It’s no secret that men make up most of the financial industry. According to the latest estimates from SmartAsset Advisors, roughly 70 percent of all financial advisors in the United States are men.
The barriers that many women face working in the financial sector also pave the way for real opportunity. Those who have established their own independent practices, with Pilot Financial serving as their OSJ, have been able to carve out successful businesses in the market. Far from it being a disadvantage, many women feel that their gender affords them a different perspective on finances, one that helps them build a devoted clientele.
We spoke with five female professionals affiliated with Pilot to hear about their journeys in the financial industry, their philosophy as advisors, and how the structure of an OSJ has helped their independent practices thrive.
Q: What inspired you to pursue a career in the financial industry?
Tammy Hardy, Advisor: I feel like my career started when I was about 11 years old. I was babysitting in my neighborhood, which was my first experience of working and earning money. I have such a vivid memory: walking home after babysitting, counting the cash, and then going to the bank the next day to deposit it. That was when I really started to appreciate the independence and freedom that money provided.
Jessica McCrory, Advisor: I started in a completely different career. I have a degree in biology from Duquesne University, and I previously worked in customer service at Blue Cross Blue Shield. Eventually, I was looking for a new opportunity, so I approached my father, who is a financial advisor. We developed a plan to help me establish a practice and build a career. With his guidance and mentorship, I got my licenses and then started my own company.
Dawn Gordon, Advisor: Growing up in Vegas, glamorous people and rock stars were all around me, and I often wondered how they reached that level. As a child, I heard sayings like “Money doesn't grow on trees" and “We don't have money for that," which sparked my curiosity about financial success. At 16, I had a subscription to Money magazine and was explaining the benefits of an IRA to my parents. When I started at the University of Nevada, Las Vegas, I showed a career counselor a page from Money that explained asset allocation and budgets. I said, “I want to do this for people,” and the counselor suggested I become a financial advisor. I didn’t know what that was, but he thought it was a promising career for me, and I became excited and curious. I became a licensed financial advisor at 21 and haven't looked back.
Lynette Kinney, Managing Partner, Pilot Benefits: I stumbled into the insurance world and worked for a man who sold life and disability. He said I shouldn’t be sitting at a desk and asked me whether I’d start selling employee benefits. I started working with his client base with no experience and made tons of mistakes. One thing I’ve learned through the years is that women have to work harder and prove themselves more than men do.
Q: What unique challenges have you faced as a woman in the financial advisory industry, and how have you navigated them?
Cele Brown, Advisor: I would love to say that there really aren’t differences for men and women, but there are. For starters, I stopped going out to clients’ homes to meet very early in my career. You just never know what you are walking into. However, this ultimately made me more efficient because I wasn’t on the road all the time like my peers. Attending conferences as a woman was also challenging at first. Most male advisors assume that you are someone’s wife or assistant. To overcome this, I became more involved and increased my visibility at conferences. I helped with planning, led discussions, and people saw me on stage or in the front of the room, and they began to get to know me as an advisor.
Q: Are there specific strengths or attributes that you feel women advisors can offer clients?
Tammy: We just communicate differently. Men like to get into the details: PE ratios, returns. I found that's not what women are looking for. My husband and I look at our accounts in totally different ways. For him, it's about the dollars, it's about the return, and how much it's gone up and down. For me, I just want to ensure I can live comfortably and meet the goals I have set.
Lynette: I believe that my business has grown based on my honesty and my wanting to always do what is right, not what is easy or what benefits me the most. I think that would apply to financial advisors, as well. I always say, “My word is everything.” I am not, nor will I ever be, a bully when it comes to sales. I assess what I can do for a client and determine if I can improve their situation by providing services that they would not receive elsewhere.
Jess: For men, the approach is often more product-driven and more sales-driven. I think as women, we come in with the perspective of really wanting a partnership, and we want our clients to lean on us for everything.
Tammy: What surprised me was that when I got into advising, I assumed most women were comfortable in this industry. It wasn't until I started as an advisor that I discovered I'm probably the minority and that a lot of women were not comfortable. That kind of shifted and really shaped a lot of what I do and how I do it, because I focus on women. I'm passionate about education, helping them feel confident, empowered, and taking away that fear.
Dawn: Passion and compassion. My favorite part of this job is conducting family meetings. I love having the opportunity to be a part of the family for a few moments and share values, along with some tears and joy.
Q: How has your experience with Pilot Financial supported your professional growth and helped you build your practice?
Tammy: What I love about Pilot and going independent is the support they provide. It's about me building my business, my way. What I'm doing looks totally different from somebody else down the street, because I can do it my way. I appreciate the support that Pilot provides that enables us to do that. For women coming in under Pilot as their OSJ, they will have access to resources that will help them learn and feel more comfortable.
Cele: Pilot has been very supportive of me, specifically Chris Roney. Chris went out of his way to make sure that I was included in opportunities, such as serving on the Advisory Board. This put me in front of the right people and also gave me the knowledge of the inner workings of the company. He also advocated for me to speak at conferences and to be on the planning committee for national meetings.
Q: What advice would you give to women considering a career as a financial advisor, especially regarding building a successful practice under an OSJ?
Jess: I always remember that when I started in this business, my father told me the future of financial services is women. I believe we bring a unique perspective to financial planning and working with our clients. This is a very challenging career, but that’s what makes it exciting, too.
Dawn: This can be a very tough career path, but one thing I’d suggest is to find a way to be of service. Be in front of as many people as possible, and let them know you can help. Do research and identify the most successful female financial advisor in your area, then work for little to no pay to shadow that advisor, learn from them, and start copying the success traits of that advisor right away.
Cele: I would tell women that, if you have a family, this is one of the greatest businesses that you can be in. I was able to attend every school field trip and every event that my kids had. I was able to coach sports teams for years. The reason is that I controlled my schedule, and Pilot was and continues to be there to help along the way. When I have an issue, I reach out to them. They are there to be problem solvers for us, just like we are there to be problem solvers for our clients. They earn their keep. My biggest piece of advice would be to ask for what you need.
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Tammy Hardy, CFP® AAMS™, Financial Advisor
Tammy is the founder of Thrive Private Wealth Strategies and has 30 years of experience in the finance industry, the last six as an advisor. Based in North Myrtle Beach, she helps clients across the Carolinas gain confidence in their financial lives. Outside of work, Tammy enjoys running, traveling, and supporting local organizations such as the Palmetto Literacy Program.
Jessica McCrory, Financial Advisor
https://www.newbeginningswealth.com/
Jess is the founder of New Beginnings Wealth Advisors and holds Series 7 and 66 licenses, as well as a life insurance license. Based in Canonsburg, PA, she has a passion for helping clients feel confident about their financial future and is committed to lifelong learning. Outside of work, Jess enjoys yoga, hiking, reading, and exploring various creative outlets, including drawing and mixed media.
Lynette Kinney, Managing Partner, Pilot Benefits
https://www.pilot-benefits.com/
Lynette is the Managing Partner of Pilot Benefits and has 30+ years of experience, specializing in group benefits, individual medical, and Medicare products. Based in Greensboro, NC, she builds strong client relationships through a hands-on, honest approach and is committed to always putting clients first. Outside of work, Lynette enjoys spending time at the beach with her husband, sons, and grandchildren.
Cecilia Beach Brown, CFP®, Financial Advisor
Cele is the founder of C. Beach Brown and has over 25 years of experience guiding clients through life’s ups and downs. Based in Annapolis, MD, she helps them stay on track during both challenges and milestones, leading with the big picture to uncover needs they didn’t even know they had, and building plans that adapt over time. Outside of work, Cele enjoys running, fishing, spending time with family, and relaxing on the Eastern Shore.
Dawn Gordon, CRPC®, Financial Advisor
Dawn is the founder of Dawn Gordon Financial Advisors and has over 30 years of experience helping her clients improve their lives. Based in Las Vegas, NV, she empowers and educates clients through a long-term financial planning relationship. Fueled by a consistent passion for financial planning excellence, Dawn applies the core tenets of continued trust, confidence, and confidentiality to her financial planning practice. Outside of work, Dawn maintains an active life of community involvement and pursues cultural, artistic, and intellectual endeavors through travel and continuing education.
