, actually, I forgot one books and records. So there's actually a question in the industry around, how do we handle

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Parker Ence: some of this data that's collected transcriptions, video or audio are those books and records, are they not? And it's actually been interesting for us. There's not consensus on that. So we see firms taking pretty different sides on that. Some would treat a video like books and records, some would not. And so in jump, we've actually developed 2 methods for capturing data

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Parker Ence: one is, it outputs the full recording so the firm can get the full video and full audio. Some firms really like that because they can use it for training purposes, or they can just use it as a way to go back and check the details of something. If you're in some kind of technical discussion about estate planning, or something like that. It can be really helpful to go back and play the tape back.

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Parker Ence: Other firms are saying, no, we really don't want any audio or video, because that's something that we now have to archive and and do surveillance on. And so we have what we call summary only mode which generates all the same outputs, but without generating any media that then has to be handled. So we have both of those options for firms depending on what they want to do.

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Mark Wickersham: Talk to me a little bit about the next wave of

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Mark Wickersham: AI around a genic AI and the ability to have agents do work for

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Mark Wickersham: the advisor working side by side, co-piloting and and really adding to that next level of productivity

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Mark Wickersham: just in general for the audience. Just kind of explain that that kind of next wave that that's coming in or is already here with AI, and what that's gonna mean for the advisor.

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Parker Ence: Yeah. So I think it's been really fun to see the evolution of this technology over time.

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Parker Ence: The concept of AI has been around since the 19 fifties. And so AI in some form has been around for a really long time.

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Parker Ence: The last generation of AI required highly structured data. So think of something that might look like an excel spreadsheet where you've got data that's like meticulously organized and meticulously labeled. And it's very organized.

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Parker Ence: That was what most of these AI models required

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Parker Ence: before this most recent wave of generative AI. And what's so cool and special about this most recent wave of AI is that because it can. And I'm oversimplifying. But essentially read and write language. And and you know, quote, understand it. It's able to deal with data that's very unstructured. So if you think about all the unstructured data that's floating around the advisor's desk.

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Parker Ence: you've got conversations. Those could be happening on a virtual meeting or in person or on a phone call. You've got text messages. You've got emails. You've got data that's sitting in forms or statements or other documents. And that data before now, you couldn't really automate much with that.

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Parker Ence: because it wasn't structured or organized enough. So now we finally can, right? So if you look at

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Parker Ence: one example of what jump does is it's gonna extract all of the next steps that need to happen after your meeting. Organize them based on your conversation. You had make it so that you can save those into a Crm or into a task task management tool. I mean that that would have been unheard of even like 2 years ago to extract data like that. And so that's what we would call an AI workflow.

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Parker Ence: And that's just applying AI to some kind of workflow in a way that AI can start doing some of that work.

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Parker Ence: What a lot of technology folks are talking about today is this idea of agentic or full on agents. And if you think of an agent

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Parker Ence: and and and we've seen companies use the term agent to describe all kinds of things. But a pure AI agent would almost feel like hiring someone. Right? It would be, hey? I'm gonna hire a paralegal agent. And this is just an AI system that can take

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Parker Ence: instructions the same way a human would and can actually go take action the way a human would across different systems. And that's now sort of what most technology or a lot of AI technology companies are working towards. Now, we're still a little bit of ways away, a ways away from having full blown agents, and, as you can imagine

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Parker Ence: in our industry, the idea of setting an AI agent loose to do all kinds of different things is, it's going to require a lot of governance, a lot of controls like, up until now it's been really important to have human in the loop, which just means a human is going to approve everything before it actually gets executed, which is really important. And so I think, yes, over the next few years we'll start to see these full agents. You could imagine

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Parker Ence: an agent that goes out and finds you new clients. You could imagine an agent that does financial planning. You could imagine an agent that is going to do sort of client service request handling. And there's little bits and pieces of this that are showing up here and there. There might be a chat bot on a website that can answer basic questions. There might be AI system that can do basic research for you on a ticker or something like that. Those are the things that are showing up now.

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Parker Ence: Our goal at jump over the next few years is to build that library of agentic workflows where you can turn on these different things and and basically get AI to do the work for you, which is really exciting.

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Mark Wickersham: Yeah, I think it's

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Mark Wickersham: obviously, that's a great explanation. Thank you for kind of going through that. I think that unstructured data has been a real boom

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Mark Wickersham: for the industry that that AI has been able to unlock. I think alternative investments is kind of that classic use case where almost all the information is just locked in documents and Pdfs that the industry never evolved beyond 1986. And there's always had a ton of operational friction. And now that they could really be unlocked

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Mark Wickersham: and pretty well, and you can see, like transcriptions are are really accurate. Being able to to take unstructured information and documents and put it in the structure. Information is highly accurate. But now you see an agentic AI coming on, and where you're gonna even have agents that are going to work with other agents to set up new accounts and and do all these other things that are going to help, you know, make the Bionic advisor. I think it's fantastic and and the future is.

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Mark Wickersham: It's it's not coming, I think, when they say the future is unevenly distributed. And and you know it's here in some places. And and then you're gonna find it more and more in not only AI specific applications, but in other. You've seen others, industry, standard applications, your investment management systems probably already using AI for reconciliation and and other tasks that you may not even be aware of.

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Mark Wickersham: So one of the interesting things about jump that that's fairly new. But I've seen some of the insights that you guys been able to put out is that, you know. Obviously, you get this really rich data set you've been able to like, kind of go through and and get some insights that are.

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Mark Wickersham: I wouldn't say controvertual, but maybe I've got to put some thinking on the head. I think one of the ones I saw was around. How much advisors talk versus the client talks and what the advisor thought. The advisor thinks they're talking 20% of the time where it's actually the opposite. Can you share with me. You know some of the insights specifically around that one, but some of the other insights that you've been able to gleam.

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Parker Ence: Yeah, absolutely. So. This has been a really fun evolution for us. Jump now has something like 1.2 million different conversations that have been processed on the jump platform. So you can imagine if you're a data scientist or a researcher that's like a dream. That's a dream, right? Because you can actually understand reality. And so what we do is we take sets of conversations.

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Parker Ence: We render them completely anonymous and aggregated. So what that means is the the data set that we use to do our research. It's scrubbed of all of the Pii and confidential information. So it's a safe, clean data set that can. It's irreversibly anonymized. So we take that as the as the as the data.

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Parker Ence: And then we start to ask questions like.

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Parker Ence: what's the balance of talk time between a client and an advisor? And the one that you mentioned is one of my favorites, because it's just so funny. So if you go look at the survey data, the survey data will say that 80. It's either 87, or 88. I can't remember. It's 87. Let's say, 87% of advisors believe that they talk less than the client talks. And so it's like, Yeah, I'm doing as much listening. I'm doing more listening than I.

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Mark Wickersham: More or less. Yeah, right?

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Parker Ence: And then, if you look at the jump data.

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Parker Ence: it's almost exactly the opposite right? It's like 84% or something in there of advisors talk more than they listen.

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Parker Ence: And so it's just kind of a really funny

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Parker Ence: and stark example of how it's actually very hard to be self aware, right? Like we all have these blind spots. And so our goal with our insights program, is to start to shine a light on.

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Parker Ence: Let's all be more self aware about what we're doing. Let's also be more aware about what's on clients. What's on the client's mind as we look across a firm or across the whole industry. I'll just share one example there.

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Parker Ence: So over the last few months, we've obviously had a lot of activity on the on the tariffs front and on the kind of new legislation front.

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Parker Ence: And what we found from the data was, if a client comes in and they bring up concerns about tariffs and how that might affect them. Moving forward, they're 3 times more likely to request to deviate from their financial plan right? And say, Hey, I want to move stuff into cash. I want to move stuff into money market.

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Parker Ence: Kind of similar thing around. Talk about the big, beautiful Bill! If they show up with concerns, and it doesn't matter. It's tariffs this year. It's big, beautiful Bill. This year. It could be anything right. But if there's some kind of change in the air that they're concerned about. They're much more likely to ask to deviate from their plan. So it's good to be prepared for that. Another

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Parker Ence: recent one is around concerns or fears about tax.

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Parker Ence: So you would expect that that would peak kind of end of year leading into April, when most people. That's when they have taxes on their mind.

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Parker Ence: Because of all this new legislation, and people are still trying to figure out, how is it going to affect me. And how does it change the tax treatment of my personal situation? There's actually more fear right now about tax than there was during tax season, which is pretty interesting. So those are some things around

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Parker Ence: kind of, you know, the mindset of of the end investor.

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Parker Ence: And then, on the other side.

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Parker Ence: we can look at what actually works. You know, advisors have all different ways that they talk to new prospective clients. They have all different ways that they explain things to clients when they're trying to give rationale for their recommendations. And it turns out not all of those approaches are equal right? Maybe no big surprise there. But just one simple example is.

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Parker Ence: if an advisor can find a quick win in that initial

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Parker Ence: Intro meeting, maybe they say, Hey, I've already identified that I can save you $500 on taxes, or I've already identified that you've got this 401 K. That is over allocated to your old company's stock, and it's just kind of languishing. We need to move that over so you can get a better return on that.

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Parker Ence: Just some kind of a quick win. It's significantly correlated with that prospect becoming a new client. Right? And so our goal with insights is really just to start to uncover those golden nuggets and put them in the hands of advisors everywhere to help them be more successful.

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Mark Wickersham: Builds that trust that gives you showing demonstrating value right away. Right? So like that makes sense. I, I, before I got on this, podcast I found a couple of transcripts into AI. To make sure I wasn't talking too much to. I wanted to know what percentage I was talking versus versus my guests. I think it's really, I think that's interesting that you know you think you're being present. You're thinking you're being active listener, but in in some cases you may actually be talking

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Mark Wickersham: too much. So in terms of AI adoption, obviously, you you've worked with.

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Mark Wickersham: you know, thousands of advisors. What do you recommend? How should advisors think about AI adoption? What's the best way for them to get comfortable with the technology?

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Mark Wickersham: How can they roll it out, how can they get those early wins? What recommendation would you give to the, you know, 40% of of advisors that that haven't adopted AI yet? And and how should they go about it?

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Parker Ence: Yeah. So I think the 1st thing to think about is.

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Parker Ence: should I actually care about this AI wave?

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Parker Ence: And I think it's good to just internalize the fact that this wave of generative AI

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Parker Ence: will change everything the same way that mobile phones changed everything the same way that the Internet changed everything.

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Mark Wickersham: Yeah, yeah.

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Parker Ence: Same way that you know, cars changed everything. It's a fundamental technology.

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Mark Wickersham: Electricity, one of those things right?

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Parker Ence: Absolutely, absolutely.

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Parker Ence: And so

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Parker Ence: you've got a choice. You can. And there's sort of this famous technology adoption curve of kind of the mad scientists, people who are excited about technology just because it's new. And then you've got the group that are early adopters that want to. They want to use technology because it's exciting. And they want to get an advantage right by being the first.st

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Parker Ence: And then you've got kind of this early majority.

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Parker Ence: And the early majority. Those are those are people that they'll adopt technology when it becomes really practical and useful. And I think that's kind of where we are with these sorts of advisor solutions. We've gotten past

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Parker Ence: the safety aspect where now you've got. You know, the the national broker dealers and the big national Rias and the big enterprises.

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Parker Ence: They've all developed their AI safety policies. They've got a path to where they feel like, Hey, there's a way that we can deploy this. And it's okay. You know, we're comfortable with that. So a lot of the barriers are coming down to. I don't think advisors can typically now say I'm not allowed to do it. It's more just which solutions am I able to do today? And so my thinking, I guess my

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Parker Ence: my invitation would be, don't wait. I mean, this is something that if you look at what jump was doing a year ago, it looks like a tricycle compared to what we're doing today. Things are moving very quickly.

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Parker Ence: Yeah.

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Parker Ence: And it's a it's a good time to not wait. Gotta jump in. Gotta start getting comfortable. I think the 2 easiest places to start.

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Parker Ence: start to make chat, Gpt, or Claude, or whatever your favorite Chatbot is. Grok, make that part of your of every day. Just start using it that gets you comfortable with how AI works, what the limitations are, and gets you thinking with that kind of expanded brain.

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Parker Ence: And then I think that jump is a great second way to to try something that's a little bit more specific to advisors, and that is designed in a way that you don't really have to change your behavior much right? You just do your meeting the way you would normally do it

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Parker Ence: and jump kind of takes care of the rest, so I would say, don't wait. It's time to start building that iron man suit. I think you, said Bionic advisor a few minutes ago. It's time to start building that iron man suit for yourself to give yourself the leverage that you're going to need to be able to do more with this amazing technology.

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Mark Wickersham: Yeah, I think that's a good analogy. I do think AI will be the advisors. Iron Man suit I think

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Mark Wickersham: it's a good point about personally, like, you know, if you're still using Google search like, maybe that that's an easy area that kinda

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Mark Wickersham: start using chat, gpt, or whatever servers you prefer on that you'll get much better results. But also, I think, in terms of just identifying some use cases like, where where's the pain? Don't just look for AI for AI sake or technology for technology's sake. Where are the pain points? Where can I identify some, some quick and early wins, identify those

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Mark Wickersham: people within the firm that can kind of Beta test it or pilot it and be those evangelists and then help the even. So you know the the Jeffrey Moore technology adoption curve. You could even see that within a firm right? You're going to have some people that are going to be that want to play with that new new technology that want to be those early adopters of technology, and then they can help the the laggards in the in the early majority. Take that on, but

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Mark Wickersham: don't wait like it's it's here. Now. There's tremendous amount of value that can be provided from AI. Some cases, I think, especially around like note taking. You're talking 10 x type of of capabilities. So

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Mark Wickersham: hopefully, people will will be

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Mark Wickersham: more and more folks will will be coming on that as the use cases become clear and they get comfortable with the privacy and and the compliance concerns of it with the the overall evolution within the the wealth management industry. Taking a look out, things are moving so fast, let's say 3 to 5 years. It feels like forever, because 6 months ago feels like for my forever. But

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Mark Wickersham: can you give me a prediction? What what do you think, Ed? What's going to happen in the wealth, management, industry in the in the next 3 to 5.

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Parker Ence: Yeah.

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Parker Ence: Well, I think that there are some things that are very exciting overall. It's very exciting. There are some things that I would be I'd be paying attention to if I was an advisor.

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Parker Ence: One of those things that might be a little bit scarier is. There was a Deloitte report that came out and said, by 20, I think it's 2027,

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Parker Ence: most consumers will go to something like Chatgpt as their 1st place to get advice right. And and when I say advice, I just mean typing in questions like, should I do this or that? And why? And that kind of thing?

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Parker Ence: And that's that's a big shift, right? I think in the past you would have said it was Google. And frankly, the answer that Google search would give you is not going to be nearly as interesting as something that one of these large language models can give you, especially as they get connected to more and more data sources. And so I think it's going to be really important to think about what doesn't change as this source of information, and even knowledge becomes more accessible.

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Parker Ence: and the position that we've taken a jump is the human connection when it comes to something as important as these critical decisions in your life. Some of the most, if not the most important decisions you ever make about your financial security and planning ahead for retirement, planning ahead for end of life, planning for the next generation.

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Parker Ence: There is some innate human desire to connect with another human and get guidance and wisdom, and not just information. And so

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Parker Ence: the cool thing is, AI is going to drive all the administrative slog to 0. And so you're going to have more time to work with clients. But there will be, think of kind of robo advisor, 2.0. There will be technology companies that try to replace what advisors are doing. And I think,

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Parker Ence: certainly the lowest end of the market, like the clients that have maybe the lower net worth. That's probably the segment that's the most vulnerable to that kind of substitute. So I think it's really important again, to build that ironman suit to where you can actually

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Parker Ence: either take on a lot more clients than you could have because of your productivity, and because of the insight you have through AI,

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Parker Ence: or take on a smaller number of large clients. But you can just do so much more for them than you could before. With the help of AI.

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Mark Wickersham: I think that makes sense. I think. I think Amazon uses that that methodology to they go. What's not gonna change in the next 5 years, right? And everything's clients gonna want faster delivery. They want lower prices

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Mark Wickersham: on the advisory side. You know, you're gonna people are gonna retire. You're gonna have taxes. And then just that that basic human element, people are going to want to have that connection. They want to be able to be heard. They're gonna be seen. Those are all important things are not going to go away in the next 3 to 5 years. So I think that makes a lot of sense.

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Mark Wickersham: I love to end the wealth tech podcast on 3 questions that have nothing to do with wealth. Tech.

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Mark Wickersham: your personal use of AI! How do you? How do you use AI in your in in your day to day life.

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Parker Ence: Yeah.

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Parker Ence: So I use AI all the time, just for it's it's now kind of my 1st place, I'll go to ask questions and search.

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Parker Ence: but maybe more of a fun one. I actually have a ton of fun with these AI image generators.

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Parker Ence: And if you haven't messed around with one of these. Just go get into Chat Gbt, or or any of these any of these things.

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Parker Ence: and just have it generate an image, and it's a ton of fun. And I love doing this with my kids. I've got 5 young kids at home, and we'll generate all kinds of funny funky images that the funniest thing that we've ever done.

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Parker Ence: We played this game where? Where my spouse and I, we we had to paint

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Parker Ence: a portrait of each other.

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Parker Ence: This is like one of these, like Instagram trends. Right? So you basically sit across from each other. You paint a portrait of each other. By the way, I am not an artist at all. And so my portrait looked like a muppet. But basically you kind of like, flip it around when you're done, and you see what you've done. And this was really a funny game.

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Parker Ence: And then, a couple months later, we took those portraits and put them into AI and said, this is a portrait of a person. Turn it into a photo, and then you kind of see like how close you were. And so that was, that's really a fun one. So I would recommend, yeah, go mess around with the image generator. If you haven't already.

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Mark Wickersham: Yeah, I've been doing that. I had a did. My head shot into a into a painting which is kind of interesting. I don't know. I feel like AI adds, 10 pounds. But

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Mark Wickersham: What you're you're from Utah. I love Utah. There's some amazing places in Utah. What are some of your favorite spots in Utah.

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Parker Ence: Yeah. So we live in Cottonwood Heights, which is right up next to 2 different canyons, too. They're called the Big Big and Little Cottonwood Canyon. So we we love going mountain biking up there. Skiing. I like going skiing with my kids at the local ski resorts. And

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Parker Ence: I mean, Utah is a great place to be year round. We were talking before we started about Moab. Right? That's like another planet. It's all red rock and.

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Mark Wickersham: Hey!

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Parker Ence: And then, you know, just a few hours away, you can be in evergreen forests. And so it's a. It's a lot of fun to be here in Utah and get outside.

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Mark Wickersham: It is gorgeous, I mean, it's you know, to you can ski one the same day, and then golf or or mountain bike in the in the afternoon, if you got the energy. Certainly, even in Moab they got a shuttle. Take you up to the Lasalles, which is.

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Mark Wickersham: you know, green and and forestry and cedar forest, and then you can be down in the Red Rocks. I'm a big fan of the canyon lands and and Moab as a mountain biker. I still think it's the Mecca of kind of, you know, Destination mountain biking, and it is pretty epic out there. What's a favorite book that you've read recently that you'd recommend to the listeners.

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Parker Ence: Yeah. So if you're if you're into kind of Science Fiction or anything like that, I just completed a book series. I actually hadn't heard about this book series, but I saw the Netflix had done an adaption that I thought was really well done, called silo

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Parker Ence: and and so I thought, wow! This is like a really interesting story. It's about these folks that are living in this underground bunker, and they don't know how they got there. And

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Parker Ence: excuse me.

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Parker Ence: it's about these folks that are living in an underground bunker. They don't know how they got there, and they're just kind of surviving, and it's all about the society, and kind of how they how they're able to do it. So I went. And it's kind of funny. I went, and

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Parker Ence: I thought I found the book.

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Parker Ence: and it turns out I got about halfway through the book. And I'm thinking, man, this is so different than the than the show.

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Mark Wickersham: Really chase the show? Yeah.

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Parker Ence: There's like zombies in this book, and I don't remember any zombies in the in the show, and it turns out, is the wrong like silo book, and so, anyway, I had to. I had to go find the right one, but the 1st one is called Wool WOOL. And that's a pretty, a pretty interesting one. On the fiction side.

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Parker Ence: And

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Parker Ence: I also just reread the the 7 habits of highly effective people. I hadn't read it since college.

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Parker Ence: And

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Parker Ence: I'd say other than the references. I mean it just ages, really. Well, it's like, really, really good, fundamental.

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Mark Wickersham: Bobby. But yeah.

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Parker Ence: Yeah, yeah, yeah, Stephen Kelby, book and and just the reminder to be proactive. Don't be reactive. Right? Be intentional about your life.

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Parker Ence: Design the life you want, and then go and kind of try to organize your calendar accordingly. So on the nonfiction side, that was a great one.

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Mark Wickersham: I took. I took a class. I took the I took that class back in the day I found it helpful. I mean, there's principles that

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Mark Wickersham: you apply universally regardless of the age. Like you said, maybe the examples are a bit dated, but that's great. And you know, as a typical dad. Of course I love to read the World War, 2 books and finishing up the Atkinson. He has a 3 part series. He's got a 3 part Revolutionary War series that he's coming out with. But he has an amazing 3 part

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Mark Wickersham: series on World War 2. And you us involvement in that. And it's just

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Mark Wickersham: just wanted to be obviously one of the biggest events that happened in the world. It was was World War 2. And and it's just us involvement in, and what we went through was

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Mark Wickersham: absolutely amazing. I think he has a great, he writes with such

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Mark Wickersham: he had such detail to it. That kind of brings it alive, which I think makes him a a great writer. You can see why his other books are so popular as well.

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Mark Wickersham: Well, Parker. This has been a great conversation I really appreciate. You've been on the show. This has been a fun one, and I think people are gonna get a lot out of it.

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Parker Ence: Yeah, thank you so much for having me, Mark. And maybe I'll just you said Revolutionary war. So we just had the 4th of July. There's a great

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Parker Ence: 3 part series on. You can get it on apple TV called Washington.

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Parker Ence: and it goes through kind of George Washington and and things that maybe things I didn't know about him which was really cool. But anyway, it's so great to be here with you. Thanks for a great conversation. And and yeah, thanks for having me.

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Mark Wickersham: I'm gonna check that one out. Thanks.