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Joseph W. Jordan

2019 CSA Conference


Joseph W. Jordan

Speaker and Bestselling Author 



The Defining Issue of the 21st Century: The Aging Population of the World

Charles Darwin said, “It isn’t the smartest or strongest species that survive, it’s the ones that are most adaptable.” The defining issue of the 21st century is the aging population of the world. The problem is so enormous that no government or corporate entity can alleviate this issue. As a result, people will have to assume responsibility for their own retirement plan. This leads to the inevitable conclusion that the financial services profession will have a profound impact on whether this aging population retires with independence and dignity.

By 2050, there will be 2 billion people on the planet over the age of 60. There will be 5 countries with over 50 million people over the age of 60: China, India, United States, Indonesia and Brazil. Japan will lose half of its population by the end of the century. In 2008, they bought more adult diapers than baby diapers. China will get old before it gets rich.

Despite exponential growth in technology, it will not solve this issue on it’s own. It’s been discovered that people making financial decisions on complex subjects that have a high consequence for getting it wrong want to talk to a person. It’s also been discovered that people are not totally rational when they make financial decisions according to the 2017 Nobel Prize winner for economics, Richard Thaler. Technology is incapable of creating relationships and empathy. And because of that many robo advisors are now partnering with face-to-face financial institutions.

There is no higher calling then to provide the aging population with independence and dignity, through providing a lifestyle-sustaining income for life and protection against health risks. Industry veteran Joe Jordan shares why changing the financial services culture from “What’s In It For Me” to addressing this higher purpose will make financial services more attractive to more people, meaning more people can be served.

He incorporates powerful videos in his presentations, sharing stories from other advisors about their impact on clients. All wisdom comes from specific human experiences. Financial services has become overly focused on numbers and statistics and needs to get back to sharing stories and building trust and relationships. Women do this instinctively and as a result Joe is a big proponent of the feminization of the business. He’s the creator of the audio program 'Life of Significance: A Woman’s Perspective', which contains 13 short stories from leading women in the industry talking about their impact on clients. Joe’s presentation is very emotional and unlike any other financial services talk. It’s the unvarnished truth about what financial service professionals do for a living.

Learning Objectives

  • • The significant impact that financial services can have on the aging population of the world.
  • • The critical need to change financial services culture from a transactional business model to a client-centric business model.
  • • The rising importance of creating a lifestyle sustaining income in retirement – and protecting that income – over just the accumulation of wealth during working years.

About Joe

Joe Jordan, inspirational speaker and behavioral finance expert, is the author of the award-winning book Living a Life of Significance. The book has sold over 100,000 copies, is translated in five languages and was featured in Nick Murray's "The Advisor's Essential Library."

Formerly, Joe ran insurance sales at Paine Webber and more recently was a senior vice president at MetLife. He was responsible for retail product development and started their fee-based financial planning program
and behavioral finance department.

Joe is also a founder of the Insured Retirement Institute and has been featured on the cover of Life Insurance Selling magazine.

For three consecutive years, he has been honored by Irish America magazine as one of the "Top 50 Irish Americans on Wall Street."

He was inducted into the Fordham Football Hall of Fame and has played rugby for the New York Athletic Club for 30 years.

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