Hi, everyone. Thank you for joining us today for the 2024 Orion Road map and the themes that we're we're driving towards in 2024. My name is Mike Wilson. I'm joined today by my esteemed colleague, Michael Stern. You may have heard of us before. We go by the Mike and Mike show internally and and that'll be hitting a theater near you soon. Really excited again to talk to you about what we're working on at Orion. And if you look at these high level themes, we're really focusing ourselves is on the advisor. We're looking at all of you. We're talking to many of you. We're understanding what you're doing in your day-to-day business, where you're winning, where you're struggling a little bit. We're finding ways to modify our technology in a manner that helps you get more at bats and improve your client experience, personalize your client experience, get down and closer to your clients and your prospective clients and provide them with the offering that that you really want to in a scalable and efficient manner. So everything that we're doing is based on on feedback that we're hearing from our clients, from advisors just like you. None of this is is baked in the silo or in a vacuum. Everything is really based on you know feedback we've received in the past weeks, months and even years. You know you look back to the beginning of Ryan Ryan's been in this business now for 20 plus years and we, we understand that the advisor experience, we understand what you all go through and we're carefully crafting our technology to meet your needs. Something else I want to mention is we're we're constantly getting better at this, right. We're an agile team. We're constantly iterating on our our technology and something that's really nice for our client base is we're we're rolling out new features and and capabilities all the time and these releases are not disruptive at all. You don't. You don't care of of our technology being taken down to do a release or anything like that. That's, you know, something that that in my career is something I used to have to deal with a lot. Maybe you call it back in the day if I want to date myself, but today everything happens synchronously. You don't feel any pain related to these releases. New features get lit up and and you're on your way in in a rapid manner and and constantly growing with our our stack of technology. You know one of the the key items that we're working on something that I'm, I'm, I'm supercharged about is the improvement of the advisor CRM experience CRM, right. It stands for customer relationship management. I think Redtail here in this pillar, this is all about how you connect with your clients. So how do our clients, how do advisors just like you, how do you interact with your clients. And Redtail of course is the industry leading platform, the industry's number one CRM. We're just continually investing in this platform to make it better. We're doing, we're making it better by listening to our clients, right. We're huddling up all the time with Redtail clients. We're listening to what you're sounding on on boards and so forth. Number one thing we're working on is improved performance improvement. The application can get faster and more robust and more stable. And so I you know as as you come in to use Redtail, expect there to be consistency, expect there to be reliability all the way through all the time as you're using your CRM. And then there's. A lot of key, you know, enhancements we're making related specifically to to customer feedback. Number one on the list is better syncing of e-mail and calendaring with Outlook and with Google. All of that is going to be germane to this platform here in the coming weeks. As we look further out into 2024, we're reimagining the user experience and the presentation layer, the way the the application looks and feel to you. We're making it more modern and we're revamping things like the workflow engine and even adding in some artificial intelligence with next best actions. Think about the ability to be working on a certain task and have your CRM, Redtail in this case, help you move down down the chain right to to find the next best thing you should be working on based on what you're working on right now or based on what your, you know, your clients telling you or some action that's going on in your organization. Beyond that, we're looking to just continue to make more customizable advisor experiences for you within Redtail for example. And you know make that advisor client experience, the the relationship that you have with your clients more personalized by making the CRM platform Redtail even stronger. As we continue on, the next item that we want to dive into is unifying the client journey through risk scoring and we refer to this as the one risk initiative at Orion. Mike, do you mind jumping in and providing a little bit more color around this? Yeah, absolutely. Thanks, Mike. During the investment client journey, we know that risk is a key component of how advisors make decisions when delivering suitable investment products and customizing their investment portfolios for their client investors. At Orion, we're unifying unifying this client journey through a cohesive presentation of risk across every part of the platform. This includes proposal planning, trading, reporting, compliance, client portal and all of our other applications. What we're calling this internally, you mentioned it is one Orion risk and essentially creating a unified client journey for risk. Advisors will still be able to have their choice of risk solution including the Orion risk score, the Orion risk intelligence client risk score using that Orion 3 DRTQ. The Orion 3 DRTQ actually provides a more holistic and complete risk score profile for investors because it uses all three components of measuring risk. So not only risk tolerance like most offerings in the industry, but also risk capacity. Risk capacity has been widely requested by advisors. And then we also have risk composure, which is that behavioural finance aspect of risk that is important to investors in achieving a comfort level for portfolio risk and really championed by, you know Daniel Crosby here at Orion Advisors will be able to still use the other third party integrated risk tolerant solutions as they do today on the Orion platform. But we'll now, with this unified risk experience, 1 Orion Risk, see a consistent and clear presentation of risk within all applications of Orion across the entire client journey. Thanks Mike. Yeah. I you know I I can't imagine what what advisors like you all have to go through when you're when you're out meeting with clients working with prospects and you've got potentially one one part of your business. You're looking at a you know certain way of measuring risk. I don't know call it a score or a number and then another part of your business you've got a separate scale and so forth. And it just it's got to be beyond frustrating and difficult to manage. And that's what this initiative is all about having again this synchronized risk score that's consistent across the whole book of business. It's a it's a real win and it and it fits directly squarely into the the fiduciary flywheel wheel framework of the prospect plan invest in the cheap the the next item that that I want to touch on is is a something that hits home for me personally and that's on estate planning. When IA few years back went out and chose an advisor I sat down with a few different firms and the one that that resonated the most with me was the one that was able to provide me with the with the concrete estate plan. And yeah, really as I, as I look back the the reason these other folks that I met with weren't able to to to meet the requirements that I had is because they didn't have the right technology. What Orion has built with the with our planning solution, this estate planning solution in particular, it's an amazing way to visualize. The whole. Process of estate planning, the entire workflow of of how money is going to flow from of course one person to another. I used to think of this as something that might just be for high net worth. It is. I mean there there is that that you know tilt to it. But more and more as as baby boomers are looking to transfer wealth down to their children and to their heirs, there's going to be more and more folks who need access to a solution like this. The way that the our, our product team has designed this, this estate planning solution in conjunction with hours of advisor feedback just like you, it's amazing. The the what if analysis you're able to run the way that you're able to export that content and and relay that to an investor. It's it's a real game changer. It's something that score again to to our our planning offering and something that's going to be proliferated around the entire Orion ecosystem through the CRM all the way on to the the trading and and reporting components. Mike, is there anything that you'd like to add there? Yeah, I'll tell you what, 68 trillion is a big number. When I saw this slide that's kind of blown away and I was actually reading an article recently that high net about high net worth baby boomers that actually work with financial advisors are planning to pass on on average just over $1,000,000 each to their millennial children. I'm not sure if the millennials are ready for that, but, but that was the number and I had no idea it was that large kind of pervasively. But as you can imagine, less than 50% of those boomers have taken the time to actually set up a proper estate plan. And so I think it's a range of like 4344% of that group doesn't have an estate plan. And the best part of this Orion State Plan offering, I get a chance to see it recently in, in my opinion is the visuals like the advisors and their clients will have this complete transparent view with a graphic there that is almost like a map of your assets to display your entire family, your wealth distribution. It's really easy to see and use. It's going to be an exciting tool and I would expect this to be a big one for advisors wanting to build estate plans for all their clients. Thanks, Mike. That's that. That's awesome color. I really appreciate it. I think you know this is just a huge opportunity for advisors just like you all to to win more business and and the way that we're building this is in a manner again that you can do it at scale and and efficiently. I feel like we're just starting to get going on the behavioral finance front, we've been, we've been doubling down here at Orion. Of course you've seen over the course of the past few years we've we've added things like the protective dream bucketing approach, the 3D RTQ that Mike Stern just mentioned, right. That's where you've got the different dimensions of a risk tolerance questionnaire that bring in the behavioral finance component. More recently we've had the B by 20 questionnaire come out. We're going to talk about that a little bit later and how that's infusing our compare product that we're rolling out now. This the the next thing that we do we'll start to to either further, further create the bond between you all advisors and your clients by having you be able to really dig in and understand what's important to the investor and and helping you to it will help you to incorporate their priorities into the financial plan. It's this amazing conduit that goes from understanding who the investor is and what makes them tick and what they really care about again and how that feeds into their plan. The numbers are here, right? It's it's very clear that the more that you're able to use these techniques, you're able to win more business of course. But I think the other side of it too is just strengthening the bonds. You're going to be able to retain more assets and then dig deeper with your existing client base. This is another one that we've worked very, very closely with a lot of our clients on to create this. You're going to hear more about this technology and and what doctor Daniel Crosby is is created here in the coming weeks. I can't seal too much of his Thunder because it's it's it's going to be hot on the presses here any day now. But again the the key elements here is that we're tying what what investors are really concerned about, what they're what's important to them, to their goals. And we're doing so in a manner that's been very closely led and driven by some of our top advisor clients. And I think you guys are all going to get a lot of value out of this once we roll it out here in the in the coming weeks. I know we all like to talk about compliance. This happens to be be some a couple of very interesting developments that we've been able to make here again closely driven by in conjunction with some of our top clients, some of our top advisor clients. The first one is having this multi tenant view for those of you advisors who are acquiring other Rias. This multi tenant compliance component allows you to have the purview of all these home children elements and all the all the content and all the the compliance checks and balances will bubble up at the parent level. So that you'll be able to oversee all the things that are going on below you. This again gives you the the flexibility to to run and operate at a macro level. So that's the compliance multi tenant side on the right side of the Ledger here. This is a new feature that we're rolling out here soon that's post trade client supervision. This allows you to again post trade have a series of rules that will run checks and balances to say you know are there you know is there too much equity in these series of does this create too much equity in a certain account per the you know the the one risk initiative that that Mike Stern out lined a few minutes ago Do these trades post trade? Do you have too much risk in this account. Do you have too little risk in this account. Are you not taking on as much as you should be? And again, this all is in is designed in a manner to unify, unify your surveillance and make sure that that you and your team are are making trades in a in a manner that's compliant and in alignment with with your investors and your clients. Mike, is there anything that you'd like to add? Yeah, this is, this is a great offering and feature and compliance has really come to the forefront with all the drool changes recently. One of the things that we you know had a big ask for last year that we delivered from a product group and our trading team was that free trade compliance. I can build models, I can go look at trades and before I go trade them I can see that free trade compliance and get flagged and notified that that's happening. But after we built that what really came out of that was man, I really want this post trade compliance where I can see everything anytime I want even get notifications. So this is a great offering. It's really resonating with our some of our largest customers honestly and it's a it's a complete robust compliance suite of tools, you know. So it's it's going to be a great offering. It already is. Thank you. And so before we dive into to the the bell of the ball and the the compare product which we're rolling out. If you'd like to to learn more or hear more about, you know these capabilities that I just described to you or we just described to you, please join us at ASCEND. It's our national conference coming up here in in March and you can see you can visit ascend.orion.com to learn more. Or you could always request a demo by visiting orion.com/request Dash demo. And we can take you through these things and and show you how they work in real life and and explain to you more who the advisors were and what they told us in this journey, how that shaped and formed where we're at today. Now on to to Orion compare. So Ryan compared the, the, the origin of this, it came from again I think more than 20 years of customer feedback and advisor discussions and so forth. And it it really culminated in a raw form in it in a back of the napkin sketch that that Eric Clark our founder produced and and shared with with some advisors and and then he shared it with me and he said you know like here's something that that advisors are are struggling with a little bit and that's how how do they indicate to an investor what type of impact various trades will have on their portfolio. How can they easily say you know how can the investor reach out to an to an advisor and say listen I need $10,000 to pay for taxes. You know if you if you pull that out of my my brokerage account what what kind of impact is that going going to have on on My Portfolio. Am I going to be too risky at that point if you if you pull it out of the the positions that are you know how you know high cost basis like how how does this all happen. And and the the pain point was there and Eric on the back of the napkin outline how this might look and feel and how we might connect all these items together. And after you know we after gosh you know 5-6 months of in depth conversation with many advisors and and very lengthy constructive meetings with expert design teams and engineers. We've constructed Orion compare that. That absolutely addresses the type of concerns that advisors have been having for many years now and in my opinion, has knocked it out apart. I wanted to dive a little bit more into this and and Mike actually if you don't mind taking the lead on on some of the problem statements, so forth. Yeah, sounds great. Yeah, going for that back of the napkin picture that Eric provided to actually creating this offering, it's been a lot of fun and we're definitely excited to provide an introduction and demo for you today of Orion Compare. This is Orion's newest offering and is planned to be launched at Orion Descent Conference in March. In talking with advisors, just like Mike mentioned for a very long time, we learned that this is an extremely time consuming and laborious task of just bringing multiple pieces of information and data together to just answer portfolio change questions compares essentially a what if sandbox. And the best part of this tool is really that brings together several pieces of Ryan's technology in one place to answer. These questions provide the information advisors need to make portfolio decisions in minutes instead of hours or days. As we're going to show here in the demo. Advisors and compare are able to create and save their own workflow scenarios and explore the resulting impact of portfolio decisions to their investor clients including the impact of risk, capital gains, tax implications, portfolio model changes, alignment, available cash and other items. So all with this embedded AI driven narrative that Mike was talking about earlier that's incorporated embedded into this product and and some of our other products as well and provides an explanation of the results to share with your clients. You know, we have several features that we're going to show. We're going to jump right to the demo instead of going through these here. But as we mentioned, there's lots of cool stuff we can show on here and in the dashboard and the interactive piece of this. And then lastly on the next slide we have a you know this opportunity to to learn more. Like we want to be sure to let everyone know about the Compare Micro site. Be sure to check it out sign up For more information right on the website to receive updates and progress as we continue to work toward our compare launcher descent and you can find that at orion.com/no Dash comparison. So I think that's it. I'm ready to jump into the demo and show this off. Advisor can access Compare from Orion portfolio view. Once in portfolio view, advisors can select the model tab and then compare and it takes you right to the main page of compare. And here we are welcome to the brand new side by side Compare. Experience Compare has an interactive dashboard that you can see at the top for these three cards. This is equipped with key data points needed for alignment of portfolio objectives. It includes risk alignment, asset allocation, view model tolerance, alignment and a portfolio cash picture. It has three primary work flows for advisors to change an allocation, rebalance a portfolio or explore and present raised cash scenarios. Down below you can see a view of the portfolio either at the UMA sleeve level or a portfolio group household level where you can view current holdings and portfolio values for that account. So as I mentioned, there's a couple different workflows we can go through. For today's Call our demo, we're going to select the Change Allocation workflow. Once you're in this workflow for the Change Allocation, you'll be able to edit which sleeve or account that you'll be updating. You can select a sleeve strategy, you can add a new sleeve, You can remove and exclude sleeves. You can also select, which is kind of the main point, go change your allocation. You can also select a model change to update your allocation with a quick search and easy identify your desired model. Once you've selected your model, then you click continue and you're actually going to launch the Orion Rebalance engine. Compare is now actually accessing the Orion Trading Rebalance Engine through agnostic APIs with all the information inputs we just provided and then providing results there. So Compare then in seconds determines the result of multiple rebalance options and provides that information right here for each one of these rebounds frontiers. If you will make it easy to see the impact of differing rebounds decisions. So all you need to do is come in and look at compare on this first column in your current portfolio metrics for risk, tax impact, capital gains, model deviation, the number of buys and sells proposed for each method. Then just select your desired rebounds method based upon the choices and the new metrics provided. So from a focus rebalance, which will rebalance only sleeves that were modified, partial sleeve rebalance to bring all sleeves into tolerance at the sleeve level, or a full Rebalance to bring all sleeves and individual holdings into Tolerance. Once you've selected your rebalance method, then you select Save and Compare and then you're taken to this side by side output in a view of the resulting impact of all those changes. For this final output page, you're now able to view and show the positive impact of risk, alignment, model tolerance, asset allocation changes and view the updated proposed cash balances here and you can Scroll down to the portfolio section and view your proposed account or sleeve level, percentage and dollar value changes you can see shown here in purple to the right. It's showing all my proposed values. I can pull these over and view them side by side. I can see my estimated realized capital gain or loss, and then there's also a trade summary displayed down at the bottom for displaying those generated trade metrics. And if desired, you can view all the proposed account journals and trade orders by expanding the Show Proposed Trade selection and view all those trades that are proposed that it's creating by toggling to the Analytics view. You can now see a side by side portfolio analytics display of the proposed changes in all of its analytical glory in detail if you're kind of wired that way. So if you want to see the detail in the portfolio analytics, you can see these individual widgets displayed side by side or and proposed asset allocation, detailed risk alignment style box equity and fixed income metrics, current and pro proposed risk return chart against the benchmark performance over time and stress testing. So quite a few analytics with these individual widgets and advisors will be able to actually configure and turn these on and off so you can view the ones you like and and have that output sort of tailored and customized for your needs. So in a matter of seconds you really have this clear and comprehensive view of in of the impact of these changes and how you can successfully implement the right portfolio changes for your client. All right. However, it doesn't stop there and getting to the great part here. This is where the Smart Summary comes in, powered by a Orion AI. You may be asking yourself at this point, well this is a lot of information. What is the best way to communicate these changes and all of this information to my client? Smart summary, as you may have noticed, immediately begins generating communication. Talking points in a summary of these changes. So you can see it's it's generating in different formats such as talking points, executive summary, e-mail or text formats and it's truly customized to this client with the information that we already provided and even more customization as possible by navigating to this personalized section of compare. We click on Personalize for this embedded AI smart summary. Then it includes inputs for client risk objective and risk score, desired communication preferences or tone your client's investment experience whether novice, intermediate, professional and if they've completed AB 520 behavioural finance persona and some of the things Mike was talking about earlier in the presentation that would be provided as well to enhance and completely customize the output talking points for that specific client for that specific persona. So it's really kind of a a game changer for customization and being able to provide this input. Mike, I know your team worked on this quite a bit and and you did a pretty deep dive on these capabilities. Anything else you want to add or anything I missed? Yeah. So I guess kind of pull it together just a little bit. First off, what we heard is like you can imagine today if you had to go, you know, collect your information about your existing accounts and then run it through a rebalancer multiple times to pull those analysis about the cost basis, that's that's multiple steps of you or someone on your team. And you have to get your head around that and and distill that down and get it into your analytics tool. And then you have to take that content and get into your risk tool. Like there's there's so many different steps that can be involved there. What we've done here is we've put it all in one place at your fingertips. So we heard from advisor that said like, OK that's that's amazing what you're doing here. But just by the way, like what we have to do next is we have to go down, we have to talk to clients about this, how, how can you help us with that? And that's exactly what might illustrate to you here with the SMART summary. We're taking everything that we learn about what the client request was, what actions are being taken, what the rebalance center is doing, what it's not doing, what type of tax implications there might be, what type of analytics implications there might be. And we're feeding that through Orion AI and producing this smart. Summary. Which allows you to go and have meaningful discussions with your clients about what's going to occur and why it's going to occur. The personalization component that Mike just illustrated to you, If you are able to overlay the BeFi20 component and the behavioral finance persona more specifically of the investor, this language starts to really resonate with the investor because it speaks to them in the way that they understand it's, it produces a slightly nuanced version of a standard summary and that's slightly nuanced component really makes a huge difference. You you'd be surprised and I I would you know recommend that you either sit down with someone and and get a demo of it or you know kick the tires yourself because it's really impressive. And that that delta between the standard non personalized version and the personalized version, it really helps strengthen the bond that you have with your clients and it helps them make better investment decisions because it's starting to make you know it talks to them in languages that they understand and it it double s down on things that they really care about. So it's it's a huge step forward, it's a game changer. I can't even imagine what it might have. You know if we would have shown this to someone 18 months ago, they would have said that's impossible, right. We've come so far, right, in the past several months with, you know, I don't know, ChatGPT here, Google bar there. What Orion AI is doing in this case is producing this meaningful dialogue that you can have with your investors in real time. Yeah, it's exciting technology. Thanks Mike. And like you said and a few months back, two years ago, we can't even imagine this. And now we're here on the forefront building these tools. It's been a lot of fun and exciting to be here to Ryan to do that and once you've completed your desired scenario and are happy with the results, you're able to capture and save these as a scenario that can be provided in APDF report. So by clicking on Run report, I now have a full report of the outputs that compare provided. So you know, as we mentioned before, like we built compare not only for saving time for advisors by bringing these decisions down to minutes, but also to bring Orion's technology components together in one place. And like you mentioned before, there's all this labor intensive manual work, we're bringing this, this, this information and data and technology together. That's what this tool does. So it's a great part of of of what we're delivering from risk model research, trade rebalancing decisions, asset location, asset allocation, cash management, tax impact, portfolio analytics and everything you're seeing here. Plus with that embedded AI assist and the BeFi20 integration in providing an efficient, easy way to take action to actually implement your portfolio changes once it's complete. So a little sneak peek reference there that they'll be ready by for users by a cent which would be a full end to end trading integration to our Orion trading tools, but then be able to present and communicate these changes to your client. So compare is actually in beta right now as we speak. You know it's it's a live offering that some of our clients are using and beta for us and give us feedback and it'll be available to all Advantage Stack users when we launched a Descent in March 2024. So thank you so much for for spending some time with us today. We'd love to to hear from you. We'd love to work with you. Please join us at Ascent this year and and learn a lot more about our our new releases and things we're working on. Of course you can request a a demo as well and and just you know if you have any ideas, feedback, thoughts and please reach out to us you can you can be the the next advisor who helps shape our our next 20 days or 20 months or 20 years for that matter with your your concepts as we look to improve your business and strengthen the the bond that you have with your client piss. _1732275137297