Many military veterans are confronted with a question after they finish their service: What’s next for me?
In honor of Veteran’s Day, we spoke with three Pilot Financial advisors — Brian Proppe, a Rhode Island National Guardsman who served in Iraq, Chris Lee, an Army Captain who served in the Gulf War, and Staci Mapes, a military spouse whose husband retired as an Army Command Sergeant Major — to hear about how they came to financial advising, and why they believe military service can be a major advantage for a new advisor.
How did you come to be an advisor?
CL: My dad retired after 35 years as a career soldier, and then he went to work for the VA Hospital until he was 72. I realized then that as a young lieutenant, I didn’t want to be the person who works until their 70s and 80s.
At the age of 24, as a Second Lieutenant, I started investing monthly, and I continued to do that throughout my career, even to the point where I was recommending fellow officers to the company I was working with. One day, one of their senior officers with the financial planning firm met me for lunch and said, “Hey, would you be interested in a financial planning career, since you’re such a strong advocate of investing?” So I became a financial advisor in the fall of 1991.
BP: When I entered the RI Army National Guard, I was already working in the financial services sector, specifically on the banking side. However, when I had to go overseas, I had to put a temporary halt to my civilian job. This break, though challenging, turned out to be a blessing in disguise. The experiences I gained during my time in the military were invaluable. They pushed me to grow both personally and professionally, bringing me to the next level in my career. One of the most significant changes was how I began to engage with clients. I started having more client conversations and face-to-face interactions, helping manage their assets even though I didn’t have a financial advisor title at the time. Fast-forward to today, I am now a financial advisor, running my own practice. The skills and confidence I developed in the National Guard have been instrumental and shaping my approach to client management and advisory services.
What traits have you learned from the military that have helped you excel as an advisor?
CL: My military career created an environment of being disciplined, of having the highest morals and integrity, and being mission-focused. Those traits are very applicable to this career.
BP: Within my Blackhawk aviation unit, I was responsible for communications and leading a group of soldiers. Tracking aircraft, using effective communication under pressure was a critical aspect of our mission. This experience has equipped me with the ability to guide clients through difficult periods. When we experience significant pullbacks in the markets and clients start to feel uneasy, I understand how crucial it is for them to receive guidance. They rely on me to provide stability and confidence during these times. I take pride in being proactive and not shying away when the markets turn unfavorable. It’s important to be present and offer support, helping clients navigate through uncertainty.
SM: My husband was deployed for 10 years during the Global War on Terrorism. I had clients who died in action and had the opportunity to work with their widows, helping them build and manage their estates. I still have those clients. You help them navigate a lot of those challenges. I think having that military background, dealing with that kind of adversity, gives me a real level-headed focus.
It seems like the demands of the military — having to plan for different contingencies, as well as being flexible and a problem-solver under pressure — are especially well-suited for a career in advising.
SM: There’s something to be said for that level of discipline, expectation, and planning. You know, the military has current operations and forward operations. Everything isn’t just this jumble. So I feel like veterans make really good advisors.
BP: During my time in the military, I learned the importance of meticulous planning and preparation. In that environment, you can’t just assume everything will go smoothly; you need to prepare for the worst-case scenario. If you don’t encounter any problems, that’s fantastic, but it’s essential to have a plan in place for when things go wrong. This mindset is incredibly valuable in advising as well. Just like in the military, you need to think critically and anticipate potential market challenges. By doing so, you can ensure that you’re always ready to tackle any issues that may arise and provide the best possible guidance and support. I believe that this approach allows me to offer a unique perspective that can greatly benefit clients.
CL: I’ve always been a believer in learning your position, one up and one down. So in the military, if I were a leader and if I were killed, then my subordinate needs to know how to do my job. And vice versa, if my boss were killed, I’d need to learn how to do his job. Those lessons apply in the financial world. I need to know as much as I can about what my administrative staff does in the event that they are not available.
Do you have any advice for veterans who are considering a career in financial advising?
CL: The most successful advisors use a mantra that failure is not an option. What I mean by that is successful people do the things that unsuccessful people are not willing to do. So you’ve got to make phone calls, you have to talk with your clients, you have to ask friends for referrals. That’s how you build your business.
BP: There’s a good opportunity these days to try and connect with a team or an advisor who has a bit more experience under their belt. These individuals have a wealth of knowledge and experiences that they can share, which can be incredibly valuable. Furthermore, many seasoned advisors and teams are starting to look for succession plans. This could be a great chance to learn from them and potentially step into roles that will be opening up in the future. Another point I’d like to mention is the unique advantage of having military experience. There are numerous teams that don’t have a member or advisor with this background. When clients learn that you served in the military, it often grants instant credibility. They appreciate knowing that they’ve got someone on their side, who has been ‘boots on the ground’ in a very real sense, and they feel that same grounded confidence in the financial services arena too. It really does give them an added level of comfort and trust.
To learn more about what it’s like to be an advisor at Pilot Financial, click here. We thank all of our brave veterans across the globe for their service.