Don’t Do That: Don’t Stop Listening to Your Clients with Matt Schulte, eMoney Advisor
Summary:
In this inspiring and heartfelt episode of Don’t Do That, Kelly Waltrich sits down with Matt Schulte, the longtime head of financial planning at eMoney Advisor, who recently retired after 25 remarkable years. Together, they explore what it takes to build a world-class financial planning platform, the power of advisor-driven innovation, and why staying close to your clients is the ultimate competitive advantage.
Matt shares stories from his journey at eMoney, from living in the founder’s house during the early days to pioneering interactive client planning, building a vibrant company culture, and cultivating a loyal army of advisors who helped shape the platform. The conversation also touches on his reflections on leadership, the importance of fun and passion in work, and his perspective on how AI and technology will continue to transform financial planning. At the heart of the episode is Matt’s enduring “Don’t Do That” lesson for advisors, FinTech leaders, and anyone building client-centric solutions: never stop listening to the people you serve.
Kelly and Matt cover:
00:00 Don’t Stop Listening to Your Clients
00:45 Meet Matt Schulte, Head of Financial Planning at eMoney Advisor
01:17 Early Days at eMoney: From Minnesota to Philadelphia
04:06 Startup Life and Learning from Ebbs and Flows
06:39 Timing, Opportunity, and Taking the Leap
08:19 Balancing Passionate Founders and Steady Execution
12:50 Pioneering Interactive Client Planning
16:11 The Role of Advisory Boards in Shaping eMoney
18:19 Work Hard, Play Hard: Culture and Fun at eMoney
20:30 Emotional Reflections on Retirement
27:09 Building the University Program and Fostering Financial Planning Education
31:04 The Future of Planning and AI as an Advisor Partner
38:14 Don’t Stop Doing Discovery on Your Clients
41:54 Advisor Co-Creation and Building Meaningful Integrations
47:58 The Gravitational Pull: Why eMoney Was a Life’s Work
51:16 Closing Thoughts and Final Reflections
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About Our Guest:
Matthew Schulte was Head of Financial Planning at eMoney Advisor and a member of the company’s executive leadership team, where he helped guide the strategic direction of the organization. A founding employee of eMoney Advisor, Schulte spent 25 years playing a central role in defining and evolving the firm’s market-leading financial planning platform. He has worked extensively with firms and enterprise clients on platform implementation, adoption, and best practices, helping advisors deliver more comprehensive, client-centered planning.
With 30 years of experience in the financial services industry, Schulte brings deep expertise across financial planning strategy, advisor workflows, and technology-enabled advice. Prior to joining eMoney Advisor, he served as an Advanced Marketing Consultant at Prudential Securities, focusing on insurance and estate planning across the Northeast. Schulte holds a bachelor’s degree from the University of Minnesota, an MBA from the University of St. Thomas with a concentration in financial services, and the CFP®, CLU®, and ChFC® professional designations.