Education: B.S., marketing management, St. Joseph’s University
First job: I was a paperboy for the Evening Bulletin when I was in sixth grade or seventh grade. The greatest thing about that job was it taught you something. Whether it was good weather or bad weather, you had to deliver the papers. They had to be on time and they had to be dry, and there was no excuse. The papers had to be delivered.
What is the best business lesson you’ve learned?
Find and hire the best people. It’s everywhere. It’s a question that could be answered [on] different levels, but we rely a lot on referrals from other financial advisers. We get a tremendous amount of referrals from our own employees. On the leadership side, I try to identify people early in their careers and get them on a track to fill out their resume so that they can become a leader in this business somewhere down the road.
What traits or skills are essential for a business leader?
You have to have great vision, great communication skills, you have to be highly emotionally intelligent, and you have to stand for something. You have to want to win. And you have to, on a daily basis, be very positive, upbeat and helpful.
What are some universal truths you’ve learned about leadership?
You have to stand for something. People have to believe you stand for something. You have to be honest, you have to be credible, and people expect you to work as hard or harder than they do.
What is your definition of success?
At the end of the day, I would like to have raving fans on both the clients side and the employee side. I want them to both to really want to be here. At the end of the day, if I get that right, I think we grow our market share, and we grow our business better than anyone else.