Q: How did you get started with Edward Jones, and how do you feel about it?
A: Before Edward Jones, I was a professional pilot. I started flying when I was 15. I joined the military out of high school and flew with them for 25 years. On my last job, I was flying the Prime Minister and the Governor General in the VIP Squadron. After that I was looking for a new challenge. I got into commercial aviation and flew with a couple of airlines, and then my mother developed Alzheimer's disease. After that I decided to hang up my spurs and take on a new challenge. That's when I came to Edward Jones. Q: And how did you find Edward Jones, or how did they find you?
A: It was interesting because I was looking for a career change. I knew I wanted to get into the financial sector, but I didn't know exactly what I wanted to do. So I spoke with a banker, a mutual fund vendor and a financial planner. Then I saw an advertisement in the newspaper about the Edward Jones opportunity. I went to the recruitment meeting, liked what Edward Jones offered, and the rest is history. Q: So how did the process of you becoming an Edward Jones Financial Advisor evolve?
A: Quite rapidly. I did the normal standard process of applying for the job, and then I did a series of interviews on the phone and in person. Then I went to Mississauga, did a face-to-face interview, and I was offered a position shortly thereafter. Q: How did your training progress?
A: The training is very structured, and it takes a very disciplined approach. Coming from a military background, that was something I really appreciated. They take you through the training process very carefully, and the structure is designed so you can't fail if you follow the steps. Q: What is the Edward Jones recipe for success?
A: The recipe is basically making 25 real contacts a day, and focusing on building an ethical and profitable practice. And 25 real contacts means actually talking to somebody: making a presentation, offering an investment, or conducting an appointment. These are the things that are important, and you have to have 25 of those contacts a day to really guarantee success. Q: So after the training, when do you start approaching people and meeting them face-to-face at their homes?
A: Right from day one. You try to build trust, which is a difficult thing to do. You introduce yourself, tell them what you'd like to do and what you can do for them, build a level of trust, learn about their needs, and then eventually offer them a product that will satisfy their investment needs. When you talk to somebody who reveals to you they have a need and have money to invest, it feels like a personal victory. You get them into your office, discuss their financial needs, and offer them an appropriate solution - one that fits their situation and satisfies their investment needs. Q: As someone who has had great careers prior to Edward Jones, how do you feel about your current career? Do you see yourself doing it for a long time?
A: I've always looked for new challenges, and every day brings a new challenge. You never know what the day will bring, or who will walk in your door. The nice thing about the job is what it gives to you. For me it's the ability to help people achieve their financial goals. I talk to people and I tell them, you know, if you don't want to retire, that's your business. But if you do want to retire, that's my business, and I want to help them to achieve their goals.
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