One of the more honest things I've heard from a prospect in a while:

One of the more honest things I’ve heard from a prospect in a while:

“One of the things I’ve been guilty of in the past is reaching for too many shiny objects at the same time.”

That came from an advisor who had just come back from T3, evaluated 20+ vendors, and was in the middle of a three-month business process re-engineering project before he’d let himself buy anything new.

That’s not hesitation. That’s discipline.

The change management objection I hear most often isn’t “this is too expensive” or “we don’t believe in AI.” It’s “how much change can I put myself and my staff through at the same time, while still serving clients?”

That’s actually the right question. The firms that are going to pull ahead aren’t the ones moving fastest. They’re the ones sequencing correctly.

I think the point here is that vendor sprawl is a real failure mode, and the advisors who’ve lived through it are now some of the most thoughtful buyers in the market. That’s a good thing for everyone building in this space.

We’ll reconnect in August. I’m looking forward to it.