Gray to Great
Gray to Great
Podcast Description
Rewrite your practice growth playbook.
Hosted by Dan dal Degan—known to many as Triple D—this bi-monthly podcast pulls back the curtain on what it takes to thrive as a corporate retirement plan advisor in an increasingly tech-centric business world.
As a former powerhouse sales leader at Salesforce and Oracle, now sitting on the board of Great Gray Trust’s holding company, Dan’s sales experience and curiosity provoke compelling conversations with top advisors.
Each episode of ‘Gray to Great’ focuses on the crucial parts of the business that often get overlooked: prospecting, referral business, challenger selling, client service, tech adoption, and cutting-edge marketing tactics.
This is where the playbook is rewritten, offering listeners sharp, actionable insights that go beyond investing to fuel lasting growth and success.
Tune in to learn the strategies that separate the leaders from the pack—because in sales, there are no gray areas.
Podcast Insights
Content Themes
The podcast delves into critical aspects of the advisory business often overlooked, such as prospecting, client service, referral business, tech adoption, and innovative marketing strategies. Episodes like the one featuring Sean Kelly provide actionable insights into mastering client relationships and adapting sales techniques to meet individual client needs, ensuring listeners gain valuable knowledge that can directly impact their growth.
Rewrite your practice growth playbook.
Hosted by Dan dal Degan—known to many as Triple D—this bi-monthly podcast pulls back the curtain on what it takes to thrive as a corporate retirement plan advisor in an increasingly tech-centric business world.
As a former powerhouse sales leader at Salesforce and Oracle, now sitting on the board of Great Gray Trust’s holding company, Dan’s sales experience and curiosity provoke compelling conversations with top advisors.
Each episode of ‘Gray to Great’ focuses on the crucial parts of the business that often get overlooked: prospecting, referral business, challenger selling, client service, tech adoption, and cutting-edge marketing tactics.
This is where the playbook is rewritten, offering listeners sharp, actionable insights that go beyond investing to fuel lasting growth and success.
Tune in to learn the strategies that separate the leaders from the pack—because in sales, there are no gray areas.
In this episode of Gray to Great, Dan Dal Degan speaks with Mark Forbes of Strategic Retirement Partners about helping participants cross the retirement finish line with confidence. Mark draws on more than 30 years in the industry to explain why intimidation around investing is often the biggest barrier and how small, consistent actions, supported by compounding and automation, can meaningfully improve outcomes.
This conversation explores why retirement is a marathon rather than a sprint and how budgeting decisions connect to allocation and long-term outcomes. It also addresses the emotional side of retirement, including finding purpose beyond the workplace. Mark also shares insights on tax planning and preparing for what he calls “the descent down the mountain,” along with the importance of personalized guidance and fiduciary discipline. The episode closes with practical advice for the next generation of advisors and a clear reminder that long-term retirement outcomes are shaped less by initial conditions and more by disciplined guidance, sound process, and consistent execution over time.
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More About Mark Forbes:
Mark Forbes has spent more than 30 years working alongside retirement plan sponsors and participants, helping them navigate fiduciary responsibility and the real-world decisions that shape long-term retirement outcomes. At Strategic Retirement Partners, Mark is known for his process-driven approach, bringing structure and discipline to plan oversight while helping employers manage risk and giving participants a clearer path toward retirement readiness. His work consistently centers on practical education, meaningful one-on-one conversations, and keeping the fiduciary process clean and well documented.
Mark holds the C(k)P designation from The Retirement Advisor University at UCLA Anderson School of Management Executive Education, as well as the Certified Plan Fiduciary Advisor (CPFA) designation. He earned his BBA from Drake University and holds the Series 66 license.
Outside of the office, Mark enjoys golf, biking, following his favorite sports teams, and spending time with his family. He previously served on the Board of Directors for the Oklahoma Aquarium and currently serves on the University of Iowa Parent and Family Council.
Disclosures:
Investment advisory services are offered through WELLth Advisory Services, LLC, dba Strategic Retirement Partners (SRP), an SEC Registered Investment Advisor. WELLth Advisory Services, LLC, Strategic Retirement Partners (SRP), and Great Gray Group are separate entities.
Great Gray Trust Company, LLC Collective Investment Funds (“Great Gray Funds”) are bank collective investment funds; they are not mutual funds. Great Gray Trust Company, LLC serves as the Trustee of the Great Gray Funds and maintains ultimate fiduciary authority over the management of, and investments made in, the Great Gray Funds. Great Gray Funds and their units are exempt from registration under the Investment Company Act of 1940 and the Securities Act of 1933, respectively.
Investments in the Great Gray Funds are not bank deposits or obligations of and are not insured or guaranteed by Great Gray Trust Company, LLC, any bank, the FDIC, the Federal Reserve, or any other governmental agency. The Great Gray Funds are commingled investment vehicles, and as such, the values of the underlying investments will rise and fall according to market activity; it is possible to lose money by investing in the Great Gray Funds.
Participation in Collective Investment Trust Funds is limited primarily to qualified retirement plans and certain state or local government plans and is not available to IRAs, non-governmental health and welfare plans and, in certain cases, Keogh (H.R. 10) plans. Collective Investment Trust Funds may be suitable investments for plan fiduciaries seeking to construct a well-diversified retirement savings program. Investors should consider the investment objectives, risks, charges, and expenses of any pooled investment fund carefully before investing. The Additional Fund Information and Principal Risk Definitions (PRD) contains this and other information about a Collective Investment Trust Fund and is available at www.greatgray.com/cit-fund-info/principal-risk-definitions/ or ask for a free copy by contacting Great Gray Trust Company, LLC at (866) 427-6885.
This material has been prepared solely for informational purposes and does not constitute a recommendation or endorsement of any investment, strategy or CIT by Great Gray. This material is not intended to provide legal, tax, fiduciary, or investment advice. For legal, tax, fiduciary, or investment advice, please consult your own consultant, advisor or lawyer as appropriate.
Great Gray® and Great Gray Trust Company are service marks used in connection with various fiduciary and non-fiduciary services offered by Great Gray Trust Company, LLC.
©2026 Great Gray Trust Company, LLC. All rights reserved.
Chapters:
00:00 – The Starting Line and Finish Line in Retirement Planning
04:19 – Understanding the Power of Compounding Interest
07:45 – Demystifying Retirement Planning for Participants
09:31 – Emotional Readiness for Retirement
11:14 – Finding Purpose Beyond the Workplace
12:44 – Tax Planning and the Descent from the Mountain
16:07 – Navigating Personal and Financial Concerns
17:49 – Mentoring the Next Generation of Advisors
19:44 – Advice for Young Advisors and Continuous Learning
Disclaimer
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