Episodes

Episode 170: The Future of Advice With Paul Blanco

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What will the future of face-to-face distribution look like in the coming years? Today, we talk with Paul Blanco, Founder and CEO of Barnum Financial, about the future of advisors, insurance agencies, wealth management and technology.

Links mentioned in the show:

https://barnumfinancialgroup.com/

https://www.linkedin.com/in/paulblanco/

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Episode Transcript

The discussion is not meant to provide any legal, tax, or investment advice with respect to the purchase of an insurance product. A comprehensive evaluation of a consumer’s needs and financial situation should always occur in order to help determine if an insurance product may be appropriate for each unique situation.

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[paul_tyler]: i this is paul tyler and welcome
to another episode of that annuity show we’ve

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[paul_tyler]: got a really interesting guest on this
show i’ll tell you in a minute ramsey

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[paul_tyler]: how are you

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[ramsey_d_smith]: great always glad to be here

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[paul_tyler]: okay a lot of news coming out
on in plan annuities are you feeling really

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[paul_tyler]: bullish about that space right now

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[ramsey_d_smith]: hundred percent

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[paul_tyler]: unde per cent

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[ramsey_d_smith]: yeah

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[paul_tyler]: bruno from canada you didn’t have an
election last night did you

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[bruno_caron]: it’s as if

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[ramsey_d_smith]: we’re

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[paul_tyler]: yeah

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[ramsey_d_smith]: in georgia

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[bruno_caron]: but

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[ramsey_d_smith]: were still

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[bruno_caron]: it’s

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[ramsey_d_smith]: electing here in georgia

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[bruno_caron]: oh

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[paul_tyler]: that’s right

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[ramsey_d_smith]: this is going to

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[paul_tyler]: it’s

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[ramsey_d_smith]: be a run

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[paul_tyler]: not

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[ramsey_d_smith]: off

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[paul_tyler]: over

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[ramsey_d_smith]: probably

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[paul_tyler]: with

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[ramsey_d_smith]: yeah yeah

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[paul_tyler]: yeah so

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[bruno_caron]: m

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[paul_tyler]: so i think everybody probably needs a
little bit break from politics at this point

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[bruno_caron]: oh

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[paul_tyler]: as i think we all deserve and
so anyway with us today is an old

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[paul_tyler]: friend from you know way back when
another couple of companies ago um a guy

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[paul_tyler]: who almost needs no introduction if you’re
in this space but paul blanco who is

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[paul_tyler]: the c o and founder of barn
financial paul welcome

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[paul_tyler]: ah well thank you paul you know
who know you know walking down a street

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[paul_tyler]: and at a street cafe would pull
us back together so this is great so

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[bruno_caron]: oh

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[paul_tyler]: you know

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[ramsey_d_smith]: m

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[paul_tyler]: for those who don’t know you know
aren’t like in the north east who tell

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[paul_tyler]: us about barnum financial what is it
you know size product focus you know etcetera

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[ramsey_d_smith]: m

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[paul_tyler]: yeah

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[ramsey_d_smith]: yes

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[paul_tyler]: let’s see i knew you win and
even then your footprint was pretty enormous but

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[paul_tyler]: like where did this start so paul
you just got this big office and right

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[paul_tyler]: that’s that’s the back story

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[ramsey_d_smith]: so to talk a little bit about
that that evolution in the business you started

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[ramsey_d_smith]: out very insurance focused and really you
know there’s a there’s a lot of power

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[ramsey_d_smith]: in integrating the discussion with a client
you know the insurance discussion with a client

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[ramsey_d_smith]: with sort of a wholistic discussion around
planning and andndvcv sort of investment opportunities how

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[ramsey_d_smith]: did you how did you sort of
execute that because part of that is finding

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[ramsey_d_smith]: the right people part of that’s finding
the right platforms did you build did you

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[ramsey_d_smith]: buy tell us about that that entreprenerial
journey

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[ramsey_d_smith]: m

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[ramsey_d_smith]: m m

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[bruno_caron]: oh

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[ramsey_d_smith]: m

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[ramsey_d_smith]: yeah

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[ramsey_d_smith]: m

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[bruno_caron]: oh

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[ramsey_d_smith]: m

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[bruno_caron]: yeah

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[bruno_caron]: that’s really interesting and that’s kind of
where my my follow up is how do

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[bruno_caron]: you marry the two how do you
marry the insurance and the investment and it’s

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[bruno_caron]: not just the products it’s also the
mentalities and everything that that comes that comes

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[bruno_caron]: with it i think everyone agrees that
it’s not one or the other you have

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[bruno_caron]: to have you have to have both
m how do you how do you convey

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[bruno_caron]: that message too your clients to the
audience to general public as to how the

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[bruno_caron]: two are interconnected and how to know
ultimately use both in terms of in terms

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[bruno_caron]: of planning

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[paul_tyler]: ah

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[ramsey_d_smith]: m

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[ramsey_d_smith]: m

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[ramsey_d_smith]: m

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[bruno_caron]: m

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[bruno_caron]: yeah

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[ramsey_d_smith]: m

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[paul_tyler]: yeah and maybe you know i give
you a question to go a little bit

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[paul_tyler]: more to the infrastructure you know we’re
living in a world of extremes and if

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[paul_tyler]: i ask you know people at some
of these conferences what’s the future tribution depend

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[paul_tyler]: on the conference one is okay it’s
all going to be roll ups acquisitions you

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[paul_tyler]: know i gonna we’re gonna create mega
agencies by buying these things up the other

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[paul_tyler]: hand will be now paul it’s all
digital you’re gonna be selling stuff on the

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[paul_tyler]: web we’re still going to figure the
stuff out talk to us about your view

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[paul_tyler]: you know where’s growth coming from here
and how does it work

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[ramsey_d_smith]: yeah

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[ramsey_d_smith]: m

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[ramsey_d_smith]: m

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[ramsey_d_smith]: so then these are like internal internal
whole sailors for you sort of specific product

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[ramsey_d_smith]: specialists

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[ramsey_d_smith]: m

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[ramsey_d_smith]: m yeah

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[ramsey_d_smith]: hm

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[ramsey_d_smith]: oh

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[ramsey_d_smith]: m hm

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[ramsey_d_smith]: m

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[ramsey_d_smith]: m yeah so who do you see
is like your competitors are peers because as

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[ramsey_d_smith]: you as you talk about your business
i can see on one hand it could

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[ramsey_d_smith]: be it could be wirehouses because you’re
trying to bring that complete set of services

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[ramsey_d_smith]: in the way that they do it
could be it could be other as it

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[ramsey_d_smith]: could be lots of different things like
where do you you typically run into people

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[ramsey_d_smith]: i guess in terms of you know
you are competitively

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[ramsey_d_smith]: m

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[ramsey_d_smith]: m yeah

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[ramsey_d_smith]: m m

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[ramsey_d_smith]: hm

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[ramsey_d_smith]: yeah

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[paul_tyler]: yeah

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[ramsey_d_smith]: so you have

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[paul_tyler]: you

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[ramsey_d_smith]: in there just just so there’s henry’s
what hirnderis not not rich

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[paul_tyler]: oh

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[ramsey_d_smith]: yet

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[paul_tyler]: yeah

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[ramsey_d_smith]: and then there’s and then there’s the
mass affluent and there’s high net worth you

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[ramsey_d_smith]: can cover all three of those categories
m

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[ramsey_d_smith]: m

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[ramsey_d_smith]: m

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[paul_tyler]: yeah you know over the last couple
of episodes we had some really discussion good

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[paul_tyler]: discussions about in plan annuities you know
where where this will had secure act to

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[paul_tyler]: open

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[ramsey_d_smith]: m

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[paul_tyler]: up some opportunities paul you’ve been in
this space in the work space for a

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[paul_tyler]: long time you mentioned you know the
change in you know being

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[ramsey_d_smith]: yeah

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[paul_tyler]: able to communicate with people virtually what’s
happening in in your mind with you know

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[paul_tyler]: changing how people are working with the
opportunities or the changes in working with companies

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[paul_tyler]: to bring financial planning through their employ
or

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[ramsey_d_smith]: ye

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[ramsey_d_smith]: yeah

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[ramsey_d_smith]: oh

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[ramsey_d_smith]: oh

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[bruno_caron]: yah

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[bruno_caron]: yah

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[ramsey_d_smith]: yeah yeah do you do any work
helping with setting up plans like setting up

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[ramsey_d_smith]: for one c plans

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[ramsey_d_smith]: m

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[ramsey_d_smith]: hm

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[ramsey_d_smith]: yeah

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[bruno_caron]: so while we’re on that that topic
of inplananuities um obviously we talked about the

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[bruno_caron]: comprehensive nature of you know your firm
your business and your your

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[ramsey_d_smith]: m

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[bruno_caron]: background

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[ramsey_d_smith]: m

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[bruno_caron]: assets on their management that’s a fairly
fairly easy concept for all of us to

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[bruno_caron]: understand

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[ramsey_d_smith]: yeah

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[bruno_caron]: but how how do you generate income
how do you see income being generated through

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[bruno_caron]: um you know through retirement how do
you view it obviously in this in this

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[bruno_caron]: particular environment where things have become a
little a little harder so

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[ramsey_d_smith]: oh

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[bruno_caron]: how do you how do you advise
your clients to to you know decumulate and

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[bruno_caron]: generate income through through retirement

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[ramsey_d_smith]: yeah

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[ramsey_d_smith]: yeah

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[ramsey_d_smith]: yeah yah we

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[paul_tyler]: ah

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[paul_tyler]: oh

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[ramsey_d_smith]: yeah

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[ramsey_d_smith]: oh

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[paul_tyler]: yeah

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[ramsey_d_smith]: m

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[paul_tyler]: well you mentioned scale paul and i
think this is kind of an advantage of

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[paul_tyler]: scale because you know i ally have
five clients it’s going to be those are

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[paul_tyler]: to be some pretty empty tiles um
now i remember again back to you know

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[paul_tyler]: two thousand this is ramsey bruno i
won’t name names you can imagine

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[ramsey_d_smith]: oh

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[paul_tyler]: paul this

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[ramsey_d_smith]: yeah

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[paul_tyler]: was god can you believe some some
agency manager wants to do his own thing

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[paul_tyler]: he’s got this software c m outside
company he wants to put in here and

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[paul_tyler]: not do what we want what’s it
called sales force you know so you’ve been

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[paul_tyler]: you’ve been in sure tech before insure
tech is ed what kind of scale do

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[paul_tyler]: you have to have in order to
make those algorithm you know feed enough you

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[paul_tyler]: know agents so that your calls to
make

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[ramsey_d_smith]: yeah

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[ramsey_d_smith]: yeah

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[ramsey_d_smith]: oh

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[ramsey_d_smith]: yeah

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[ramsey_d_smith]: m ye

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[ramsey_d_smith]: oh oh

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[ramsey_d_smith]: oh

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[ramsey_d_smith]: ah

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[ramsey_d_smith]: m

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[ramsey_d_smith]: yeah right so so i’ve got sort
of one one parting question because we’re pretty

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00:27:54,357 –> 00:27:58,064
[ramsey_d_smith]: much at the unfortunately i would love
to have you back because it’s actually more

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00:27:58,124 –> 00:28:02,531
[ramsey_d_smith]: to talk about here but you know
so you have you’ve got in a fantastic

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00:28:02,591 –> 00:28:07,760
[ramsey_d_smith]: sort of growth growth goals you know
he said between now and twenty thirty m

193
00:28:08,681 –> 00:28:16,155
[ramsey_d_smith]: paul tyler had mentioned earlier of the
consolidation agregation we’re seeing in the business i

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[ramsey_d_smith]: think you’re still independent at this point

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00:28:23,800 –> 00:28:23,961
[ramsey_d_smith]: yeah

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[ramsey_d_smith]: so i just it’s i can see
a world where you’re an acquirer or you

197
00:28:45,721 –> 00:28:49,307
[ramsey_d_smith]: can be either way sounds like with
the business you built you have a lot

198
00:28:49,347 –> 00:28:53,912
[ramsey_d_smith]: of option so um it’s probably a
bit of an impertinent question so i apologize

199
00:28:54,012 –> 00:28:59,678
[ramsey_d_smith]: but you know but very interested to
see you know how this progresses for you

200
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[ramsey_d_smith]: in the coming years

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00:29:07,440 –> 00:29:08,580
[ramsey_d_smith]: m m

202
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[ramsey_d_smith]: m

203
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[ramsey_d_smith]: m

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[paul_tyler]: yeah

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[bruno_caron]: yeah

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00:30:06,763 –> 00:30:06,903
[bruno_caron]: yeah

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00:30:10,089 –> 00:30:10,798
[paul_tyler]: oh this is great

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00:30:10,814 –> 00:30:11,795
[bruno_caron]: paul tyler there’s a

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00:30:11,819 –> 00:30:11,960
[paul_tyler]: yeah

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00:30:11,835 –> 00:30:15,438
[bruno_caron]: new podcast if i saw it correctly
coming up on

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00:30:15,758 –> 00:30:16,568
[paul_tyler]: yeah

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00:30:15,899 –> 00:30:17,320
[bruno_caron]: that exact topic if

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00:30:17,279 –> 00:30:17,420
[paul_tyler]: that’s

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00:30:17,480 –> 00:30:17,500
[bruno_caron]: i

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00:30:17,520 –> 00:30:17,741
[paul_tyler]: right

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00:30:18,862 –> 00:30:19,502
[bruno_caron]: if i saw it right

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00:30:20,849 –> 00:30:25,638
[paul_tyler]: the prime life you know i’ll send
you a link it’s were our first for

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00:30:25,858 –> 00:30:31,951
[paul_tyler]: palante doing a little more on the
consumer side um you know now trying to

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00:30:31,991 –> 00:30:35,204
[paul_tyler]: reach the sixty plus group so i’ll
send you link

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00:30:41,032 –> 00:30:41,192
[paul_tyler]: yeah

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00:30:44,277 –> 00:30:48,845
[paul_tyler]: yeah listen to hey it’s that’s you
know you never stopped learning write or experimenting

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[paul_tyler]: you know paul so

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[ramsey_d_smith]: m oh

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00:31:18,750 –> 00:31:18,971
[ramsey_d_smith]: oh

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00:31:38,118 –> 00:31:41,484
[paul_tyler]: hey paul listen thank you so much
for your time you’re doing great stuff in

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00:31:41,524 –> 00:31:45,390
[paul_tyler]: the business and as ramsey said love
to have you back let’s

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00:31:45,804 –> 00:31:46,064
[bruno_caron]: yah

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00:31:45,991 –> 00:31:51,380
[paul_tyler]: we’ll reach out and a lot more
to talk about bruno ramsey thanks so much

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00:31:51,680 –> 00:31:52,621
[paul_tyler]: and paul what’s

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00:31:52,603 –> 00:31:52,743
[bruno_caron]: yah

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00:31:52,661 –> 00:31:56,566
[paul_tyler]: the best way for people to either
learn more about barnum or get in touch

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00:31:56,606 –> 00:32:00,518
[paul_tyler]: with you oh

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00:32:06,438 –> 00:32:07,982
[paul_tyler]: excellent all right listen thanks

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00:32:07,944 –> 00:32:09,474
[bruno_caron]: yeah

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00:32:08,062 –> 00:32:11,550
[paul_tyler]: everybody thanks for our listeners hey thanks
paul

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00:32:13,644 –> 00:32:13,965
[bruno_caron]: oh

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00:32:15,188 –> 00:32:15,568
[paul_tyler]: hey thanks

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00:32:15,560 –> 00:32:16,309
[ramsey_d_smith]: much appreciated

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00:32:15,969 –> 00:32:16,870
[paul_tyler]: listen we really

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00:32:16,714 –> 00:32:16,895
[bruno_caron]: thank

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00:32:16,890 –> 00:32:16,970
[paul_tyler]: do

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00:32:16,935 –> 00:32:17,076
[bruno_caron]: you

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00:32:17,010 –> 00:32:23,076
[paul_tyler]: appreciate it thanks and listen join us
again next week for another episode of that

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00:32:23,156 –> 00:32:24,277
[paul_tyler]: annuity show thanks

 

 

 

Nick DesrocherEpisode 170: The Future of Advice With Paul Blanco

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