Where are you from and why did you become a financial advisor?
I’m from Long Island, NY. My grandfather, who I was very close with, loved investing and introduced me to the markets at a young age. That early exposure stayed with me. When I had the opportunity to get into the industry at 21, I jumped on it and started as a stockbroker in the late ’90s during the dot-com boom. From there, I transitioned into more comprehensive financial advising, with a broader focus on long-term planning and helping clients make better decisions. |
How did you come to work with NBC Securities?
My previous broker-dealer was acquired by Ameriprise Financial. After several meetings with their team, I decided it wasn’t the right fit for my business. Maintaining true independence was important to me, and NBC assured me that it would be preserved. Any move comes with challenges, but the transition was made easier because a large group of advisors and support staff moved over together. |
How did you build your business starting out?
I grew up in a hardworking, middle-class, blue-collar household, so I didn’t have a built-in network of affluent family or friends to rely on. Early on, the firm I joined had an aggressive sales training program, and at the time, the primary way to build a book was through cold calling, often reaching out to business owners using Dun & Bradstreet leads. Making three hundred dials a day was a grind, but it taught me the value of hard work, how to handle rejection, and how to build relationships from scratch. |
Describe your current practice.
We have a really strong team. My business partner of 27 years is also my stepbrother, and our client assistant has been with us for over 15 years. She’s a huge part of the operation. Having a partner gives us flexibility in how we work with clients. We have different communication styles, and over the years, we’ve adjusted our roles to better align clients with the approach and personality that fit them best. At this stage, we’re also more selective about who we take on and making sure that new clients we take on are a good fit. That helps us stay focused on our existing clients and maintain a high level of service. |
How do you service your clients?
As relationships evolve, we get a good sense of how each client prefers to communicate. Some prefer more frequent interaction and want to understand the details behind the strategy, almost like knowing the ingredients the chef is using. Others are more comfortable with less frequent updates and simply want to focus on the end result. Our role is to understand those preferences and adjust accordingly.
|
Definitely proactive. The number one reason an advisor is fired is not poor performance; it’s lack of communication. When market volatility picks up, we know which clients are most likely to get emotional or concerned, and we make it a priority to reach out to them first. Staying ahead of those conversations is an important part of how we take care of our clients.
|
I’ve developed a pretty refined process for first meetings. I try to create a comfortable environment from the start. When clients sit down, there’s a bottle of water, a notepad and pen, and a printed agenda waiting so they know exactly what we’ll be covering. I’ve found those small details go a long way in helping people feel at ease. That first meeting is really about discovery: understanding their situation, reviewing statements and tax returns, and completing a risk questionnaire. It also gives me a clear sense of their expectations and whether we’re a good fit for one another. From there, I take everything back, build out a plan, and schedule a second meeting to walk through my recommendations and next steps. |
What is a typical day for you? Where do you spend most of your time?
I start my day early and am usually up by 5:30 a.m. Around 6:30, I’m on Scott Redler’s T3 Live morning stream to get a feel for market direction and key developments. After dropping my son off at school, I’m at my desk by 9:00 a.m. From there, my day is centered around scheduled client calls and staying on top of the markets, while also mapping out future priorities and opportunities. After the market closes, depending on the season, you’ll usually find me at the gym or at one of my son’s activities, whether that’s baseball, the hockey rink, or a wrestling meet. Spending time with my kids is paramount.
|
Over the years, we’ve been fortunate to build a strong network of clients, and at this point, our growth is almost entirely organic. The business runs primarily on referrals, which I believe speaks to the trust we’ve established and the consistency of the client experience we provide.For advisors looking to grow, I think the most important question to ask is, “What makes me different?” This is a very commoditized business, and clients aren’t just looking for transactions. They want to feel understood and cared for. That’s where you separate yourself from the competition.We focus on the small details. Something as simple as sending a birthday card with a scratch-off ticket goes a long way. It’s always funny seeing the reaction, even when a wealthy client wins something as little as a couple of dollars. If a client buys a new home, send them a personalized monogrammed doormat. Just something that shows you care and can be remembered.For top clients, we take the time to understand their personal interests, whether it’s boating, golf, or a favorite sports team, and we’ll send along relevant articles, updates, or even just a funny joke. Not every touchpoint needs to be financial. Those moments show clients that you’re human, not just a financial professional. You know you’ve built real trust when the substance of a conversation becomes 80% personal and 20% business.Customer service is another major differentiator. Being available matters. We have a strict 24-hour callback policy. At minimum, someone from our team will respond within that window, whether it’s a client or one of their other service providers, like a CPA or estate attorney. Lastly, competency drives referrals. Centers of influence, especially CPAs, are invaluable. When you go above and beyond on behalf of a shared client, it doesn’t go unnoticed, and that’s where some of the best referrals come from. |
What are good questions that prospects have of you that you try to answer before they ask you?
| I try to get ahead of the questions most prospects are already thinking but may not ask right away, things like, “What makes you different?”, “How involved will you be?”, and “What will this relationship actually look like over time?” From the start, I focus on setting clear expectations and explaining how we operate. Just as important as what we do is what we don’t do. We’re not a one-size-fits-all firm, and I don’t plug all clients into a model and send out canned quarterly newsletters like some competitors. That approach might work at scale, but it’s not how we build relationships. Mys much more fluid and personalized. Planning evolves as life changes, and the relationship is ongoing. It is not something that gets reviewed once a quarter and then put on autopilot. I want prospects to understand that upfront so there are no surprises. I also make a point to address accessibility early. Clients want to know, “Will you be there when I need you?” I also like to explain that at 47 years old, I have no near-term plans for retirement, so I will be there during their life cycle. Ultimately, I’m trying to remove uncertainty. If a prospect walks away understanding how we think, how we communicate, and how we’re different, then I’ve answered the most important questions. |
What’s the best advice you have ever gotten or given?
When I started in the industry, I only learned how to recommend and trade technology stocks. I worked hard to build a solid book of clients, but by my second year, the NASDAQ Composite had crashed 78%. It was a tough lesson, and I am thankful it came at a young age. Clients took significant losses, and I lost most of the little savings I had built up myself. I wanted to quit. I was fortunate enough to realize that a change was needed if I was going to survive. I switched firms, which gave me the opportunity to work with some highly experienced advisors. They helped me learn and broaden my industry practice. They taught me the importance of becoming a knowledgeable, well-rounded advisor who can help provide solutions for client problems. I’ll admit it, I’ve got a soft spot for quotes, even the corny ones. For many years, I had an index card on my desk with a handwritten quote in black magic marker: “Don’t wish for it, work for it.” Another favorite hangs in my office: “You can’t stop the waves, but you can learn to sail.”
|
| I’m an avid reader and a bit of a music junkie. Outside of that, I enjoy spending time with my family, especially my two boys. We love being at the beach and going to professional sporting events. I try to stay very involved in their activities, so most of my time outside the office is spent at the rink, on the field, at wrestling tournaments, or wherever they’re playing. We’re also big fans of the New York Islanders, and we’re still holding out hope to see them win a Stanley Cup, hopefully in one of our lifetimes. |
Request Appointment
