In Their Own Words: Kelly Hemmett, BA, CFP

Clients must understand that we can't control the markets-but we can control the service we provide

Kelly Hemmett, BA, CFP, CSC, Senior Financial Consultant, Winnipeg South

Back in 1991, Kelly Hemmett had a busy couple of months: He joined Investors Group and married his high—school sweetheart. Twelve years later, Kelly and Kerri Hemmett are still working hand-in-hand to successfully manage a thriving practice and a growing family of four.

Following university and a couple of years in sales, Kelly made the move to Investors Group seeking a career where "hard work would let me control my own income. I married Kerri shortly after and she joined my practice a few years later when my assistant moved away. It was the best move we ever made. Kerri knows the bottom line importance of client satisfaction, and that has had a very positive impact on both my practice and our family life."

For Kelly, open communication and mutually beneficial relationships are the building blocks of success. "It's critical to connect with clients on a value basis and build financial plans that reflect their values and focus on the achievement of their goals. If a person believes in you, the plan is secondary. I always make sure we agree on what I can control—asset allocation and the level of service I provide, for example—and what I can't control—like how the asset classes will perform in the shorter term."

This strategy has worked well for Kelly, gaining him many referrals, "and referrals are the only way I take on new clients. That's why I make it a point to thank my referring clients through client appreciation events that confirm their importance to my business."

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