In Focus with Zane Keller '16

Zane Keller ’16 discusses the impact of technology in the financial advisory field, the value of genuine connections and taking over the family business.

Hometown: Villa Park, California
Current Position: Director of Strategic Initiatives at First Foundation Inc.
Seton Hall Stats: Bachelor's in Business Administration with Concentrations in: IT, finance, marketing with a minor in legal studies; Certification in Leadership Development;  3.82 GPA Magna Cum Laude; Marketing Honors Society; IT Honors Society; Finance Honors Society.

In the Lead
Thank you for taking thetime to speak with In the Lead, Zane. Can you describe your current position?

Zane Keller
I am currently the director of strategic initiatives. The role spans all business units including sales, marketing, operations, technology, as well as working directly with clients as a financial advisor. My focus is to continue to drive innovation and operational efficiency across the business. However, I hold a CFP designation, so I provide comprehensive financial advice with a focus on complex tax and estate planning combined with alternative investments access.

ITL
What attracted you to the field? And how is your field evolving?

Keller
My dad started in this field in the ’90s and opened up his own practice. I have begun to take over the family business after a few years working for IBM in D.C. and other consulting firms nationwide. I have always enjoyed problem-solving, and this business allows me to serve in that role in an area most people do not have the proper support or guidance in. The field is evolving, mostly through technology, which has made a majority of what traditional advisors offer, “a balanced-portfolio and high-level financial planning” commoditized. The headlines are often scarier than reality. The work we do involves getting to know everything about the client and guiding them through wealth accumulation, management and ultimately distribution across decades. The rise in AI and continued technology efficiencies will eventually eliminate the value add-of people in transactional business, but those focused on service will be able to differentiate themselves that much more.

ITL
How did the Buccino Leadership Institute prepare you to keep up with the change and lead?

Keller
The lessons learned at the Buccino Leadership Institute are a major reason I have had success in my career thus far. Spending four years amongst those who only want to continue to improve allowed me to continue that focus even after the program. The program at Seton Hall, while competitive, was far more focused on finding ways to outperform yourself and learn to collaborate with your team. The leadership projects flushed out a lot of the typical ego and selfish habits that are a pitfall in the “real world.”

ITL
What moment or activity stands out as the turning point in your leadership development at Seton Hall?

Keller
During our Leadership Foundation course in my sophomore year, we did an activity where the class was divided into two teams as part of a merger exercise. There was only one position for every two students, and each pair had to stand up and debate why the board should hire them over their counterpart. The credentials were on the fly and could be completely made up, so I decided to focus on what skills my opposition did not have rather than on ones I had. I was immediately fired, and Mike Reuter (Director Emeritus, Gerald P. Buccino Center for Leadership Development) explained to me publicly that I would never get ahead by putting others down, in any situation, but only by highlighting what I had to bring to the table. I think about that experience every time I have to argue the merits for my decision or opinion, and it has served me well.

ITL
The “future of work” is going to be different from what it is today. Do you feel prepared to tackle the challenges that are forthcoming?

Keller
I think the future of work will require more EQ than IQ as AI and technology make most of the knowledge based work obsolete. Talent will be measured on competencies, including communication relationship building and problem solving, while technical skills will not be as significant in career progression. Those who are able to make genuine connections and leverage those connections to not just boost themselves up but connect others will be put in the best position to succeed. Collaboration focused solutions have started to be the preferred solution for clients, and we will see more “teams” be recruited than individuals. Seton Hall’s leadership program is focused on always being resilient, adaptable and innovative. While my day-to-day focus is on wealth management, I read leadership and management books and stay up with sports and history. To distinguish myself in the decades ahead, I need to behave with a well-rounded knowledge to connect with others but focus on my niche offering to avoid the pitfall of being everything to everyone. Humility will be the biggest differentiator of success going forward.

ITL
What advice would you have given to your younger self at Seton Hall?

Keller
I would tell my younger self to be patient. The real world is not like Seton Hall, where merit and effort are what is rewarded most, and there will be people you work with or for that do not have pride in their work or empathy for their colleagues. I would want him to focus on building himself up, never to be satisfied with the status quo, but also to ensure that he focuses on helping all those around him.

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This article originally appeared in the Spring 2024 issue of In the Lead magazine, from Stillman School of Business’s Department of Management and the Buccino Leadership Institute. The bi-annual magazine focuses on leadership perspectives from the field of health care, with content that is curated from leaders across the industry who share lessons learned from real-world experiences.

Categories: Business, Science and Technology