Since getting licensed in 1992, I’ve worked for a few different wire houses, making a change about every 7 years. The first company I worked for started as a small bank and grew from the ground up. I could call the President with concerns or suggestions—he didn’t always agree, but at least he listened. My last two firms were too bureaucratic. Financial advisors had no access to management and no influence on policy. I was looking to find a firm with a culture similar to what I had experienced earlier in my career.
I did my homework for almost two years, considering a number of different firms. Inevitably, I always came back to Capitol Securities Management. Recruiters representing competing firms would say: “We can’t even come close to the payouts and benefits offered by Capitol Securities.”
During any recruiting process, both employers and employees have their “game faces” on. Everyone is wearing their best clothes, their best cologne, talking best practices and sharing their highest ideals. You worry about what it will really be like once you’ve settled in. For me the biggest and best surprise has been finding out that Capitol Securities is the real deal. Our voices are heard and our input is considered. That’s refreshing.
We are given the resources to do our jobs properly. For example, in some wire houses, financial advisors must produce $1.5M in revenue to earn the support of a sales assistant. In other firms, financial advisors pay out-of-pocket for administrative support. At Capitol Securities, we’re given reasonable resources to do our job. Plus, there is no badgering about expenses and senior management doesn’t stand in our way.
Every single product is revenue neutral. I don’t have to push an agenda or sell a certain product I don’t necessarily believe in just to meet revenue goals. We’re given the freedom to make decisions based on what’s best for our clients. Shouldn’t it be that way everywhere?
Considering teaming—I think it’s the future of this business. Today, the average advisor is nearly 60 years old, and many junior advisors don’t last more than 3 years. If you’re new to the industry, partner with a seasoned advisor and learn from their experience. I think there’s a lot of value there.
I’m less of a reader and more of a voracious scanner. I just finished going through On the Brink by Former Secretary of the Treasury Hank Paulson. That was a scary book!
I vacationed in St. John, Virgin Islands, which got me dreaming about retirement in the Caribbean. More likely, I’ll end up in the Caribbean of the United States—the Florida Keys.