Relationships Are Key

I spoke recently with Jennifer Landon, the president and founder of Idaho-based Journey Financial Services. We discussed products such as annuities and also what it means to be a woman in a male-dominated industry.

Landon, right, told me that annuities are a big part of her practice and she’s a member of NAFA and definitely supports the annuity side of things. But what really perked her up was when she started telling me about what really matters in an advisory practice.

“Relationships,” she said. “Relationships are the key. We really want to get to know people.”

Her town of Idaho Falls is the kind of place where those relationships very well might go on for decades so you have to be true to your word and true to your clients. It’s through the relationships that she’s able to build a level of trust. She relayed the following story:

“The markets were down one day. A client and I were talking and he had questions about gold. Then, all of a sudden, he stopped what he was saying and told me: ‘I used to get all wrapped up in these (matters) and worry, but I don’t do that anymore.’ That’s the best thing you can do for the clients,” added Landon. “That you’ve alleviated worry. That the plan you’ve put in place is working.”