Leading a Financial Services Practice That Puts People First: Ian Stock

Ian had spent over a decade between two big Canadian banks before joining Edward Jones five years ago. But he was dissatisfied, pressured by senior management, and he felt like the companies’ missions staying focused on the bottom line only, were out of alignment with his personal values. As he began exploring other options, he zeroed in on Edward Jones and learned more about their business model. What he found was the beginning of a more fulfilling career, where he is treated like a partner.

“After I retired from my role with the Canadian Armed Forces, I switched careers to become an investment advisor at one of the big banks. Over time, I started feeling like their mission and values didn’t align with my own. Looking for a change, I moved to one of the other banks, but unfortunately, encountered many of the same problems – it always seemed to be more of a numbers game. Our work was focused on bringing in more and more assets and generating more revenue, sometimes at the expense of the people we were supposed to be serving. That didn’t sit right with me. I always figured, if you look after the people, truly serving their interests, everything else will fall into place. Ultimately, that’s what attracted me to Edward Jones.

“Coming from a military background, you’re always aware of the competition and who you’re up against. Connecting with the Edward Jones’ talent acquisition team to learn more was eye-opening. At the time, I primarily ran a fee-based practice. A big selling point for me was learning that Edward Jones offered that option through their investment platforms. It’s not for everybody, but it is something that works particularly well for the type of clients I deal with.

“The other thing that appealed to me was the idea of entrepreneurship. At Edward Jones, I have my own office in my hometown, Belleville, and run my practice as I see fit. From the get-go, Edward Jones’ home office laid the groundwork for my transition into the company, supporting me every step of the way. It was a big difference from working for the big banks, where it always seemed like the advisors were getting the squeeze from senior management. At Edward Jones the differentiator is that home office is working to support us at the branches to make our lives and our clients’ lives easier.

“Anyone working in the investment business, especially on the brokerage side, is here because they’re a self-starter. At Edward Jones, I have been treated like a partner, not just an employee. Now, there’s no pressure on me as an advisor. No one’s pressuring me to push a specific product, because at Edward Jones we have no proprietary product. Instead we focus our time and attention on building long-term holistic strategies that are most appropriate for each individual client. This work environment is a huge benefit, it’s unique and I don’t take it for granted. But best of all, now I have a sense of ownership that just wasn’t there before. I know I’m working harder, but it doesn’t feel like work. A confession: sometimes I even vacuum my office.

“Since I made the move, my practice has grown exponentially. I’ve got more assets than I ever had in the past, but more importantly, I’m happy, because the work I do results in helping to create meaningful results for my clients and building strong long-lasting relationships. I changed employers and found a purpose that I live daily. That’s something, I think, our clients can sense. The feeling is hard to qualify, but I have a stronger sense of purpose now, wanting to do the best for my clients instead of just driving sales and punching the clock.”

If you’re ready for a rewarding career as a financial advisor, you can learn more about the opportunity or apply now. Connect with Ian on LinkedIn.