Q: What about the Edward Jones opportunity appealed to you?
A: For me, the big selling point to be a Financial Advisor at Edward Jones was autonomy. I wanted to call the shots for my own day and life. Having come from the Marine Corps, I was accustomed to a very structured environment, and I love the opportunity that Edward Jones gives me to be in charge of myself. Even though I craved autonomy, I also recognized the importance of structure, especially as a new employee. I knew nothing about the industry. Being something of a perfectionist, I was a little concerned about how I would learn to become a competent Financial Advisor. The fabulous thing about Edward Jones is that I didn’t have to worry about that. If you have the interest in working hard, Edward Jones will train you to do the business. Working for Edward Jones offers the best of both worlds: It’s very much like being an entrepreneur, getting to strike out on your own, having your very own office and assistant, but at the same time you also have a safety net. Q: Describe what it's like to build a business.
A: Building your own business from scratch is a little scary. When I was in the military, I never thought about budget. I never thought about making payroll. The great thing about Edward Jones is I’m starting my own business, only I don’t have to come up with the startup costs. I don’t have to tell my assistant, “Well I can’t really pay you this week, but maybe next week things will look better.” I have the administrative and financial support from Edward Jones, but I’m out there making my own business. I can set up my business the way I like it, put my own personality into it. As long as we follow the philosophy that Edward Jones has of taking care of the client first, we can operate our business according to our own schedule and our own guidelines. Q: What were you looking for in a new opportunity?
A: Leadership is important in the military, and that’s my background. When I came to Edward Jones, I was ready to be a leader. At Edward Jones you run your own office day to day, pretty much on your own. You are genuinely a leader because you are running your office, and how your day goes and how the client’s day goes depend largely on how you conduct yourself. But in addition to running your own office and having the responsibility for making that go well, you also have the opportunity to mentor or train in what we call field training. I have also had the opportunity to be the compliance officer, working in growth issues and trying to bring aboard new Financial Advisors. Currently I’m working on a list of brokers’ names, a list of people who will help other brokers in the region if they have a question about anything: a product, a philosophy, a strategy, a particular situation, a presentation they’re preparing to make, a class they’re preparing to give. Q: What part of the training was the most helpful?
A: Because I was new to this industry and because I had come from a highly intense training atmosphere in the Marine Corps, training was paramount for me. I dreaded being unprepared, so I took advantage of every bit of training I could get. Edward Jones has an incredibly structured training program of required classes. Beyond the required training, which is pretty intensive, additional training is available through our computers. I can learn more about a specific subject anytime I feel the need. If I want to train on products, strategies, philosophies or any other aspect of the corporation, I can take classes on my own, at my convenience. Additionally, throughout our careers we are called back to the home office for continuing education. As we progress through levels of performance, we can take advantage of educational opportunities that enable us to move ahead even further. Q: Describe what the Edward Jones culture means to you.
A: It’s quite a feeling to walk up to a building and see your name on the front door. In the Marine Corps, as in most other professions, it takes a long time before you see your name on anything. At Edward Jones, you're the boss. You’re in charge. It’s your business. It feels really good. Q: Explain the dynamics of working in a two-person office.
A: I really couldn’t do business without my branch office administrator (BOA), Sophie. I don’t know what I would do without her, and I think she feels the same about me. She seems to be able to sense what I’m thinking, and she serves as my representative when I’m not in the office. She’s able to answer the phone, talk to clients and get important messages to me so that I can take care of business. She’s invaluable. Sophie says that we’re going to retire together. In the meantime, we’ll stay together and keep clients happy. Another wonderful thing about Sophie: I had a medical emergency once and had to be away from my office, and it was a trying time for me. Normally, I’m a bit of a perfectionist, so I get a little — I hate to say micromanager, but I like to make sure things are taken care of. Sophie kept telling me, “You don’t have to check in. I’ll call you if it’s necessary, but you can call me anytime you want. Don’t worry: I can handle it.” And she really could. Q: What part of the job did you find especially challenging or rewarding?
A: When I first learned I’d be going door to door to meet prospective clients, I wasn’t sure if it was going to work. But then I realized the point was to get out and meet people. Making face-to-face contacts isn’t just about knocking on someone’s door. It also means patronizing area businesses. It’s every women’s luncheon, every charity event, every community or board meeting I attend. Every social, philanthropic or business event means exposure to potential clients. And that’s what you do: You meet people, and you learn that everyone around you is a prospective client. When I first started out in this business, a veteran Financial Advisor said to me, “Just remember when you go to meet that prospective client for the first time that you’re the best thing that ever happened to them.” At first I thought that was a crazy thing to say, but then I realized the truth of the statement: There are people out there whose lives I could essentially turn around. I could provide them with some confidence and help them achieve their goals, and that’s an exciting thing. I admit I was a little nervous about going door to door. I wasn’t sure if it was something I could do. Of course, it wasn’t nearly as disastrous as I had imagined it might be. And I’m from Florida, and in the 90-degree heat, when I was making first contacts, I had sweet little old ladies invite me into their homes for hot chocolate. It’s kind of a fun way to get to know people, and a good way to get out of the office once in awhile. Q: Are there any memorable experiences, perhaps with a client, that encapsulate or typify what it’s like to work for Edward Jones?
A: Probably my most memorable interaction with a client would be with the gentleman who was referred to me just before 9/11. His mother was about to go into a nursing home, and their broker had put her assets into a B share, which has surrender fees and is basically a very aggressive product. Every month it was liquidating money that this woman needed to pay the retirement home, which was expensive. The woman’s son was desperate and didn’t know what to do. I advised him to reduce the risk in her portfolio so that it could support her. We were able to diversify her portfolio with an emphasis on bonds and growth-and-income mutual funds — a much more conservative portfolio that ended up making a huge difference to them. I bring up 9/11 because after the terrorist attacks, all the equities immediately dropped. My client and his family were so grateful that I had removed a good percentage of the risk from their portfolio. If all their assets had been in an aggressive stock, it would have spelled financial disaster for them. Right after 9/11, the woman’s son came to my office and thanked me profusely. Obviously, I was simply following the Edward Jones strategy, which is to diversify accounts and invest for the long term. Q: What was the most challenging situation you've faced as an Edward Jones Financial Advisor?
A: One of the most challenging experiences I’ve had since I’ve been with Edward Jones was after the hurricanes in Florida that led to so much destruction. A lot of us were displaced. Like so many residents, Sophie and I had to close down our office under very stressful circumstances. Naturally, we worried about the impact of the storm on our business. Much to our relief, Edward Jones was there for us. All the area branch staff received instructions through our computers from the home office. Edward Jones also sent laptops to those of us who needed them. Thanks to this support, I was able to work from my home. Because the hurricanes took such a toll on everyone in the community, clients were understandably concerned. They were relieved when I was able to call and say I was fine — and so were their accounts. Even if the office was demolished, their information was safely stored and intact, and we’d pull through this together. Q: What qualities do you think a person needs to thrive as a Financial Advisor?
A: To become an Edward Jones Financial Advisor, self-reliance, discipline and a positive attitude really help. You can’t be a person who gives up, and you have to be able to motivate yourself. I sometimes say it’s not for the fainthearted. You have to be willing to make a difference in other people’s lives. But if you’re willing to do the work, the opportunity is there. No matter what your background, Edward Jones enables you to become wealthy and successful, with no upfront investment. Q: Describe the support you receive as an Edward Jones Financial Advisor.
A: One of the great opportunities the home office gives to trainees is meeting with a veteran, someone who has worked at Edward Jones for years and has a successful business. These people serve as a kind of security blanket for nervous newcomers, answering all their questions. During training, we have the classes, the instruction, the class leaders. But the visiting vet gives that personal touch. Trainees can ask the vet questions that aren’t covered in the curriculum about issues that might be unique to our specific work environments. As someone from a military background, I had become accustomed to incredible support. Those of us in the service look out for each other’s families when somebody is away on an assignment. I was gratified to find that Edward Jones was very similar in terms of the network of support that it offers. One of the brokers that I trained with has become a good friend, and my husband and I socialize with him and his wife. We call each other when one of us has a new grandchild or a birthday. Recently, my husband had to undergo surgery, and I got e-mails and calls and even gifts from other brokers in my region. Edward Jones is that kind of family. Q: Articulate the spirit of volunteerism that exists at Edward Jones.
A: I think there is a spirit of volunteerism at Edward Jones because we all remember that we got that kind of attention from a veteran when we were new Financial Advisors. Someone took the time to train me, and I want to return the favor for new brokers. The training Edward Jones offers is wonderful, but probably more valuable is that immediate answer veterans are willing to give you, even to questions that might seem silly. Whenever I’m about to do a presentation for a new client or about a new product, I know I can pick up the phone and call someone. Because Edward Jones operates as a partnership, we all are invested in this company. We all want to succeed, and we want every new broker to succeed. Because I work for Edward Jones, I want the firm to have a good reputation in the community. Q: How important is inclusion to Edward Jones?
A: I’m really excited that Edward Jones is working to bring in more women Financial Advisors. As you look at other companies, a lot of times you’ll see that there tend to be more men at the top than women. An exciting thing about working at Edward Jones is we’re all peers. Where else can you go and be at the top of your company in charge of your office when you just start? And for us women, it’s especially wonderful to have that opportunity. We’re treated fairly. We can do anything they can do. We can bring in as many clients as we want. We can select and hire our own BOA. I’m happy that women have a fair shot at becoming successful businesswomen. Q: Describe what the Edward Jones culture means to you.
A: One of the decision-makers for me when I joined Edward Jones was the focus on the family. I had been to several Web sites when I decided that this is what I wanted to do. The only company that I felt was concerned about family and protecting that American institution was Edward Jones. Edward Jones seemed to focus on the individual investor instead of how much money you can make. Profit didn’t seem to be the driving point with them. The emphasis was on how you can be in charge of your office, spend more time with your family, have flexibility in your schedule. That means everything to me. I simply wouldn’t do this if I didn’t have the opportunity to be with my family as much as I am now. The fact that I can take trips with my family, that I can take my husband with me to regional meetings, changes everything for me. I don’t want to be away from him anymore. I have a grandbaby now, and I want to spend time with her, so I love having the flexibility in my schedule that Edward Jones gives me.
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