My First Client

It was the late 80’s and I was fresh out of George Washington University with a Political Communications Degree. As a new graduate I was ready to take on Wall Street. Although the crash of ’87 was still fresh on everyone’s mind, it did not deter me from pursuing a career on the Street. This was my ultimate goal influenced by visits to my father’s office and watching the ticker tape.

Bernie giving Jon his first lesson in Investments. Aug. 1967

I was living in a not yet gentrified walk up in Brooklyn with my 18k annual salary and 2 roommates. I struggled to make ends meet. Relying on the neighborhood dry cleaner to lend me a clean shirt, and pretending to work for various companies so I could eat for free at their subsidized cafeterias it certainly was a far cry from the life depicted in the movie “Wall Street”

I was a rookie expected to be at my desk by 7:30 for the research call, and remaining until 8:00pm. My day consisted of making 300 dials a day with the hope of making ten contacts, and with a little luck, earn one new client. Looking back, I never worked so hard in my life. Every day the dual driving forces of fear of failure and a desire to make my family proud, fueled my desire to continue. These were some of the best days of my life.

As Paul Harvey famously said, “Now here’s the rest of the story….”

Throughout the years, I spoke to thousands of people. Thousands more, just hung up on me. But it was through this process where I met my first client. Whether this first group of clients were named George, Karen, or Ted is not the important part here. What was and continues to be the special part of this story is that they not only continue to be my clients, but my friends.

My “first clients” have grown up with me, and I with them. They have accompanied me through my journey as a young single man, to a happily married father of three, and now, an “empty nester”. At the same time, I have enjoyed taking them from their roles as hard working young fathers (and mothers), to happily retired grandparents. Without doubt, the journey to this point has been the best part.

When we put together these financial plans 30 years ago, it was with the most sincere intent to create wealth that one could not outlive. Moreover, we had to put in place definable and repeatable processes that would stand the test of time, weathering up markets, down markets and just plain horrible (1990, 2008) environments. Additionally, we created together, a goal for them to have the ability to live a fulfilling life allowing their families to do what they wanted, when they wanted, and be generous along the way.

Easily the best and most gratifying part of this career is knowing that we can make a positive and significant impact on people’s lives. It is an honor and privilege to be part of our clients’ lives and the role we play is the most rewarding thing I have ever done in my life. Words cannot express the appreciation I have for the opportunities that my first clients have given me. They believed in me to help them live and retire comfortably. Not a day goes by that I am not grateful for this profession. What began as a career trying to emulate Bud Fox in the iconic movie “Wall Street”, has evolved and grown into the desire to truly enrich clients and their families.

Of course the story does not and cannot end here. In my father’s 50 years in this business, and my 30, we have had the good fortune of trying to do our best for hundreds of families. We are dedicated in continuing this legacy of financial wellbeing for them.

As 2018 comes to a close, please know that Dad and I are so grateful and fortunate to have clients and friends that entrust us with their financial lives. We pledge to continue to earn your trust by striving every day to be competent, honest, and sincere in all we do to help you reach your goals.

Thank you for believing in us and being part of our family. We look forward to serving you in the New Year and many years to come.