Launching Your

Securities Career
Advice and Information from
Successful Securities Professionals

See Inside »
WELCOME
So, you’re considering a
career in the securities
industry…now what?

In this eBook, you’ll find answers to that question from over 100 securities professionals who have established
themselves in the industry. The first part consists of valuable advice from these securities industry veterans.
The second part focuses on important skills you need to be successful. We hope you find this resource helpful,
and we wish you the best of luck as you embark on your journey into selling securities.

Best wishes,
The Kaplan Financial Education Team

“
Two thoughts. First, it is a staggering responsibility and not to be entered into
lightly. We deal with dreams, and futures, and real lives. I have held grieving
widows and sat across from people who refuse to see the sad state of their
finances. I have also seen the look of wonder on the faces of people who did not
think they had enough money to retire when they realized it was within reach.
“
–Nan Schey, Series 7

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 Part I: Advice from
Securities Professionals
I. Go for It

“
It is a wonderful profession. It can open up many doors for you.
“
–Devin Simmons

It says a lot about a profession when its practitioners recommend it to others. Throughout all the advice the securities professionals
provided us, there was overwhelming encouragement to pursue this career. A flexible schedule, freedom, and independence were
among the advantages shared with us; however, the top benefit was the reward of helping other people.

At the same time, the professionals cautioned that it is not an easy profession, and anyone in it must be willing to work hard
and play the long game. From choosing the company you work for, to staying up-to-date on new products, to guiding clients into
making the right choices, you will need to research, study, and work long hours to make the right decisions, build relationships,
and do what’s best for your clients.

New or newly licensed securities professionals often get frustrated because they don’t appreciate the hard work or the
opportunity. They also don’t understand that this isn’t a typical 9 to 5 job. To be successful, a securities professional has to put in
long hours. Some think it’s going to be easy, and when it isn’t, they give up too soon or come on too strong. To reap the rewards,
you need to stay focused and take the time to figure out what you want to do. Most importantly, you need to be aware that
clients don’t come easily.

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 II. Put Clients First

“
Be ready to help! Above all else, you are a consultant to the clients you serve
first, and a salesperson for the company you represent second. Grow your
knowledge every day to become the expert your clients expect you to be!
“
–Geoff Murtha, CFP®, ChFC®, CLU®

Our securities veterans agree—to succeed in this business, you
must put clients’ needs ahead of your own. The money and
savings they’re investing means everything to them and their
futures, and that should never be taken lightly. Getting to know
each of your clients and thinking about what you can do for their
benefit is critical. Wealth advisor Mike Pohl said, “The more time
you take to make sure you are doing right by your clients, the
more satisfied and, likely, more successful you will be.”
Among the mistakes new securities professionals make
is failing to put the client above their companies and
themselves. If you worry more about what you make than
about what your client will make, you will not go far. You
should also avoid focusing more on models, algorithms, and
numbers than the client. Instead, think of how to use those
models, algorithms, and numbers to build a suitable
program for your client.

III. Find a Mentor or Two (or Even More)

“
Surround yourself with quality people to learn good habits from the start of
your career. Find a mentor.
“
–Chris Galli

A mentor can make a big difference in your securities career. Not only because it is the best way to learn, but also because
having a senior advisor present is the best way to keep yourself from making mistakes. Not knowing the craft or products is one
of the reasons that a securities career can go wrong or end abruptly. A mentor can show you all the ups and downs involved
so you can learn to navigate through them. When we asked our securities professionals what things they wished they had
been told, a good number mentioned having a mentor. One even said that those about to enter the profession should not sign
on to a firm unless a mentor is offered.

You should not necessarily limit yourself to one mentor; doing joint work with multiple senior advisors enables you to get a feel
for differing views and philosophy in advising clients. In fact, having a network of seasoned securities professionals you can
rely on is ideal. The situations you will experience are broad and varied, and the advice of several people can help you get a
better, broader picture of solutions.

Several of our securities veterans also recommended getting in touch with other financial advisors and securities professionals
even before signing on with a firm. “Career shadowing or an internship will give the prospective professional
a better view of a career in the industry,” said financial and insurance agency owner, Emilio Porras.

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 IV. Know the Financial Markets and Products

“
Commit to a time allotted for product review and be familiar with
the market. This is a long and repetitive process, so be patient.
“
–Jesus S Orbita Jr, Registered Representative

Competition in the securities industry comes not only from other professionals, but from “robo-advisors” as well. However,
robo-advisors are only useful to those clients willing to invest time and effort in charting their own path to investing success
(self-service). Your opportunity lies in helping the rest of the people who are not willing, interested, or able to do it on their own.
So, you must commit to consistently sharpening your knowledge of financial markets, financial products, and investor
behavior.

In addition, things change fast in securities and finance. You have to stay on top of all the regulatory, economic, and market
issues while also educating yourself on the plethora of new products. Then, you can make the proper recommendations
based on your clients’ needs. Trying to rush a trade based on incomplete knowledge or trying to sell products they don’t fully
comprehend have led securities professionals to make costly errors that impacted their careers.

Instead, focus on making sure you have the knowledge to educate your clients about what the markets are doing and about
any trends you think could affect them. Taking that time will reap more benefits in the end, even if success doesn’t come as
quickly as you would like.

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 V. Keep Your Options Open

“
This is a multi-faceted career choice. Ask yourself: what drives you?
Are you interested in speaking with people? Do you want to become skilled
in financial markets? Is it financial planning?
“
–Oana Tutuianu, Financial Representative

When it comes to charting your securities career, the
overwhelming message from our securities veterans was
not to tie yourself down to a firm or a product specialization
too quickly. Research different companies and pull details
together about the role you want or are interested in. Compare
them to other industry leaders and competitors. Learn
what you can from websites like Glassdoor regarding the pros
and cons of working at a particular company, including salary,
benefits, and perks. Come up with a list of pros and cons.
Several financial planners recommended working for small or
mid-sized companies at first to gain broader experience. The
most important thing, however, is to make sure you work for a
company that has the same values as you.
The suggestions we received for determining which securities
licenses to pursue were very similar. “Ask questions of people
in the industry to see what works with your strengths. You
may need to start at the bottom and grow into the role you
want,” said Brian Williams, a financial advisor. Consider having
a few choices for how to approach your business and research
different platforms that you can use. One thing to avoid,
however, is putting all your eggs in one basket. Professionals
who do that limit themselves and their clients. All of our
professionals agreed that it’s best to choose multiple areas of
the securities business and to earn all the licenses necessary
to sell them. You will have more control, a higher degree of
competence, and confidence in yourself and your decisions.

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 Part II: The Skills You Need
to Be Successful
We asked veteran security professionals which skills they considered important for long-term success in
the industry. Here are the the ones that were mentioned most often.

I. People Skills

“
Before you begin, it’s all book smarts. After passing tests and getting
designations, you must add a layer of charm and hard work.
“
–Philip Woodland, Registered Representative

A securities career is all about people. Having a human side that can resonate with clients is of utmost importance,
especially with the rising popularity of robo-advisors. An outgoing personality can open a lot of doors for you, but the
ability to be compassionate and relatable is critical for success. You need to be able to talk to people, not at them.

II. Integrity

“
Be honest and upfront. Never guess or lie.
“
–Christopher Schuler

Securities is a high-demand and highly scrutinized business. Dealing with people’s money is serious, and you must have integrity
above reproach. More than one securities professional told us that one of the biggest mistakes you can make is not being ethical
or honest; you can lose clients and even your job. Remember, the more time you take to make sure you are doing right by your
clients, the more satisfied and successful you will be.

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 III. Listening

“
Learn to listen and to pull out what the real motivations
of your clients are. Interview them and be empathetic.
The technical part of finding investments for them are
minor in the big picture.
“
–Tom Collins

If you don’t listen to your clients, you won’t go far in a securities career. Clients need to know that you genuinely care about
them, and so you must master the art of conversation, not just communication. They are not interested in the reasons why they
should pick you as their advisor or planner. Remember that no matter how small the client’s account is to you, it is all that they
have, and it is the world to them. Learn to be a listener and really connect so you can empathize with clients and understand
where they’re coming from.

IV. Dedication

“
It takes a lot of time and dedication to become
a professional securities advisor.
“
–Randy Poole

Building your practice and learning the business takes dedication. Forty-hour weeks are not the norm, especially early in
your career. Financial advisor Michael Flemming puts it like this: “This is a very demanding profession that requires hard work,
dedication, and attention to detail.” You must be dedicated to your clients and their success—and to educating yourself.

Consumer needs, the market, and regulations are in constant flux, so if you don’t resolve to make the time to keep up, you
will fall behind. More than one securities professional emphasized that one of the main reasons people fail in this industry is
because they can’t commit to the time and self-study involved.

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 V. Marketing and Sales

“
Sales ability is just as important as learning concepts.
“
–Robert B. Scott Jr.

A popular misconception about financial markets and securities is that finance, investment, and finance technology
(also called fintech) knowledge are all you need to get ahead. And it is true that you do need to master those. But what they
fail to realize, according to our securities professionals, is that the profession also requires a mastery of marketing and sales
techniques. Not only that, but your clients must think that you are neither selling nor marketing to them!

Several advisors also underscored the importance of social media marketing and sales. Raj Sondhi had these wise words:
“People are your best marketing tool. Additionally, be prepared to use as many of the social media platforms as possible to both
spread the word and define the unique area in which you wish to become an expert.”

“
I wish someone had told me a securities career was more sales related than
investment related, so I could have taken some marketing and sales classes.
“
–Jermaine Spivey

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 Are You Ready to Launch Your Securities Career?

“
Where I work, you can expect immediate respect and
admiration for passing licensing exams.
“
–Sarah B Castle

The goal of this eBook is to help you get an idea of what to expect from a career in securities.
If you’d like to learn more, check out the securities resources in the Kaplan Financial Education
Career Corner. You’ll find information about how to get started in the industry, pass licensing
exams, and succeed in your career.

Since 1970, Kaplan Financial Education has delivered student-focused, results-driven license exam
prep, professional development, and CE programs for the insurance, securities, and financial
planning industries. By offering classroom training, online courses, and self-study options, Kaplan
helps students pass exams and maintain their licenses with study materials that satisfy almost any
learning style and budget.

Visit our website to browse or enroll in one of our securities licensing programs. Best of luck in your
securities career!

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