WIXLIB

Continued from page 26 500 invitations, “and I literally call everysingle person” to follow up and try to getat least 10 attendees, she says. The goalisn’t to immediately sign up these sponsorsas clients, “but eventually, when peopleneed something, they come to you. Theyremember, ‘You educated me and taught mesomething I didn’t know,’” she says. “Youconstantly need to stay in front of people,and have a pipeline.”Develop Both Female and Male MentorsKelly Amato thinks back to when shestarted in this industry about 20 years ago,as her male counterparts got to begin building mentoring relationships while hangingout with more-senior male colleagues ongolf outings or getting drinks after work.And formal mentoring programs for women“are all but absent, unless a women is in alarge organization and there’s a concertedeffort to mentor young women,” remarksAmato, the Lafayette, Cal.-based director,retirement plans at NFP. In the years since,however, she’s been able to build some deepties in the industry.It’s crucial for a woman advisor todevelop mentors — both men and women.Both have played a big role in Amy Glynn’ssuccess. In her first job out of college, shewrote retirement plan RFP (request forproposal) responses for a major provider.“I got good exposure by doing that,” sinceshe often had to consult with higher ranking colleagues to get information for theresponses, recalls Glynn, now president ofretirement services at Calton & Associates,Inc., a Tampa, Florida-based broker/dealerand investment advisory firm.That’s how Glynn met and got hiredby her first key mentor, advisor MargaretMaul. The colorful, Beverly Hills-basedMaul “had her own plane, wore red minkcoats, had platinum blond hair, and drankmalt whiskey,” she recalls. Glynn adds thatMaul also ranked, at that time, as the largestfemale producer in Wall Street history.From Maul, she learned everything from thenuts-and-bolts of 401(k) plan operationsto the subtleties of how to talk to sponsorclients effectively. And although she knew ofmanagers “who were so despicable in howthey treated women,” she says, “I was protected, because I was working for a womanproducing 5 million a year — in today’sThis is a tough business. Some peoplemight have in mind what they wantyou to be, but you have to know whatyou want to do — and love it.”— Alicia Malcolm, The D'Aiutolo Institutional Consulting Teamdollars, she probably would be a 15 millionproducer.”Years later Glynn started working on thebroker/dealer side of the business at Calton,and she’s learning a lot from board memberand longtime senior industry executive JohnSimmers. He’s coaching her on skills thatrange from understanding the details of agood contract to effectively reading people’sbehavior in meetings. Says Glynn of her malecolleague, “He has mentored and placedseveral of the only female CEOs at broker/dealers that this country has ever seen.”Counter Resistance by DemonstratingExpertiseStout only faces sexism in her work afew times a year, “and it’s usually the oldergeneration,” she says. She recalls times whenshe’s met with male sponsors, and althoughshe clearly ran the meeting, the sponsorsspoke mostly to her male colleagues attending. “They’ll ask a man their questions, eventhough it’s something I just talked about,”she says. “And they don’t make eye contactwith me.” To deal with sexism, she adds,“You have to really know your stuff, becausecertain people automatically think that youwon’t know as much.”As advisor Valerie Leonard says, “Mendon’t always take you seriously when you’reyoung, female and blond.” But the cofounder and financial consultant at Birmingham,Ala.-based Grinkmeyer Leonard Financialadds, “My experience has been that as soonas you demonstrate that you’re an expert,people take you seriously. At the end of theday, everybody has a need. If you can get to apoint of understanding their need, their painpoint, they will take you seriously. Once theyrealize that you have a unique solution totheir unique problems, I can’t say that beinga woman has worked against me.”Industry veteran (and NAPA FoundingPresident) Marcy Supovitz says she’s experienced sexism very infrequently, which shethinks has a lot to do with her continuousefforts to keep herself knowledgeable aboutF A L Lthe business. “Education is extremelyvaluable. The depth of your knowledgeand expertise really matters,” says Supovitz, principal at Worcester, Mass.-basedBoulay Donnelly & Supovitz ConsultingGroup, Inc. and president-elect of theAmerican Retirement Association. “Gender becomes less and less of an issue whenpeople can see that you have real knowledge and wisdom.”In cases where male sponsors seem toclearly prefer dealing with a male advisor,Stout responds pragmatically. “If I sensethat, I’ll make sure I arm myself with alot of men on my team to bring to themeeting,” she says. “I won’t try to fight it:I’m not going to change somebody’s mindwho has been around for 60 years. If I’mnot the right fit, it’s not about me winning:It’s about really putting the client first.”Use What Makes You Different as aStrengthIn this male-dominated business,Glynn says, women inherently are distinctive. “So you learn to use it to your advantage, as a differentiator,” she says. Forexample, she thinks women tend to listenbetter than men. “Salespeople, in general,talk too much,” she says. “Men conversewith a more linear approach. Women tendto come from a broader, more facilitating mindset that plays well with diversegroups and committees.”Take time to really listen to what asponsor says about its goals, Supovitz suggests. “Think about their business individually, what’s best for them. You constantlyare fighting for the best outcome — andthey see that,” she says. “Trust is gainedwhen you have a really good understanding of a plan sponsor’s situation and thegoals they are trying to achieve, as well asparticipants’ situation.”Women also may tend to relate tobusiness colleagues better as people.Continued on page 35 2 0 1 5 N A P A - N E T. O R G31

THERESE ANDERSONDIANNE C BETTSKELLY A. BEVISPATRICIA ALLEN BILLSJULIE BRAUNREGINA BUCHHOLZLAUREN K. BUMPJUDY BUNCHDOROTHY CAMPBELLKERRIE CASEYTINA CHAMBERSCATHERINE CHRISTDIANNE CLARKRACHAEL CLASBYSUSAN CLAUSENMELISSA COMBSCHERYL CONRADCHERYL COURTNEYSABRINA WIESEL CRAMMERJACINTA DALLMANPAMELA A. DRIVERCARMELA ELCOCYNTHIA "CINDY" ELMOREELAINE J. FEATHERSTONEERICA FELDBLUM32N A P AN E TT H EM A G A Z I N ENAPA'S TOP WOMEN ADVISORS 2015PLAN SPONSOR CONSULTANTSLPL FINANCIALRAYMOND JAMESRAYMOND JAMESWELLS FARGO ADVISORSWELLS FARGO ADVISORSCAPTRUST FINANCIAL ADVISORSCAPTRUST FINANCIAL ADVISORSMORGAN STANLEYMORGAN STANLEYOLSON WEALTH GROUPLPL FINANCIALARTHUR J. GALLAGHER & CO.NFP ADVISOR SERVICES, LLCMORGAN STANLEYMORGAN STANLEYPROVISE MANAGEMENT GROUPPROVISE MANAGEMENT GROUPSAGEVIEW ADVISORY GROUPSAGEVIEW ADVISORY GROUPSAGEVIEW ADVISORY GROUPSAGEVIEW ADVISORY GROUPSAGEVIEW ADVISORY GROUPSAGEVIEW ADVISORY GROUPGRP FINANCIALLPL/GLOBAL RETIREMENT PARTNERS LLCDIETZ & LYNCH CAPITALLPL FINANCIALCAPTRUST FINANCIAL ADVISORSCAPTRUST FINANCIAL ADVISORSWELLS FARGO ADVISORSWELLS FARGO ADVISORSLOCKTON RETIREMENT SERVICESLOCKTON INVESTMENT ADVISORSHORIZON WEALTH MANAGMENTLPL FINANCIALMERRILL LYNCHMERRILL LYNCHVISIONPOINT ADVISORY GROUPLPL FINANCIALMORGAN STANLEYMORGAN STANLEYBLUE PRAIRIE GROUPCALTON & ASSOCIATES/BLUE PRAIRIE GROUPMERRILL LYNCHMERRILL LYNCHSHA RETIREMENT GROUPLPL FINANCIALDIETZ & LYNCH CAPITALLPL FINANCIAL

JOYCE A. FRAILEYKELLIE FRASHERSUSAN HAGERMANSUSAN HAJEKERIN HALLCHRISTINA HOMJENNIFER HOSELTONESTHER V. HOUSERDEBORAH HOWARDJENNIFER INGHAMLENORA E. JENKINSJAMIE KERTISJULIE KIMAMY M. KOCHKRISTEN KOLUCHLINDSAY LAMBERTMARY B. LINDQUISTMELISSA MACHLITTREBECCA A. MCCORMICKDAWN MCPHERSONEMILY G. MINNICHDEBORAH MONTAPERTOABBY MORGANBETH NOLANCORRIE OLIVATRUENORTH, INC.TRUENORTH, INC.WELLS FARGO ADVISORSWELLS FARGO ADVISORSCOMMERCE TRUST COMPANYCOMMERCE BROKERAGESAGEVIEW ADVISORY GROUPCETERA ADVISOR NETWORKSWELLS FARGO ADVISORSWELLS FARGO ADVISORSMORGAN STANLEYMORGAN STANLEYUBS FINANCIAL SERVICESUBS FINANCIAL SERVICESMORGAN STANLEYMORGAN STANLEYMERRILL LYNCHMERRILL LYNCHINGHAM RETIREMENT GROUPINGHAM RUSSELL INVESTMENT ADVISORS/LPL FINANCIALSLW RETIREMENT PLAN ADVISORSM FINANCIALGRINKMEYER LEONARD FINANCIALCOMMONWEALTH FINANCIAL NETWORKSAGEVIEW ADVISORY GROUPCETERA ADVISOR NETWORKSWUNDERLICH SECURITIESWUNDERLICHMERRILL LYNCHMERRILL LYNCHMORGAN STANLEYMORGAN STANLEYMERRILL LYNCHMERRILL LYNCHJRA FINANCIALCETERA ADVISOR NETWORKSGRAYSTONE CONSULTINGMORGAN STANLEYMARINER RETIREMENT ADVISORSMARINER RETIREMENT ADVISORSUBS FINANCIAL SERVICESUBS FINANCIAL SERVICESMORGAN STANLEYMORGAN STANLEYEUKLES WEALTH MANAGEMENTLPL FINANCIALRAYMOND JAMESRAYMOND JAMESHEINTZBERGER PAYNEHEINTZBERGER PAYNEF A L L2 0 1 5 N A P A - N E T. O R G33NAPA'S TOP WOMEN ADVISORS 2015

CAROL PASSALAQUAMARY PATCHSTEPHANY PRIMITIVOJENNIFER C. PURISIMASHELLY SCHAEFERAILEEN FARRELL SCHRUTHJILL BARRY SHEAADRIA SIEWERTPEGGY N. SLAUGHTERMEGAN SMITHLORI STEVENSONBRENDA TARJANVERONICA TAYLORTAMMY S. TETZLAFFKRISTEN K. TROVASPAM VANONEANDREA VASSILIADISDONNA WALTONPATRICIA WENZELRENEE J. WHITETAYLOR WILLHITETINA WISIALOWSKIJENNA WITHERBEELIMEI YURACHEL ZACHARY34N A P AN E TT H EMORGAN STANLEYMORGAN STANLEYPARTNERS WEALTH MANAGEMENT, INC.NFP ADVISOR SERVICES, LLCMCMM HOLDINGS SECURITIESSAGEVIEW ADVISORY GROUPSAGEVIEW ADVISORY GROUPSAGEVIEW ADVISORY GROUPCETERA ADVISOR NETWORKSUBS PRIVATE FINANCIAL SERVICESUBS FINANCIAL SERVICESNFP RETIREMENTNFP ADVISOR SERVICES, LLCWEALTH ENHANCEMENT GROUP, LLCLPL FINANCIALSALING SIMMS ASSOCIATESRAYMOND JAMESUBS FINANCIAL SERVICESUBS FINANCIAL SERVICESCOMPASS FINANCIAL PARTNERSLPL FINANCIALSAGEVIEW ADVISORY GROUPCETERA ADVISOR NETWORKSPENSIONMARK RETIREMENT GROUPCAPTRUST FINANCIAL/ PENSIONMARK FINANCIALTRINITY PLANNING GROUPCOMMONWEALTH FINANCIALMERRILL LYNCHMERRILL LYNCHCHAPMAN AND CHAPMANNFP ADVISOR SERVICES, LLCCAFARO GREENLEAFGREENLEAF ADVISORSRAYMOND JAMESRAYMOND JAMESMERRILL LYNCHMERRILL LYNCHERNST FINANCIAL GROUPCOMMONWEALTH FINANCIAL NETWORKUBS FINANCIAL SERVICESUBS FINANCIAL SERVICESGRAYSTONE CONSUTLINGMORGAN STANLEY401(K) PLAN PROFESSIONALSLPL FINANCIAL & INDEPENDENT FINANCIAL PARTNERSUBS FINANCIAL SERVICESUBS FINANCIAL SERVICESSAGEVIEW ADVISORY GROUPCETERA ADVISOR NETWORKS/SAGEVIEW ADVISORY GROUPM A G A Z I N ENAPA'S TOP WOMEN ADVISORS 2015

Continued from page 31 Amato decided at age 28 to open her ownconsulting practice (which she sold to NFPthree years ago). “Going it alone was abig risk. But I think that my caring aboutclients as if they were family made thedifference in growing my practice,” she saysnow. “I took on a plan to really nurtureit and take care of all aspects. My malecounterparts were much more transactionalin their approach — it was a numbers gamefor them. I took a more holistic approach. Iwas able to examine the whole plan: froma legal perspective (she also is an attorney),its investment weaknesses, and whetherparticipants were setting and approachingtheir income goals. This is an institutionalbusiness, but it is profoundly personal.”The differences also may reflect on anadvisor’s book of business and explain whymen and women make great teams, Glynnsays. In recent years, she helped judge anindustry award for retirement plan advisors, and noticed a difference as she readsubmissions from men and women advisorsdescribing how they work. Female advisorsseemed to naturally gravitate to a broaderbook of business, she believes. “It was thewomen advisors who consistently focusedon multifaceted demographics: Theyworked more often with women, same-sexcouples, and both highly compensated andlower-compensated people,” she says. “Wesaw how women had built their practiceswith overarching solutions for all incomelevels and nurturing financial-wellness programs. We did not see these as consistentlyfrom male-driven practices, many of whichare ‘performance-oriented.’”Find the Right Work/Life BalanceEarly in a career she loves, Malcolmstruggles to find a work/life balance. “I havea really hard time with it,” she says. “Whenyou love what you do, it can become yourlife.”Stout can relate to that struggle as afemale advisor. “I’ll be honest with you, Idon’t think my challenges have been anything external. It’s been internal, from beinga mother,” says Stout, a single mom withtwo teenage daughters. She’s asked how shehas learned to make it work. “You have tobe super-organized, and not be afraid toask for help. Realize that you can’t do it allyourself,” she says.PAMELA APPELLANNETTE BECKERDELPHINE BOYLEDENISE BURNSROBIN COGGINSKIMBERLY GANNISEMILY GETCHELLCOLLEEN GILLESPIEELISABETH HICKOXSYLVIA JORGENSENAMBER KENDRICKAKIRA KIDOALICIA MALCOLMKARLYNN SCHRAMMCHRISTINE SIVAKSOPHOIS SOKHOMRAYMOND JAMESRAYMOND JAMESUBS FINANCIAL SERVICESUBS FINANCIAL SERVICESOAKRIDGE RETIREMENT PLAN ADVISORSLPL FINANCIALCAMMACK RETIREMENT GROUPCAMMACK LARHETTETHE POINT FINANCIAL GROUPLPL FINANCIALPRIMESOLUTIONS ADVISORS, LLCPRIMESOLUTIONS ADVISORS, LLCNORTON FINANCIAL SERVICESCOMMONWEALTH FINANCIAL NETWORKCAPSTONE INVESTMENT GROUP, LLCCETERA ADVISOR NETWORKS/ CAPSTONE INVESTMENT GROUP, LLCWELLS FARGO ADVISORSWELLS FARGO ADVISORSMERRILL LYNCHMERRILL LYNCHC.I.G RETIREMENT PLAN CONSULTINGCOMMONWEALTH FINANCIAL NETWORKMERRILL LYNCHMERRILL LYNCHUBS FINANCIAL SERVICESUBS FINANCIAL SERVICESARTHUR J. GALLAGHER & CO.NFP ADVISOR SERVICES, LLCCEDAR BROOK FINANCIAL PARTNERSSECURITIES AMERICARETIREMENT BENEFITS GROUPLPL FINANCIALLeonard, who has three children agefour and younger, has worked really hardto find a balance between her personal lifeand business life. “My kids will come to theoffice with me. And I work from my housequite a bit,” she says. She also has a fulltime nanny, which helps.“My life is my work, and my work ismy life,” Leonard says. “I’m working if I’mwith my kids at the local moon bounce andI meet somebody and start talking. You’remore social when you’re with your kids,and you’d be surprised how many timesyou meet business owners and executiveswho serve on plan investment committees.” She’s asked when she recently met apotential client in an unexpected place andsays, “Last week, I was in a hot tub at thespa and got talking to the lady next to me,and it turned out she is head of benefits fora local company. I had a meeting scheduledwith her within the week.”As her career began, Casey says, sheoften was the first person in the office inthe morning and the last one out at night,F A L Land also put in lots of weekend hours. Overtime, she figured out a better balance, buther successful career as a plan advisor hasrequired hard work. Casey felt the pangs ofguilt sometimes: She lives in an area wheremany women with families don’t work,and recalls that if one of her daughtershad a bake-sale fundraiser at school, theother moms often contributed homemadegoodies, while she sometimes had to run bya store to pick up something readymade.But now, with her daughters 14 and17 years old and growing into womenthemselves, Casey can see in their characterdevelopment how they’ve benefitted fromwatching her build a successful career. “Ilove the fact that they got to see me workhard,” she says. “I taught them that if youwork hard, you will get back what youput into it. In the end, the qualities they’velearned from watching are going to takethem places in their lives.” N» Judy Ward is a freelance writer who specializes incovering retirement plans.2 0 1 5 N A P A - N E T. O R G35

30 napa net the magazine napa's top women advisors 2015 pam basse nfp nfp advisor services, llc kathleen branconier penniall retirement advisors united planners/penniall & associates, inc. linda k. bright precept advisory group ria - precept advisory group mary caballero the heestand company lpl financial jeanine calandri praxis consulting nfp advisor services, llc