PRACTICAL OBSERVATIONS

Reflecting on Nearly Four Decades at the Same Firm: a Journey of Growth and Leadership

By Yonhee Choi Gordon

As I sit down to reflect on my 38 years at this firm, I am struck by the remarkable journey that has unfolded since I first walked through these doors as a naïve 20-year-old. I turned 21 during my first week at work, sifting through receipts in response to a client’s notice from the IRS. What was the IRS anyway? Back then, I was employee number 13, the only woman of color (Korean), eager and full of hope yet unaware of the profound impact this place would have on my life. Today, our firm has grown to a robust team of 100-plus employees, and I take great pride in knowing I have had the privilege of hiring the majority of them throughout my career. As our firm celebrates its 40th anniversary, I can’t help but marvel at the evolution we've witnessed together.

My time here has been marked by countless opportunities and many firsts. I was the first staff member who had a college degree and was hired to be the “numbers” person, as well as the first to be promoted to a client-facing advisor position (a transition that was both daunting and exhilarating but carved the way for others to pursue a career path). This role allowed me to develop not only my professional skills but also grow personally. I learned the importance of being a servant leader, a lesson imparted by mentors who taught me the value of humility and the significance of knowing when and where to speak up.

Reflecting on the evolution of our profession, it’s incredible to see how we’ve grown from the retail stockbroker model in the early ‘80s to financial advisors who serve in a fiduciary capacity. We now act in the best interest of our clients, guiding them through every stage of their financial lives. This transformation underscores the importance of our work as Fee-Only advisors; our profession is fundamentally about service. And what a wonderful opportunity to give back to underserved communities that often lack access to financial planning resources, which are commonly perceived as exclusive to the wealthy. The Foundation for Financial Planning has simplified this process by developing a platform for CFP^® professionals at www.probonoplannermatch.org. Together, let’s contribute to enhancing financial literacy across our nation. The lessons I’ve learned over the years aren’t just for my own development; they provide the foundation for serving our clients and others with the utmost care and integrity.

While there are many, I picked the top 10 lessons I’ve learned throughout my career. Perhaps at least one of them will spark some enthusiasm for those of you who are just getting started or somewhere in the middle of your own journey.

Follow Your Gut: This advice holds true for both colleagues and clients. I recall a meeting as a junior advisor with our CEO, where I noticed something was off with the clients’ body language. Trusting my instincts, I interrupted the agenda to ask if everything was okay. It turned out they had just received terrible news about their child’s health. This moment shifted the meeting’s focus and reinforced the importance of empathy and intuition in building client relationships.
Maintain a Consistent Demeanor: You will never regret staying composed. Remember, the colleague you start your career with could someday be your boss or vice versa. A steady demeanor fosters respect and trust.
Know Your Stuff: Expertise is crucial for conveying credibility to clients and colleagues alike. Being well-prepared builds confidence and trust. I know there were many times when new clients would question why I was in the room—and then I started to talk confidently about their tax returns, which afforded me immediate credibility.
Adopt a Servant Leadership Approach: You can’t lose with this mindset. Leading by example and putting others’ needs first cultivates a supportive and productive environment.
Learn Something from Everyone: This is my personal motto. Every person you meet can teach you something valuable, and this attitude helps build a strong, diverse network.
Prioritize Your Own Financial Planning: It’s essential to apply the principles we advise to our clients in our own lives as well. When we also live through the volatility and financial decision-making, we can empathize better with our clients since they know we truly understand their emotion cycles.
Always Look Polished: Upholding a polished appearance is vital for earning respect and trust in your role. When you look your best, you naturally feel more confident. Although the rise of casual attire has made this more challenging, it’s important to remember that our clothing shapes the impressions we create. Overcoming a negative first impression can be difficult, so prioritizing a professional appearance remains essential.
Understand Corporate and Cultural Etiquette: Navigating diverse situations with confidence necessitates an awareness of the varying customs and practices found in both the corporate sector and everyday life. As an adult, I came to appreciate the privilege of blending elements of my Korean cultural etiquette into the Western corporate landscape, enhancing my ability to adapt and thrive in different professional settings.
Remember Your Roots and Show Gratitude: As you achieve success, it’s essential to stay connected to your origins. Acknowledge and thank the individuals who supported you on your journey; they will appreciate knowing their contributions made a difference. In turn, you can pay it forward by helping others, becoming that influential person who impacts someone else’s career. I was fortunate to have someone who took the time to teach me how to look up stock prices in the "Wall Street Journal", among other valuable lessons. I make it a point to thank him whenever I can for dedicating his time and energy to my growth.
Sharpen Your Communication Skills: Effective written and oral communication is critical. You don’t need to be the smartest person in the room but having high emotional intelligence and articulating effectively is invaluable.

These lessons have been instrumental in shaping my career and personal development. They are the principles that have guided me as I’ve navigated the complexities of client relationships and leadership. It is a privilege to be with our clients at every stage of their financial lives, helping them navigate challenges and celebrate milestones. Our role as a fiduciary advisor is more than just a job—it’s a commitment to serve with integrity, empathy, and care.

As we look to the future, it’s clear that investing our time in mentoring the next generation is crucial. While fintech has brought about significant efficiencies, it is the human element that remains irreplaceable in our profession. We are not just financial advisors; we are trusted confidants to our clients. This trust is built on effective communication and a consistent demeanor—qualities I have found to be far more important than being the smartest person in the room.

Looking back, my journey has been one of growth, learning, and leadership. From a young employee eager to make her mark to a seasoned advisor and mentor, I am grateful for every experience and lesson learned. Here’s to the next chapter and to continuing to uphold the values that have made our profession what it is today.

Yonhee Choi Gordon is principal, COO, CMO at JMG Financial Group.

image credit: Adobe Stock Images