Next Mile Podcast
Why Insurance Is the Most Overlooked Growth Strategy in Wealth Management
Kyle Van Pelt
Episode 154
On this week’s episode of Next Mile, I sit down with Jason Borek, Chief Growth Officer at The Pinnacle Group. Jason has extensive experience in the financial services industry, with a focus on distribution and sales. At The Pinnacle Group, he is responsible for implementing the firm's enterprise-level business strategies.
We discuss why insurance remains dramatically underutilized in wealth management, why advisors struggle to implement it, and what needs to change for it to become a meaningful part of holistic planning. He also shares how Pinnacle closes the gap between insurance manufacturers and financial advisors, where AI and technology fit into the future of distribution, and why emotional intelligence will define the next generation of great advisors.
Key Takeaways
Don't confuse education with implementation. Education alone doesn't move people to action. Pair any new strategy or message with real people who can sit in the room and walk clients or stakeholders through the hard follow-up questions. Materials build awareness. People build trust.
Treat clean data as your foundation, not an afterthought. You cannot begin to solve a client's problem or identify new opportunities without clean, accurate data. Clean data is the modern business currency. Without it, organizations cannot deliver true, personalized value.
Don't mistake efficiency for engagement. Technology creates capacity. But its value only shows up if you reinvest that time into deeper relationships. Otherwise, you're not more effective, you're just more efficiently absent.
Quotes
"About 2% of revenues come from the sale of insurance products within the wealth management space. And part of the reason why is that our industry is terrible at listening. The insurance industry has forever been a hammer looking for a nail." ~ Jason Borek
"If we're going to move into a marketplace where 97% of the people who do business with us do not sell insurance as their primary means of revenue, we'd better take some time to understand how they communicate." ~ Jason Borek
"Without the technology creating more client engagement, all you've then become is more efficiently absent." — Jason Borek
Links
Connect with our hosts
Subscribe and stay in touch
While there, please don’t forget to Download, Like, and Subscribe.
If you’d like to schedule a time to talk with me about anything we cover on our podcast or Milemarker, click here for 15 minutes.
Kyle Van Pelt
Next Mile Podcast
Why Insurance Is the Most Overlooked Growth Strategy in Wealth Management
Kyle Van Pelt
Episode 154
On this week’s episode of Next Mile, I sit down with Jason Borek, Chief Growth Officer at The Pinnacle Group. Jason has extensive experience in the financial services industry, with a focus on distribution and sales. At The Pinnacle Group, he is responsible for implementing the firm's enterprise-level business strategies.
We discuss why insurance remains dramatically underutilized in wealth management, why advisors struggle to implement it, and what needs to change for it to become a meaningful part of holistic planning. He also shares how Pinnacle closes the gap between insurance manufacturers and financial advisors, where AI and technology fit into the future of distribution, and why emotional intelligence will define the next generation of great advisors.
Key Takeaways
Don't confuse education with implementation. Education alone doesn't move people to action. Pair any new strategy or message with real people who can sit in the room and walk clients or stakeholders through the hard follow-up questions. Materials build awareness. People build trust.
Treat clean data as your foundation, not an afterthought. You cannot begin to solve a client's problem or identify new opportunities without clean, accurate data. Clean data is the modern business currency. Without it, organizations cannot deliver true, personalized value.
Don't mistake efficiency for engagement. Technology creates capacity. But its value only shows up if you reinvest that time into deeper relationships. Otherwise, you're not more effective, you're just more efficiently absent.
Quotes
"About 2% of revenues come from the sale of insurance products within the wealth management space. And part of the reason why is that our industry is terrible at listening. The insurance industry has forever been a hammer looking for a nail." ~ Jason Borek
"If we're going to move into a marketplace where 97% of the people who do business with us do not sell insurance as their primary means of revenue, we'd better take some time to understand how they communicate." ~ Jason Borek
"Without the technology creating more client engagement, all you've then become is more efficiently absent." — Jason Borek
Links
Connect with our hosts
Subscribe and stay in touch
While there, please don’t forget to Download, Like, and Subscribe.
If you’d like to schedule a time to talk with me about anything we cover on our podcast or Milemarker, click here for 15 minutes.
Kyle Van Pelt
The Infrastructure for Wealth
Phone
+1 (470) 502-5600
Address
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Atlanta, Charleston, Cincinnati, Denver, Omaha & Portland.
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Solutions
© 2026 Milemarker Inc. All rights reserved
DISCLAIMER: All product names, logos, and brands are property of their respective owners in the U.S. and other countries, and are used for identification purposes only. Use of these names, logos, and brands does not imply affiliation or endorsement.
The Infrastructure for Wealth
Phone
+1 (470) 502-5600
Address
Milemarker Inc.
16192 Coastal Highway
Lewes, Delaware 19958
Built by Teams In:
Atlanta, Charleston, Cincinnati, Denver, Omaha & Portland.
Partners
Platform
Solutions
© 2026 Milemarker Inc. All rights reserved
DISCLAIMER: All product names, logos, and brands are property of their respective owners in the U.S. and other countries, and are used for identification purposes only. Use of these names, logos, and brands does not imply affiliation or endorsement.
Empowering Advisors
To Enjoy Every Mile.
Phone
+1 (470) 502-5600
Address
Milemarker Inc.
16192 Coastal Highway
Lewes, Delaware 19958
Built by Teams In:
Atlanta, Charleston, Cincinnati, Denver, Omaha & Portland.
Partners
Platform
Solutions
© 2026 Milemarker Inc. All rights reserved
DISCLAIMER: All product names, logos, and brands are property of their respective owners in the U.S. and other countries, and are used for identification purposes only. Use of these names, logos, and brands does not imply affiliation or endorsement.
The Infrastructure for Wealth
Phone
+1 (470) 502-5600
Address
Milemarker Inc.
16192 Coastal Highway
Lewes, Delaware 19958
Built by Teams In:
Atlanta, Charleston, Cincinnati, Denver, Omaha & Portland.
Partners
Platform
Solutions
© 2026 Milemarker Inc. All rights reserved
DISCLAIMER: All product names, logos, and brands are property of their respective owners in the U.S. and other countries, and are used for identification purposes only. Use of these names, logos, and brands does not imply affiliation or endorsement.
