A service business lives and dies by the quality of its people. A sales organization isn’t so concerned with that.
In my brokerage firm days the revolving door of advisors who were hired and quit spun around at a rapid pace. It wasn’t about expertise, and unfortunately if often wasn’t about ethics. It was about finding people who could sell.
Times are a-changing though, and for the better I must say. Our organization is on the forefront of that change. We are specialists.
You only retire once, and the planning that goes into a successful transition to retirement requires specialized knowledge. Most advisors don’t have the skills that I deem necessary to join our team. That’s why I was so excited when I found out Kathy was available and interested in what we are doing.
I first met Kathy in the summer of 2012. I was a guest lecturer at the RMA (Retirement Management Analyst) boot camp at Salem State University. She was attending to acquire her RMA designation.
She wanted to learn more so a few months later just prior to RIIA’s (Retirement Income Industry Association’s) fall conference in October 2012 she reached out to me to ask if she could take me to dinner when I was in town. (I’m in Arizona.) Bless her, she picked me up from the airport when I landed in Boston, we went to dinner, and chatted for hours.
The next time Kathy and I caught up was the summer of 2013. She and her husband Tom were on a trip to Arizona and stopped in the office to say hi. We got to chatting again and talked shop over happy hour. I thought she was great – so at the start of this year when I found out she was looking for a place to build her wealth management practice, I immediately reached out.
There are two things I consider when determining if an advisor is a good fit.
First, do they have the technical skills? As a CFP®, RMA, and EA (Enrolled Agent), Kathy has all the technical knowledge needed; it takes at least six years to teach these skills from the ground up.
But more importantly, I look for this intangible goodness about someone. I’ve often said, “I can teach skills, but I can’t teach someone how to be a good person.” When this quality is present, I know someone will fit in with our culture, and I know they’ll do the right thing for the client every time. That’s what matters to me.
Each and every person on our team is good to the core. And Kathy fits right in.
We are super excited to have her! Even better, she’s just as excited to be joining us.
If you want to learn more about Kathy you can visit her LinkedIn profile.
Written by Dana Anspach, Founder of Sensible Money.