Grateful my journey of learning and growth led to a career in sales
Many of our new crew members launch their careers in Client Services, as it provides them an opportunity to see and experience first-hand Vanguard’s unique business model, and how our clients are at the center of everything we do. We recently sat down with crew who have served in our Client Services and Operations group to learn more about what initially attracted them to Vanguard and what keeps them feeling fulfilled in their roles. In this second installment of a three-part series, we highlight the experience of Courtney G.
Tell us about your voyage to Vanguard.
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.
Why did you choose to launch your career in Client Services?
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.
What have been the most rewarding aspects of your role?
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.
How has Vanguard supported your professional development and career advancement?
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.
https://cdn-static.findly.com/wp-content/uploads/sites/1844/2021/09/15191813/Courtney-Goodwin-2-b.jpg480640balajivaradarajhttps://cdn-static.findly.com/wp-content/uploads/sites/841/2020/07/VG_WM_S_RGB_v3.pngbalajivaradaraj2021-09-30 14:13:092021-12-15 19:18:33Grateful my journey of learning and growth led to a career in sales
https://cdn-static.findly.com/wp-content/uploads/sites/1844/2021/09/15192419/mackG_feature-b.jpg480640https://cdn-static.findly.com/wp-content/uploads/sites/841/2020/07/VG_WM_S_RGB_v3.png2021-09-21 04:52:152021-12-15 19:24:44Making an impact through financial advice
https://cdn-static.findly.com/wp-content/uploads/sites/1844/2021/09/15192806/scholarship_feature-b.jpg480640jortegahttps://cdn-static.findly.com/wp-content/uploads/sites/841/2020/07/VG_WM_S_RGB_v3.pngjortega2021-09-08 07:36:382021-12-15 19:28:24Discovering Vanguard through Tech Elevator
https://cdn-static.findly.com/wp-content/uploads/sites/841/2021/08/21214420/antonia_featured_640x480.jpg480640manikantashettyhttps://cdn-static.findly.com/wp-content/uploads/sites/841/2020/07/VG_WM_S_RGB_v3.pngmanikantashetty2021-08-16 15:21:082021-11-24 09:52:47Antonia’s perspective: Vanguard’s MBA Development Program
https://cdn-static.findly.com/wp-content/uploads/sites/841/2021/08/05192440/GettyImages-640x480-1.jpg480640marcinhttps://cdn-static.findly.com/wp-content/uploads/sites/841/2020/07/VG_WM_S_RGB_v3.pngmarcin2021-08-06 13:56:152021-11-24 09:53:23What I learned from my summer with Vanguard
https://cdn-static.findly.com/wp-content/uploads/sites/841/2021/07/29110909/Banner-1-2.jpg172212manikantashettyhttps://cdn-static.findly.com/wp-content/uploads/sites/841/2020/07/VG_WM_S_RGB_v3.pngmanikantashetty2021-07-29 10:55:352021-11-23 07:26:42Insights from our College to Corporate interns
https://cdn-static.findly.com/wp-content/uploads/sites/841/2021/06/02073447/PhillyFuturesCareerDay_3.30.21_1-003-1.jpg394592jortegahttps://cdn-static.findly.com/wp-content/uploads/sites/841/2020/07/VG_WM_S_RGB_v3.pngjortega2021-07-07 17:50:322021-11-23 07:28:42Vanguard participates in Philadelphia Futures event
https://cdn-static.findly.com/wp-content/uploads/sites/841/2021/06/28143351/HRR17C_150-featured-c.jpg200300kkilgarriffhttps://cdn-static.findly.com/wp-content/uploads/sites/841/2020/07/VG_WM_S_RGB_v3.pngkkilgarriff2021-07-07 07:00:252021-07-07 12:46:44Advice from crew about starting a new job
After four years on a college campus, it’s time to move on to a different type of campus in the working world. You’ve taken the classes, earned the grades and learned many of the skills you’ll need for your new job, but it’s still probably an uncertain time for you. We’ve put together some tips from our crew to help you prepare for your new position in the workforce.
When starting a new job, I have two tips that can make all the difference. First, onboarding at any organization entails an enormous amount of information coming to you in a short period of time. I suggest re-reading and saving all emails you receive early on to ensure you get the details that might be missed when reviewing the materials the first time around. Secondly, but most importantly, is to purposefully network and make connections; it will help tremendously with feeling engaged and welcomed. – Allison D.
Starting a new role is extremely exciting but can also be overwhelming. I would recommend setting some goals to accomplish within your first months. It is also important to make new connections, so schedule time with peers and key stakeholders to begin building solid relationships. This is also a great opportunity to learn from them, so be prepared to ask questions! Further, be sure to define what success looks like with your manager and get to know them better. Lastly, taking initiative and fully immersing yourself in the role will only set you up for success! – Julie G.
Ask questions. Don’t be afraid to ask what you might think is a silly question. If you ask that question, you’re not the first and won’t be the last. Be sure to review your new-hire benefits packet and onboarding resources before your hire date to be as prepared as you can. Familiarize yourself with the resources on your company intranet and with the support teams they have available. Be patient with yourself and your leaders in this virtual environment. We’re all learning to adapt to what the future of work will look like. – Keara F.
When I have started new roles at Vanguard, the first thing I did was set up meetings with key partners across all of the departments and divisions that I knew I would work with regularly. A coffee chat can really build rapport for when you need to come together on a future project. My other piece of advice: Observe but remember you’re in the role because your leaders see the potential in you! Do not be afraid to speak up when you identify opportunities to improve a process or outcome. – Aimee K.
Ask each person you meet for an additional name or two to do overviews with to develop your business acumen and pick up on new skills. – Ashley C.
My advice is related to your mindset. If you start a role thinking you won’t be successful, chances are you won’t. If you acknowledge you’ll have a learning curve but remind yourself of the tools you have in your toolkit to help you succeed, you’ll draw upon them when faced with adversity. I came to Vanguard very anxious about studying for the Series 7 exam (this was before the introduction of the SIE) and I found myself making assumptions about the hardest parts of the Client Relationship Associate role, including investment guidance conversations. For the first 3 – 6 months, I avoided those conversations to the best of my ability and actually made it harder on myself! Once I acknowledged the fear, but reminded myself of my qualifications, I found them to be my favorite part of the job. I even started having those conversations in Spanish! – Mike B.
It’s ok to make mistakes! The professional world can be very different from the classroom, you may have to experiment with different approaches before you get it right. Professional development is all about learning and developing best practices! – Sarah H.