Perception vs. Reality - The Vital Role of Insurance in a Thriving Advisory Practice

Tuesday, September 20, 2022

4:00 PM EDT | 1:00 PM PDT

60 minutes

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Join Dimensional's Mark Colaço, James Pryor of Jackson, and RetireOne’s Ed Mercier on Tuesday, September 20 to explore the impact of insurance offerings to RIA firms. Mark will share insights from Dimensional’s Advisor and Investor research that illustrates the value of including insurance in a holistic wealth management approach.

This session will examine:

  • How firms with higher client satisfaction scores and who achieve higher revenue growth, incorporate insurance into their offering
  • How clients measure the value they receive from their advisors
  • How firms may enhance their value propositions based on client perceptions of value
  • The evolution of advisory annuity solutions
  • How RIAs work with OIDs to integrate insurance and annuity solutions for clients

Sponsored by



Edward J. Mercier Headshot

Edward J. Mercier

Edward J. Mercier is president of RetireOne®, a leading independent platform for fee-based insurance solutions. He has more than 25 years of experience spanning investment and insurance products, including sales, distribution, clearing, and general management. He has held multiple senior leadership positions at Charles Schwab & Co., most recently as general manager of investment management distribution and clearing services.

Mark Colaço Headshot

Mark Colaço
Regional Director
Dimensional Fund Advisors

Mark Colaço is a CFP professional and Regional Director on the Practice Management team at Dimensional, educating financial advisors on various aspects of running a successful business and helping them draw valuable insights from the firm’s Advisor Benchmark Study and Investor Feedback Survey.

James Pryor Headshot

James Pryor

CFP professional James Pryor is an Assistant Vice President at Jackson, responsible for helping RIAs access Jackson fee-based annuity solutions through outsourced insurance desks. During his 13 years in the industry, James has held multiple roles at Jackson, including helping advisors and trust officers with advanced planning topics and case design.

David Macchia, MBA, RMA, CBBF Headshot

David Macchia, MBA, RMA, CBBF
Founder & CEO
Wealth2k, Inc.

David Macchia is an entrepreneur, author, thought leader, public speaker and marketing content expert focused on developing communications and technology solutions for retirement income distribution planning. He has dedicated his efforts to improving the retirement security outcomes of America’s “Boomer” women. To make this an attainable objective, David created Women And Income,™ the first retirement income solution developed expressly for female investors who are approaching retirement or recently retired.

David founded Wealth2k, Inc. to provide innovative, advisor-delivered solutions for retirement income planning. He led the team that developed The Income for Life Model®. The Model has enabled financial advisors to capture investment assets totaling $70 billion. Most importantly, its users have improved the financial security of many thousands of retirees.

David writes frequently on the subject of retirement income planning for both the consumer and financial advisor audiences. He is the author of the consumer finance book, Lucky Retiree: How to Create and Keep Your Retirement Income with The Income for Life Model. He also writes a monthly column for, and is a frequent contributor to both Advisor Perspectives and Financial Advisor Magazine. David wrote a regular monthly column for Research Magazine, as well as the Bank Insurance and Securities Association’s Portfolio Magazine. He has also written for Financial Planning, Investment Advisor, InvestmentNews, Advisor Today, Retirement Income Journal and Life/health Advisor. David has been quoted in the WSJ and numerous other news outlets.

A gifted public speaker, David has delivered dozens of Keynote addresses for organizations including the Bank Insurance & Securities Association, Financial Planning Association, Pershing Customer Conference, Structured Products Association, Retirement Income Industry Association, National Association of Fixed Annuities and LIMRA. He has also showcased product and program introductions at broker-dealer, insurer, bank and asset manager conferences.