Q: Describe what it’s like to build a business.
A: My experience in the beginning was like everybody else’s, I think: I spent a lot of time worrying, never being satisfied, never feeling like I was doing enough. Then over the course of 36 months of collective work, I got to a point where I had created a significant amount of momentum in my business. At that point I felt very fortunate because Edward Jones gave me a lot of opportunities to develop my leadership and volunteering skills. I got a lot of energy from those projects and those responsibilities, and that in turn seemed to propel my business even further. I credit the experience that I had in leadership with the success of my business. When I started building my business and introduced myself to people in the community, I felt confident. I knew that this strategy would work for me because it worked for so many other people before. Also, it was enjoyable. I’ve always thought it was sort of like being a politician, trying to generate votes for yourself or just having an opportunity to listen to people and hear what’s important to them. Like anything else, if you approach it with a good attitude, good things usually happen. Q: What is the biggest challenge you have encountered during your career at Edward Jones?
A: The most challenging days were probably ones when it was raining or cold or snowy, because people might not come for an appointment if the weather conditions aren’t ideal, and it makes it tough to get out there and meet people in the community when you’re freezing. You have to figure out a way around those challenges. You have to come up with activities and things you can do to meet your goals in spite of those situations. Q: What about the Edward Jones opportunity appealed to you?
A: I have a lot of freedom in the work that I do, which is probably one of the most significant types of compensation for me. Freedom doesn’t just benefit my business; it also benefits my family. I can choose the kind of activities I want to be involved in. I can integrate my kids, my husband, my family, my friends and clients into different activities. It’s a very nice way to make a living. I often have to remind myself that this is actually my work because sometimes I enjoy what I’m doing so much that I forget I’m building relationships at the same time. Q: How do you maintain a work-life balance as a Financial Advisor?
A: It’s a real lifestyle. My husband and children are stopped all the time by people whom we meet because we’re out doing things together. When you’re a Financial Advisor in a position of trust, people do like to know you as a three-dimensional person. I think it’s important for clients to know my husband and kids and for us to do things together. I think the family is important to Edward Jones because they realize that a happy family makes a happy and productive work environment for our Financial Advisors and branch teams. It’s important for spouses and children to feel that they’re getting their needs met so that we’re able to have the most productive work environment and give the best that we can to our clients. It’s a very reciprocal process, and I think Edward Jones figured that out long ago. The flexibility Edward Jones offers is very important for our family. My husband works full time, so I’m able to pick up the kids and bring them home and get supper started. If I need to, I can go back to work when he gets home, or I can just slip downstairs to my office and make calls because I can access my Edward Jones system from home. Likewise, first thing in the morning I can get up before my kids and do some work, then get them out the door for school. I can participate in their activities and all those important things that make family life a lot smoother. Q: What one thing would you tell someone considering the Edward Jones opportunity?
A: I think it’s a bit of an art and a science. The science side of it is that you need to do your homework. You need to understand the investments you’re talking about and how they affect the clients you’re dealing with. The art of it is in being patient and communicative. You need to listen to people and learn how to respond appropriately. You’ve got to have determination. Assuming that people have those qualities and participate in the right training programs, they’re going to be very successful at Edward Jones. Q: What were you looking for in a new opportunity?
A: Since I left my previous position, at a bank, there was a merger with another organization. I’m not even sure my old job would still be there or what it would look like today. There’s always the risk that you don’t know whom you’re going to be working for. At Edward Jones, I know that if I’m running a profitable and ethical office, I can be assured I’m going to be hanging my hat and parking my car in front of my door with my name on it for as long as I want to. The catch is that you have to work really hard and manage your own time, keep your head in the game and stay focused on a long-term goal even when you’re faced with lots of short-term setbacks. Hopefully, people will realize that they can control their circumstances if they manage their time well and make the right connections and relationships. But that’s probably the most difficult part of the job. Without the right mental attitude, it’s hard to take rejection and it’s difficult because markets are unpredictable. On the other hand, it’s very exciting. You have the ability to achieve whatever you set your mind to. I have my own way of personalizing my office; I want it to look a certain way. I know that when people come in the door, they realize they’re dealing with professionals, and it makes me very proud. Q: How have the four points of compensation impacted your income?
A: My husband and I are very fortunate. We’ve had the luxury of owning a cottage and doing a lot of nice things, taking great trips. I’ve been around the world with Edward Jones. I know that had we not been in this position and if I weren’t a Financial Advisor, I would likely not be able to take advantage of those kinds of things. We enjoy a lot of financial security, which is comfortable for us, and we don’t argue about money. Our family has been able to enjoy a lot of the benefits of the compensation structure. Given where I’m at in life, I know that the kind of income I have, relative to that of my peers, is significantly different. I’m very grateful to have so much financial security. I don’t think I could do this job without the support of a spouse because we don’t work a 9-to-5 job. That means we have to have someone there at home to keep things going when we’re not able to be there or when client meetings come up unexpectedly. As much as I try not to lean on him too much, it’s just a part of life, and spouses need to know that those rewards will eventually come for that hard work. I really couldn’t do what I do without the support of my husband. He’s the one who’s really making a lot of the sacrifices for my career through his commitment to taking care of our family when I’m at appointments. He participates in activities with clients and even covers for my branch office administrator every once in a while. I’m very grateful for that. It’s certainly a family effort in our household, but the rewards are such that he thinks it’s worthwhile. Q: Describe an incredible diversification trip that you would never have considered had it not been for that benefit.
A: My husband and I just got back from a 10-day trip to India with Edward Jones. More and more, as I take trips with the firm, it feels like a family vacation, which I know might sound a little odd. But the people we meet and the atmosphere are as much of a draw for us as the destination. During this last trip, we met a new couple that we will keep in contact with. I often tell people they were our best souvenir. Q: Explain the dynamics of working in a two-person office.
A: The clients always call Gillian, my branch office administrator, my shining star. They say that because she’s so enthusiastic about her work, and she really enjoys talking with them about whatever is going on in their lives. That means a lot to them because a lot of other organizations require you to press one for this and two for that, and sometimes there’s never a human being on the other end of the phone. Clients really appreciate that reliable, friendly personal service. Gillian is a wonderful, enthusiastic, hardworking individual. I know that I have somebody who really cares about me and the business working side by side with me every day. I feel comfortable with her, which is very important to me. Q: What are the benefits of working for a partnership?
A: Having a partnership structure means that everybody that you’re in contact with has an influence on the return on your investment. It matters that those new people are successful, that they feel welcomed and important in terms of their contributions to Edward Jones. It is our responsibility to make sure we enhance and develop those people and help them realize their potential, because in doing so we only increase our own. That’s the whole pay-it-forward system that you get with a partnership. When I was working for a shareholder structure or a publicly traded company, I always felt that budgets and getting the absolute most out of the absolute least was the most important thing. It was always apparent that people could be dispensed with easily. That’s a huge contrast to Edward Jones, a true partnership, which focuses on human resources as our greatest asset. The firm spends so much time and energy trying to help employees do their best work and making sure we feel appreciated that we reflect that back in our day-to-day work. I became a partner with Edward Jones approximately 10 years ago. I was so proud when I got that phone call to know that they trusted and respected my work enough to want to include me in the partnership. I was excited to think that my investment was going to be a part of the growth and the benefits that we have being partners of Edward Jones. It’s one of the best investments that I’ve ever made, from both a financial and a personal perspective. Q: How do Canadians view Edward Jones?
A: In Canada it’s a very unique ownership structure because we’re not a publicly traded company and we don’t report to shareholders. There are very few companies that offer that kind of a corporate structure and have employee owners. I feel very fortunate because I’m always assuring clients that I am an owner of Edward Jones. If it weren’t an organization in which I felt comfortable investing my own money, I would certainly not recommend they invest theirs in it. I can honestly say that I am all in, so to speak, in terms of my career and my commitment to my work. Q: What qualities do you think a person needs to thrive as a Financial Advisor?
A: As a woman, I would say that the role of Financial Advisor seems suited to a female way of being, if you will. We tend to be very focused on our relationships with people. We tend to give referrals when we get good service. We tend to want to share best practices and ideas, and collaborate with other people. We tend to be good communicators. It’s an opportunity that I think really suits women because it’s the ideal match of those personality traits with a job that allows a lot of flexibility. A person who wouldn’t be a good fit for our firm would be someone who thinks this job is about taking. To be a good Financial Advisor, you have to give more than just the barest of financial advice. You have to be willing to establish real relationships with people. It’s not a business that’s strictly about the day-to-day ups and downs of the market. It’s a business of attaching yourself to clients’ hopes, dreams and goals, and taking the personal responsibility to figure out how to reach them. People who do that, and do that with so much passion, are ultimately the most successful. Someone who isn’t willing to put in the hard work wouldn’t be a good fit here. This isn’t a job that happens by accident. The rewards are earned, and people need to take that seriously; they have to be able to delay gratification. Rewards do take two or three years, sometimes a little longer, and patience. Q: Describe what the Edward Jones culture means to you.
A: The Edward Jones culture was one of the key differences for me. When I was at my previous job, I always felt very much like a very tiny cog in a very big engine. I never could really feel the impact of my work or believe that I could make a difference to that organization. But since I started at Edward Jones, I have felt the significance and the relevance of my responsibilities and my role in the firm all the way through. I think the Edward Jones culture starts with its history. It was instilled from Ted Jones, right down and through John Bachmann, Doug Hill, Jim Weddle and all the people they choose for senior management roles. I don’t think it’s just a case of talking the talk. The people who run the firm are also walking the walk, and that makes me feel really proud. Q: How do you see your future at Edward Jones unfolding?
A: My long-term career with Edward Jones is uncharted. Who knows where it will take me? Our firm is continuing to grow, and as I continue to develop my education and my experience, I would love the opportunity to impact the firm at another level. That opportunity could be open to me down the road as well. I’ve been very fortunate to have had the opportunity to serve as a regional leader and be both a limited partner and a general partner. I’ve been able to see all the various levels of ownership at the firm and really come to understand what the opportunity is for Edward Jones in terms of growth. I don’t know where that’s going to take me because I still have so many years left to spend and so much to do. If I were still at my previous job, I would probably be one or two small steps ahead of where I was. But given the very few people who get an opportunity to have any form of significant ownership in those kinds of organizations, I assure you I would not have had the opportunity to own a part of the company I work for, as I do at Edward Jones. Q: Articulate the spirit of volunteerism that exists at Edward Jones.
A: Edward Jones has a leadership structure in which each region has a regional leader and then in each region probably five key individuals are responsible for different parts of health and growth and supporting our Financial Advisors through different stages of their careers. One of the most enjoyable aspects of being involved in the corporate side of Edward Jones is that we have an influence in shaping the careers of new people and helping to develop the careers of more established Financial Advisors. I’ve been responsible for developing and implementing a new style of field training with our new Edward Jones Financial Advisors. I’ve also served as a regional leader and worked to help increase our representation in different parts of our market. Every time I do a different job, I always seem to learn something new and develop new skills. It just helps, not just with the firm’s initiatives but also with my overall understanding and knowledge of our community. I still enjoy opportunities for leadership development, working with people, coaching and mentoring. Edward Jones has an active relationship with Jim Collins. Plus, I’ve started a teleconference book club in our region. I’m very excited about exploring different management styles and opportunities with our firm leadership team and just getting to know how I can make the greatest impact on my future and the firm. Our firm has also been very generous with associates in need and responsive in situations like Hurricane Katrina, understanding the individual Financial Advisors and helping them. We in turn give back and support our fellow Financial Advisors and their branch staff. Q: What part of the training was the most helpful?
A: The most important thing that I want to make sure I touch on is how significant I feel the investment in our people is and how good that feels. To get the opportunity to continue learning at all stages of your life makes work so satisfying. I participated in many courses at Harvard, with Peter Drucker, which enhanced my knowledge of the industry and our competitors in a meaningful way. I’m very grateful for that. There have been so many Financial Advisors throughout my career who amazed me. If I ever have a down day, all I have to do is think about some of those people and what they’ve accomplished and how I was a small part of that development. That really does give me a lot of pride. Q: Are there any memorable experiences, perhaps with a client, that encapsulate or typify what it’s like to work for Edward Jones?
A: We had a restaurant that had been opened for three or four years in our community, and I invited a valued client there for lunch on his birthday. He was so excited because he had never been there before. He was single, and he hadn’t even celebrated his birthday in years. He was so happy that I would take the time to recognize him on his birthday. He told me that it was one of the nicest birthdays he’d ever had. It’s a really nice feeling to have that kind of relationship. I didn’t have relationships like that at the bank where I previously worked, and that was why I left. I need to feel that I’m making a real impact in my work. When all you’re doing is fulfilling a very narrow set of responsibilities over and over, without ever connecting to the client in any fashion, you just don’t have that opportunity. Another client moment that has always stayed with me was the first time one of my clients lost a spouse. I remember feeling so sad. It happened around Christmas, and it was a really difficult time for the family. Around the first week of January, I brought them Chinese food, and we sat down and talked about things. We talked about her late husband. We talked about family and how life was going to change. And then we looked at her investments. A lot of what I was doing was just reassurance, but I think it mattered to her that she wasn’t alone, that I was going to stand by her. Since then, whenever a client loses a spouse, I always buy Chinese food to take over. There’s something about just sitting down and talking that feels right, like it’s part of my job. You learn new things about clients, because they trust you enough to tell you. That’s very satisfying work. I love giving them advice and helping them sort out situations. I love to know that the work I do has meaning and that it’s important to clients.
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