Grateful my journey of learning and growth led to a career in sales

My journey to Vanguard started taking shape early on in my career. After graduating from Arizona State University with a bachelor’s degree in Journalism with an emphasis in Accounting, I held roles at both public and private sector firms. I learned to build and manage cash forecast models and to use the information to deliver on better money management tools and recommendations for successful business results. Although I was developing skills that would support continued career success, I did not feel fulfilled in my work. I wasn’t connecting with people and I wanted to use my knowledge to help others.

I took some time off to evaluate my career objectives and began looking for a better job fit. In my search, I came across Vanguard’s mission statement, “To take a stand for all investors … to treat them fairly … and to give them the best chance for investment success.” At the time, the investment industry was somewhat intimidating to me, but I wanted to learn more. I was quickly drawn to Vanguard’s culture and the meaning behind the company’s mission statement. In December, I will be celebrating five years with Vanguard! Not only have I continued to build my investment acumen through internships and by obtaining additional licenses and credentials, but most importantly, I am making a difference in investors’ lives. As my voyage continues, my passion grows, and I look forward to new opportunities to help others towards their goals of investment success.

The reason I chose to launch my career in Client Services is because it felt like the right space for me to have conversations with clients and talk about something we all think about… retirement! I don’t feel like I am much different from my clients who want to make sure they are saving enough for the future, investing in a way that makes sense, and navigating more complex areas once we’ve reached retirement.

The most rewarding aspect of my role is sharing with my clients what makes Vanguard unique. The experience many investors have had before coming to Vanguard consists of focusing on returns and reacting to market volatility. What I’ve found satisfying is having that first conversation with a client about Vanguard’s time-tested methodology for investment success. Helping my client see that outside distractors are not where we focus our energy. Our focus is on our client’s financial goals, a balanced portfolio, keeping costs low, and the discipline to make decisions with confidence. I love sharing the holistic approach of creating a plan to live by so that you aren’t just “hoping” for success but “planning” for success.

Another aspect of my role that I find fulfilling is sharing with my clients that we don’t work on commission at Vanguard. I ensure they know that my fiduciary responsibility is to recommend options that are in their best interest.

Vanguard is a company that is goal oriented. From our investment methodology to the career development of crew members, setting goals is in our DNA. I remember just over a year ago, I declared my interest to move into a sales role. I wanted to cultivate relationships with my clients that would have a positive impact on their investment journey. However, I lacked the skillset to transition from a client service role into a sales position.

I discussed my interest in sales with my leader who encouraged me to apply to the “Accelerate to Sales and Advice Program,” which I affectionately refer to today as ASAP. What I loved about ASAP was the opportunity to join a cadre of like-minded peers across Vanguard’s domestic sites who shared a desire to enhance their sales acumen and learn about the Miller Heiman (MH) Framework from the ground up. Over the course of twenty-four weeks, we concentrated on four primary areas of MH: Open, Discover, Satisfy and Close. Here, we go beyond the numbers and graphs, and focus on why investing is important in our clients’ lives. As a sales specialist I earn the privilege to open deeper dialogue with investors and uncover their needs and their deeper needs. The deeper needs or the “Need behind the Need” (NBN) are discovery moments where the client begins to recognize, observe and see things differently. They can also be identified as “Positive Defining Moments” (PDMs) which create authentic connections and bring value to the client experience at Vanguard. This client immersed MH approach takes the focus off the seller and redirects it to the client, where it belongs. The conversations that manifest are impacting our clients’ lives and the way they invest.

The ASAP program was thoughtfully constructed and very rewarding for me. Upon successful completion of these four areas, I launched into a senior sales role that I love. It’s been an exciting journey and I’m humbled to be part of a company that values the development and advancement of their employees, which in turn, creates a better, positive client experience. Thanks to the ASAP program, I have found a deeper passion in my work that creates excitement in my role with every client experience.

Interested in a career in Client Services or Sales? Check out our opportunities today!

Please check out our first installment of this series to learn about Don’s experiences within Vanguard’s Client Services and Operations group.