PLANADVISER: Tell us about your role at your firm and how you contribute to its growth and progress. How did you end up there?
Morrow: I joined my firm straight out of college through a two-year accelerated program designed to fast-track early-career professionals. It covered everything from email etiquette (surprisingly helpful for those new to “the real world”) to in-depth industry training that often takes years to gain through experience. Shortly after completing the program, the SECURE Act introduced pooled employer plans. Our firm immediately recognized that it would be beneficial to have an expert in that area, and, although there were a lot of unknowns going down that path, I took on the challenge. Since then, I’ve led the growth of our PEP business from our very first PEP client to nearly 300 today. I recently helped launch our firm’s sixth PEP, and this line of business has become the fastest-growing segment of our retirement practice. Along the way, I’ve helped build and train a team of PEP-focused consultants, sharing knowledge on what makes these plans uniquely complex compared to traditional single employer plans. In just six years, I’ve grown from a “new” consultant to the firm’s go-to expert on PEPs, contributing not just to our internal capabilities, but to the broader strategic growth of the firm.
PLANADVISER: Where do you hope to take your career in the retirement plan or advisory industry in coming years?
Morrow: I hope to continue expanding my book of business while serving as a valuable resource to both internal and external colleagues, particularly in the constantly evolving PEP space. Having managed more than 100 PEP transitions, I’ve developed a deep understanding of the unique complexities that distinguish PEPs from single employer plans: identifying nuances that tend to come up frequently, but also those that are rare, yet impactful to our clients and their participants. I enjoy working directly with clients, but I’m equally passionate about the educational aspect of my role. Helping consultants, sales teams and internal operations leaders better understand these nuances has allowed them to anticipate and avoid future hiccups, better position our clients, and allow us to prepare our teams for the most successful outcomes. In recent years, I’ve balanced a client-facing role with being an internal subject matter expert, and I hope to continue that dual focus. My goal is to scale that impact across my firm and eventually contribute more broadly across the retirement advisory industry, helping shape best practices and improve the broader PEP experience.
PLANADVISER: What steps do you think will help improve the retirement industry and participant outcomes in the future (particularly ways in which your firm can help with that progress)?
Morrow: My firm has been a PEP industry leader since their introduction, and I’ve been involved every step of the way. We were among the first to launch a PEP solution, and we continue to refine our plans and processes to ensure they’re as effective and beneficial as possible. Recently, I was invited to join a national peer group of consultants and subject matter experts focused on enhancing the PEP experience across the industry. In our group meetings, we’ll collaborate on best practices, the implementation of new legislation, testing procedures, M&A considerations and more. This group presents an exciting opportunity to exchange ideas, identify what’s working, what needs improvement and even offer insights to policymakers. The collective knowledge and experience in this group will not only help improve our firm’s PEP offerings, but also contribute to broader industry progress, ultimately driving better outcomes for both clients and participants.