Kathryn Castelli is a Financial Advisor and Assistant Vice President in Jericho, NY and came to Morgan Stanley Smith Barney six months ago after 10 years at Merrill Lynch. Here she talks about why she made the move and some important things she’s learned since coming here.

What is your background and how did you get started?
My first job during college was working on Wall Street as a legal assistant at Prudential Securities just before the ’87 crash. I developed good relationships with some high level people there during that time and they offered me an opportunity to pursue a law career - or a financial career - at their expense. I wanted to understand what this industry is about and what these products are that we’re selling to clients. So I got my licenses and training and became a Financial Advisor.

Why did you choose Morgan Stanley Smith Barney as your next career move?
The Branch Manager who recruited me made a great impression on me. He is a real advocate and champion for women and a true believer that women have the skill set needed to help people. He brought me on because he sensed I would make a great addition to the team.

Are your clients mostly women?
It’s a mixed book of small business clients. I’d say 50% women. But honestly, I don’t look for women, per se. I look for people who need help; “My mom is going into assisted living”, “I just got laid off”, “I just inherited a bunch of money”, “Should I buy or lease a car?” What I I don’t look for are people who are chasing performance. If someone says they just want to earn 12% on their money next year, that’s not a good fit. What we offer is a road map to financial independence, not a get rich quick scheme.

What important things have you learned?
To be honest, I learned quite a lot before I came here, but the most important and useful things I’ve learned have been acquired in the short time I’ve been here – and mostly from my Branch Manager. Things such as: how to be present and in the moment with your client; how to listen carefully and focus on what they need; how to build trust by delivering a financial plan that’s right for them. This is a relationship business based on trust and authenticity. If a client ever senses you are just trying to move a product off the shelf, you’re jeopardizing that trust.

What do you mean by authenticity?
For me, authenticity is about delivering on your promises. If I say I’m going to call at noon, I call at noon. If I say I’m going to create a plan that adheres to what you need, I do exactly that…and in the timeline I promised. Never say you’re going to do something and then don’t do it. If people can’t take you at your word, you’ll never build trust.

How are your clients feeling and how are you helping them?
Clients felt good for the first five months of 2011 when the market was improving, but now with the economy stalling again and the elections coming up, there’s a nervousness setting in. People still live and die by the market and it’s often difficult to get them to stay focused on the financial plan we put in place for them. I spend a lot of time educating clients so that they don’t let uncontrollable, external forces direct their financial decisions.

What attributes does it take to succeed? Do women have these attributes?
You have to be a good listener. You have to have empathy and show real caring and concern for your clients and their families. Women already have these skills and are innately equipped to take on their client’s cause.

Are more women coming into the business now?
Absolutely. Fifteen years ago there was never a line for the ladies room. Now, when I go to continuing education conferences or industry conferences, women are everywhere…and that’s great for women, and great for this business.

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