​​Growth is on every trust leader’s mind, but for many firms, scaling creates operational drag that pulls their best people away from client relationships.

How do you build capacity for growth without sacrificing the service quality that defines your firm? How do you compete when talent constraints and market complexity make it harder to do everything in-house?

In our third conversation from the Association of Trust Organizations annual conference, Rusty Sommer speaks with Dan O’Brien, Business Development Officer, Financial Institutions, at AssetMark, about the paradox facing today’s trust companies. Dan shares strategies for leveraging partnerships to unlock operational efficiency, explaining how firms can access institutional-grade investment solutions, reduce time spent executing business, and create capacity for advisors to focus on what matters most: building relationships and serving clients effectively.

Dan discusses:

• Why trust companies struggle with growth despite strong markets and how operational complexity holds them back
• The power of client segmentation and why 70-80% of next-generation beneficiaries change advisors
• How integrated technology platforms with CRM, planning, and investment tools create workflows that scale
• What outsourced investment models actually look like and why they don’t mean losing control or client trust
• Why community banks face unique talent challenges and how variable cost partnerships solve location constraints
• And more!

Connect with Dan O’Brien:

• LinkedIn: Dan O’Brien
• Website: AssetMark

Connect with Rusty Sommer:

• Rusty.sommer@flyerft.com 
• LinkedIn: Rusty Sommer
• Flyer Financial Technologies
• LinkedIn: Flyer Financial Technologies
• Twitter: Flyer_FT

About our Guest: 

Dan O’Brien is a dynamic financial services sales executive with extensive leadership experience, specializing in consultative sales strategies that create win-win scenarios for buyers and sellers. He is adept at strategic thinking, creative solutions, and effective communication, with a deep understanding of the financial intermediary, M&A, bank trust and retirement marketplace. Dan possesses a proven track record managing complex sales cycles, interfacing with C-suite executives, and leading cross-functional, geographically dispersed teams. His exceptional presentation and negotiation skills, coupled with a strong work ethic and entrepreneurial spirit, have consistently delivered solutions that achieve results.

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