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A Superior Collective Investment Trust Onboarding Experience.
A Superior Collective Investment Trust Onboarding Experience.
Insights from Dan Dal Degan’s NAPA 401(k) Summit Presentation
Here is a short summary of the well-received, high-energy presentation delivered by Dan Dal Degan, Board Member of Great Gray Group, at this year’s NAPA 401(k) Summit. Since the session resonated strongly with over 60+ retirement plan advisor attendees, we’ve distilled the key takeaways to share with our broader retirement ecosystem community.
The session focused on transforming how retirement plan advisors approach objections in sales conversations. Rather than viewing objections as barriers, Dan encouraged reframing them as valuable opportunities to uncover deeper client needs and build trust.
Drawing on his sales leadership experience at companies like Salesforce and Oracle, Dan emphasized that successful sales professionals lead with curiosity and empathy—not defensiveness. He introduced the “Feel, Felt, Found” framework as a practical tool for navigating objections:
Feel – Acknowledge the concern.
Felt – Relate with empathy.
Found – Share insights that reframe the issue.
Dan highlighted that objections often signal underlying concerns about value, trust, or alignment. When handled with empathy, they can become pivotal moments for connection and clarity.
The session also explored the collaborative nature of objection handling in complex sales environments. Dan encouraged leveraging team members as observers and reinforcements to help de-escalate tension and strengthen positioning.
He closed with a compelling reminder:
You are all salespeople – you’re selling yourselves every day. The best salespeople don’t close deals; they open doors to deeper connections and lasting partnerships.”
In summary, mastering objections with empathy doesn’t just help close deals—it builds enduring relationships. Fill out the form below to download your copy of Dan’s presentation.
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, 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.
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