THE COMPANY
This company is recruiting highly driven individuals who excel in both business development and relationship management, and who seek to become investment professionals. Headquartered in New York City, the firm was founded in 1967 to manage assets for private investors. While the company's mission soon grew to include investment research and institutional asset management, private investors have remained the central focus for the firm. Today, private clients account for a significant portion of the company's assets totaling approximately $57 billion. The company has over 1200 employees with office locations in New York, Los Angeles, San Francisco, Dallas, Chicago, Washington D.C., and Internationally. Money is managed on a discretionary basis.
THE POSITION
A Financial Advisor could come from many different kinds of businesses, including various forms of banking or from sources such as real estate, insurance, technology sales, consulting, not-for-profit, law, accounting and pharmaceutical sales. The position of Financial Advisor (“FA”) requires an exceptionally motivated, passionate individual who is willing to work hard and who wants to be rewarded for building his or her own business. FA candidates must be accustomed to a high level of daily sales activity. As well, prospecting and cultivating key influencers of the ultimate investors is at the heart of the company clientele development process: long-term success is not in ‘whom you know’ but in the targeted way in which the ultimate client is reached. A high work ethic will be illustrated by a willingness to go beyond “normal” hours and exhibition of a “client first” approach to time management.
The company has an unleveled business model placing the responsibility of winning business squarely on the FA. There is no ‘lead generation’ group handing off clients. This allows for a high pay-for-performance environment. The successful candidate will have levered contacts for successful business development in prior situations, both professionally and personally. He/She will exhibit comfort working through third party sources to reach key people to raise money or generate a desired outcome. This is one of the key attributes of the most successful FAs. The company also does not advertise. It relies upon recommendations from other trusted sources to get to the targeted clients.
THE INDIVIDUAL
This individual must be capable of networking and developing relationships from scratch with attorneys, accountants, trust and estate executives, insurance professionals, or others who can introduce him/her to potential clients. The FA is then responsible for helping design specific, long-term investment solutions appropriate to the situation. The company’s investment policy groups make actual investment decisions.
The ideal candidate will initially participate in a rigorous three-month New York based training program with the company’s senior executives. The training program focuses on learning the company’s history, including the company’s marketing activities, services, and methodology. He/She will demonstrate the following:
· High and entrepreneurial work ethic – This person will be responsible for crafting and executing their own strategic plans for winning business. Hence, the candidate should be comfortable with starting with a blank sheet of paper and showing creativity in building a business or accomplishing goals without large teams for support. The company is an activity-based success model, where a high number of face-to-face meetings is desired and measured and is highly correlated with successful asset gathering.
· Long-term, trust-based relationship skills – This networking and client development will be based in empathy for the client prospect. The successful candidate will be someone who can relate to a client’s circumstances with warmth and genuineness. The client’s interest will always be a first priority with the successful candidate. He/She will generate credibility by grasping client needs quickly, demonstrating responsiveness, and being flexible in style and process. Most FAs continuously blend their professional and personal lives. Their clients become their friends, and they become part of the fabric of their clients’ lives.
· Quality – It is important that this candidate have an interest in the capital markets, and see themselves being or having the potential to become an investment professional. An MBA is preferable but not necessary.
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