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August 01, 2007 at 04:00 AM
Every investor dreams of getting in on the next Microsoft on the ground floor — just before it’s taken off. And every brokerage firm is looking for recruits possessing the right ingredients to make it all the way to the top. I feel I can venture a prediction as to just such a broker. Meet Jonathan Israel, an Edward Jones newbie in Studio City, Calif. (“Portrait of a Rookie”). The guy is only 23, yet he is brimming with wit and wisdom beyond his years. Though he just started selling in January, by March he had taken over an existing branch and by June he was profitable enough to hire an assistant — a particularly astute and courageous move for a freshly minted financial advisor.
A few choice quotes signal a clear upward trajectory for this young advisor:
“My biggest success so far — though this sounds really simple — is doing what I say I’m going to do. If I tell someone I’ll get back to them tomorrow, I’ll get back to them tomorrow.” Jonathan understands, as anyone in business must, the imperative of being known for keeping your word.
“Whether or not they give you all their money isn’t something I can control. I have to focus on things I can control: how many people I meet every day or how many doors I’ve knocked on. So I always try to go out and see as many people as I can. If I do that, then I’m successful that day.” Jonathan understands, as anyone in sales must, the importance of not getting too emotionally caught up in each prospect; rather, overall results follow overall effort.
“I don’t dwell on [rejection]. You have to learn to brush it off. I think about something good that’s happened. I sing a song, enjoy the day outdoors.” Jonathan understands the power of staying positive.
“My long-term goal is to take care of the long-term goals of my clients.” Jonathan understands that no matter what anyone tells you, this is not a transactional business; only a long-term client-centered approach will bring success.
