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G AT H E R +
RECONNECT
Using what we learned apart to
bring us back together, stronger
+
Advisor profiles
Branch happenings
And more …
THE CULTURE 1
TABLE OF CONTENTS
IN THIS ISSUE | FALL 2021
Letter from the president 3
ARTICLES
NURTURING GROWTH Through future-minded 4
leadership, Managing Director Chris Mahoney helps his
team at The Mahoney Group in New York prosper.
THE TEAM PLAYER Branch manager Terry Andrysiak’s life 8
and career are a testament to the power of shared goals
and complementary strengths.
p.4 THE POWERFUL PIVOT Stepping into the role of branch
manager under extreme conditions, Lizy Robertson found
12
strength in her village and her values.
Managing Director Chris Mahoney in his office.
A CHANGE IN HER STARS Through relentless dedication 16
and a love for people, financial advisor Michelle Marquez
has built a practice worthy of her childhood aspirations.
IN YOUR CORNER Global Wealth Solutions isn’t just 23
a product platform – it’s an investment ecosystem
supporting advisors with thought leadership and
personalized consultation.
p.39 FEATURES
PERSON TO PERSON Over the course of his career, 15
At the office in Frisco, Texas, featuring local Southern division Director Tom Galvin has felt an
artwork that pays homage to the city’s history. indomitable optimism within Raymond James –
through bulls, bears, a pandemic and the persistent
march of change.
SUGGESTIONS? The Culture, a
magazine for and about the Raymond BRANCH HAPPENINGS See how Raymond James 19
James advisor, is proudly written and associates across the nation are putting our
designed by the Raymond James philosophy of “work, work, play” into fun-filled and
Marketing team. Contact us at TheCulture@ philanthropic action.
raymondjames.com to tell us what you like,
where we can improve, your suggestions for
NEW TO THE FAMILY Meet the newest members of 27
Raymond James, an active, intriguing and remarkable
subjects you’d like to see covered or anything
group whose unique paths led them into our family.
else that’s on your mind.
THE GALLERY At the office in Frisco, Texas – a 39
Raymond James & Associates thanks BlackRock, prototype for the branch of the future – the work of
The Capital Group, Columbia Threadneedle local artists pays homage to the city’s history as a
Investments, John Hancock Investment watering stop on the rail line between St. Louis and
Management, and Principal Financial Group for San Francisco.
their financial support of this issue of The Culture.
2 THE CULTURE NOT FOR CLIENT USE 21-RJA-1557 11/21
LETTER FROM THE PRESIDENT
Reconnecting
Through the pandemic we rediscovered the networks of our lives: our
families, our friends, our colleagues and our clients. As we focused on these
relationships, we may have discovered that we had let our attention lapse,
that we had taken some things for granted. Now, as the world cautiously
moves forward, we must remember how important these networks are to us,
and how important we are to them.
As we turn the page on a new fiscal year, I certainly want to thank you for
your hard work and continued feedback on how we support you. Your input is
essential, and we are taking a close look at all that we’ve accomplished in the
TASH ELWYN past 20 months – not only to celebrate our successes but to improve in the
President and CEO, year ahead.
Private Client Group In this issue of The Culture, you’ll meet four advisors who are dynamic
Raymond James & Associates leaders and have made the most of their talents and opportunities.
Chris Mahoney, managing director of The Mahoney Group in New York, has
@TashElwynRJ a natural ability to bring out the best in whatever he focuses on: a thriving
linkedin.com/in/telwyn
family, a flourishing practice, and a successful and growing team.
Lizy Robertson became the branch manager in Lexington, Kentucky, in March
2020, on the eve of the pandemic, but she was up to the challenge.
Michelle Marquez, the managing director of Marquez Wealth Management in
California, refused to let anyone tell her what was right for her.
@
Terry Andrysiak, senior vice president at The Horizon Group and a branch
manager in Michigan, parlayed athletic success – he’s a former Notre Dame
quarterback and baseball player – into professional success.
You’ll also hear from Haig Ariyan, head of the Global Wealth Solutions
team, about his goals for helping to position you as an artisan delivering
Let us know what you think customized wealth planning strategies and solutions for your clients. And
about The Culture. Send your you’ll meet Tom Galvin, director of the Southern division, who remains as
feedback and ideas to excited about the firm today as when he began his career here in 1998.
TheCulture@raymondjames.com. As always, it is my pleasure to bring you this new issue and I hope you find
inspiration in its pages. On behalf of the firm, thank you for all you do.
Happy reading,
THE CULTURE 3
4 THE CULTURE THE CULTURE 4
THE MAHONEY GROUP OF RAYMOND JAMES | WEST NYACK, NEW YORK
Nurturing remarkable growth
Through future-minded leadership, Chris Mahoney has helped his team prosper.
D
uring New York’s stay-at-home order in 2020, and our partner [Managing Director] Mark Marotta. We
Chris Mahoney rekindled an old hobby: came to the realization that it would behoove us to get
vegetable gardening. Planting seeds and younger and smarter – yes, that’s really how we thought
making a commitment to be responsible for their about it – and we wanted people with skills different than
care is a fitting way for the team leader and managing ours to grow the team.”
director of The Mahoney Group to use his free time. They hired Philip Murphy (now managing director)
His natural ability to bring out the best in whatever he away from his role as controller at Morgan Stanley and
focuses on is evident in a thriving family that includes their former intern, Kristen Koluch (senior vice president,
four school-age daughters, a flourishing practice with investments), who at the time was an investment banking
billions in assets under management, and a successful analyst at Barclays Capital. Having hired intelligently was
and growing team. not enough though. “We think of ourselves as a learning
Though he makes it look easy, it’s not. To borrow organization,” Chris says. “I think the most valuable
the words of famed investor Warren Buffett, Chris and resource we bring is education and experience.” So
company are sitting in the shade today because of trees the team encouraged this next generation of practice
planted long ago. leadership to earn the Chartered Financial Analyst®
designation, and both have gone on to earn credentials
FROM FAILURE, BUSINESS BLOOMS beyond that to enhance the client experience.
“Thinking about our team and how we began together,
it was this one-off opportunity back in the early ’90s
to bid on a municipality 457(b) retirement plan,” Chris
says. “We didn’t get it. But it opened our eyes to the fact
“ WIthink
that, in addition to retail business, there’s this whole
e think of ourselves as a learning organization.
institutional side.”
“My brother [Managing Director Kevin Mahoney] the most valuable resource we bring is
was pretty new in the business, so we tasked him with
developing institutional business. He was a good fit for it.”
education and experience.
”
Today, it’s an integral part of the practice, with an – CHRIS MAHONEY, CIMA®
offshoot named Corporate Advisors Group launching a
referral arrangement between the Society for Human
Resource Management (SHRM) and Raymond James. WHERE THEY ARE PLANTED
“It’s an opportunity to offer 401(k) solutions on an With these promising young advisors in place, the
institutional level to small- and mid-sized businesses,” future looked bright. Then the Great Recession shook up
Chris says. “We think it’s a huge opportunity to serve a the entire industry, including their broker/dealer, which
very underserved segment of the marketplace. We’re very was acquired by a banking giant. “We knew what we
excited about it.” wanted for our clients was not going to be achievable
there,” Chris says. So they began a search for a new home
BRANCHING OUT in 2010, making the move here five years ago. “It was a
As team leader, Chris is always thinking 10 steps ahead. matter of trying to find a good fit for us. And we found
It’s evident in the complementary retail and institutional that at Raymond James.”
business lines, and it’s evident in the makeup of The “I’m optimistic for advisors at Raymond James because
Mahoney Group. “In 1999, it was myself, my brother Kevin the thing that impressed us about coming here is,
THE CULTURE 5
THE MAHONEY GROUP OF RAYMOND JAMES | WEST NYACK, NEW YORK
philosophically, how the firm thinks about its business but I think you really learn that through conversations,
is very much aligned with how we think. We are through dialogue. One of the terrific things GPM does is
conservative investors. That approach of being stewards it can show the client what happened in the period from
of capital – that very much resonates with who we are as 2007 to 2009 with a portfolio that’s allocated like theirs or
a group. That was a great alignment,” he says. like we’re proposing.
“It’s funny how fate works, but we were lucky that we “We tell them, ‘You should be prepared for that to
arrived here. We feel very fortunate that we picked the happen again. And if it does happen again, how would
right place.” you react to it? Would you view that as an opportunity, or
would you be in distress?’”
A NEW EVOLUTION It’s a bit like exposure therapy and can lead to revealing
Adapting to the pandemic over the past 20 months has insights. “That dialogue is really, really important.”
brought about another type of change for The Mahoney
Group. They quickly discovered there was a need for a A FRESH PERSPECTIVE
daily Zoom meeting to keep everyone coordinated while Through his disciplined leadership of the practice, the
working remotely. They’ve continued that tradition path to an eventual retirement is well-defined for Chris.
because the office is not back to full in-person staffing But if this diligent advisor gets his way, that will never
just yet. They’ve also found extra value in using Goal come to pass. “My hope is not to retire. My hope is, in the
Planning & Monitoring (GPM). future, to step back and work with a select number of
“A huge part of an advisor’s role is to really understand clients. The clients are a big part of my life.”
someone’s risk tolerance. You can have a questionnaire, For that to happen, the leadership of the team has
to transition to the next generation. That’s where
Eileen Carpenter, a Raymond James senior practice
management consultant, comes in. This year, she’s
“ T– hat
helping the team evaluate and reorganize roles for the
approach of being stewards of capital future of the practice. “She has a really hard job because
that very much resonates with who we she’s making us think about what’s important to us,” he
”
says. “When you’re a team our size, the easiest thing to
are as a group.
do is to keep doing what you’re doing. It would be easy to
avoid change. But the reality is, we have to start thinking
about the future.
“Transitions are hard, but you can’t grow unless you
have them.”
CFA® and Chartered Financial Analyst® are registered trademarks
owned by CFA Institute.
SHRM 401(k) Solutions by Raymond James is a branding name for the
paid solicitor/referral agreement between SHRM and Raymond James
where Raymond James offers SHRM audiences with 401(k) retirement
plan services. Raymond James is not affiliated with SHRM. SHRM does
not offer investment advisory services.
The projections or other information generated by Goal Planning &
Monitoring regarding the likelihood of various investment outcomes
are hypothetical in nature, do not reflect actual investment results
and are not guarantees of future results. Goal Planning & Monitoring
results may vary with each use and over time.
6 THE CULTURE
Finer points
WHAT BOOK ARE YOU CURRENTLY READING (OR ONE YOU RECOMMEND)?
“The Point of It All” by Charles Krauthammer. I try to read a nonfinancial piece every night.
WHERE WOULD YOU BE TRAVELING RIGHT NOW IN AN IDEAL WORLD? I love the western
part of the United States, so I would be exploring Montana, Idaho, Alaska and all the
national parks out West.
WHAT IS YOUR FAVORITE LOCAL FOOD OR DRINK? There’s a place on the Jersey Shore
that recently opened called Beach Haus Brewery. I recommend their oversized pretzels.
They’re awesome.
Chris lives in Orangeburg, New York, with his wife, Kelly, and their four daughters, Kate, Megan, Aileen and Mary. “My first daughter is a
senior in high school, I have twins who are entering freshman year, and my youngest is 13. We’re now in the process of looking at colleges
for my oldest daughter.”
CHRIS MAHONEY, CIMA® linkedin.com/in/ raymondjames.com/
Managing Director chris-mahoney-1b400a89/ mahoneygroupadvisors
Team Leader
The Mahoney Group
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THIS MATERIAL IS FOR INSTITUTIONAL/BROKER-DEALER USE ONLY.
NOT FOR DISTRIBUTION OR USE WITH THE PUBLIC.
The team player Terry Andrysiak’s life and career are a testament to the power of shared goals and complementary strengths 8 THE CULTURE
THE HORIZON GROUP OF RAYMOND JAMES | FENTON, MICHIGAN
There have been enough quotes about teamwork and success to fill volumes, but
when legendary coach Lou Holtz lends some of his wisdom face to face, it has a
tendency to stick.
“When you’re playing for a person like coach Holtz, are so many styles and approaches you can take in our
you learn a lot about football, but you learn a lot of life industry – it’s not cookie cutter.”
lessons as well,” said Terry Andrysiak, a former Fighting People outside the industry may assume advisors
Irish quarterback and pro player who’s now a financial essentially follow the same path to their careers and
advisor and branch manager with The Horizon Group of would be surprised at how wide the funnel is, and how
Raymond James in Fenton, Michigan. unique advisors’ origin stories are. But even among that
“There are lessons from him that I use every day in diverse set, Terry has some uncommon experiences.
business and in my personal life. I learned to make
decisions based on my priorities: number one, God; PASSING, TRADING, LEARNING, LEADING
number two, family; number three, career; and number Terry, one of six children in his family, attended St.
four, social,” he said. Francis Cabrini High School in Allen Park, Michigan. As a
“Going to Notre Dame was a tremendous opportunity, as talented athlete and fastidious student, he had options
was learning from a tremendous leader like coach Holtz.” when deciding which university to attend. His father was
a Notre Dame man, but the University of Michigan in Ann
Arbor was in his backyard, only 27 miles away from his
high school. The Wolverines coaches pressed to recruit
Lessons from coach Holtz
the notable local.
• Consistently win, W-I-N, by focusing on “what’s In 1987, as Terry took the field in Ann Arbor as the
important now.” Fighting Irish’s starting quarterback, the Chicago Tribune
• Success takes TLC: trust, love and commitment. published a 1,000-word feature on his ultimate decision
• Can I trust you? Are you passionate about what to choose South Bend, Indiana, over the hometown team.
you are doing? Are you willing to do the little things “I asked myself where I would want to receive a diploma
other people are not willing to do to be successful? from if I wasn’t playing football and that was Notre Dame,”
Terry told The Culture. “It was also a special decision
“Teamwork works,” Terry said, “and I’m part of a great because my dad was a 1958 Notre Dame graduate.”
team. With my background, I have always been a member Incidentally, the Irish won that trip home for Terry 26-7
of a team, and I love my role within The Horizon Group. and he was named the “Chevrolet Player of the Game.”
We all take great pride in the level of service we provide The next week, Terry and the 1987 season Heisman
our clients, and our complementary skill sets elevate Trophy winning wide receiver, Tim Brown, led the team to
everything we do.” a 31-8 win against its other rival, Michigan State.
The Horizon Group has worked together since 2006. An injury took Terry off the starting lineup for most
They share a passion for helping their clients achieve of his senior season. After graduating, he joined the
their personal and financial goals – people who see this Canadian Football League (CFL) and played for the
as “a job” and not as “a career” would not be a good Hamilton Tiger-Cats for three seasons and the Ottawa
fit with us, Terry said – but they each bring a unique Rough Riders for another.
perspective to the team. He was a young man making good money – Canadian
“The beauty of our industry is that you can do business exchange rate aside – and he wanted to learn more about
many different ways and be successful,” Terry said. how to invest it. That’s where he found his initial interest
“Using a football analogy, you can be a power runner in the industry. In the off-seasons, he utilized his finance
and go up the middle, a cut-back runner, or you can be degree to learn the ropes of investing by working at a
a speedster who gets outside around the corner. There discount brokerage firm in the Detroit area.
THE CULTURE 9
THE HORIZON GROUP OF RAYMOND JAMES | FENTON, MICHIGAN
“Truly, my reason for coming to Raymond James
wasn’t that Paul Reilly is a ‘Double Domer’ Notre Dame
graduate,” Terry joked, “but everyone at every level,
including the executives, makes themselves available
to support your client relationships. They pick up their
phones and they return phone calls, and they are very
sincere in helping you grow your business. From a
cultural experience, this firm is aligned properly.”
Terry says he is confident he made the right move
to advising and his team made the right move to
Raymond James.
“I wouldn’t say I feel like I’m going to Disney World
every day, but I am walking from the parking lot at a
pretty good pace. I might even skip in on some days,” he
said, smiling.
He said he believes the future is bright, for both
Raymond James and The Horizon Group. He says the
game will continue to change, and he sees a lot of
opportunity to contribute to solving the industry’s age-
related demographic concerns with the help of the firm’s
Terry and his team were standouts at Morgan Stanley before joining Advisor Mastery Program.
Raymond James in 2015
verybody needs someone to help
After four years with the CFL, Terry returned to his
high school alma mater as a coach for three years, where
he led his team to a qualifying spot in the playoffs in “ Emake it in this industry. Nobody can do
1995. He coached one more year at Niles High School,
just outside of South Bend, before shifting his focus to
investment services, full time, in the Citizens Bank retail
it alone.
”
brokerage department.
They are currently working to identify a new
PUTTING A TEAM TOGETHER generation of financial advisors, utilizing the Advisor
Terry credits Bill Moeller, a 50-year veteran in the Mastery Program to bring team members into their
industry, for encouraging him to transition back to practice who will uphold the group’s high level of
the advising side of the business, but it was no small integrity, hard work and superior client service standards
decision. Terry had a good career going and would – yet also bring fresh ideas, technology efficiencies and
have to start his business from scratch when making future leadership.
this change. Terry is married to his wife of 26 years, Cheryl. They
“I wondered, ‘What did I do?’ I’d just left a stable, well- have four children and live in Fenton, Michigan.
compensated position. Then I thought, ‘Well, I made the
decision. I better get after it and start working extremely
hard to make this business a success.’”
It ended up being the best career decision he ever
made. The Horizon Group was formed in 2006 at Smith
Barney/Morgan Stanley, where they soon distinguished
themselves. In 2015, they moved the practice to
Raymond James.
10 THE CULTUREFiner points
WHAT DO YOU ENJOY READING? I enjoy all motivational reading. My favorite is
“Principles” by Ray Dalio
DO YOU HAVE ADVICE FOR PEOPLE CONSIDERING A BIG CAREER MOVE? Ask yourself if
it aligns and provides the next step toward your true career passion. Is it a change that
provides personal growth opportunities, and does it provide balance in relation to
your priorities, like God, family, career or your social life?
“RUDY” OR “KNUTE ROCKNE, ALL AMERICAN”? Rudy! Rudy! Rudy!
TERRY ANDRYSIAK
Branch Manager
Senior Vice President, Wealth raymondjames.com/ linkedin.com/in/
Management thehorizongroupflint terrencejandrysiak
The Horizon Group of
Raymond James
Financial
well-being.
Everyone has the right to a better financial future.
We’re on a mission to democratize investing by
providing more people around the world with the
tools and technology to achieve financial well-being.
blackrock.com
©2021 BlackRock, Inc. All rights reserved. BlackRock is a registered trademark of BlackRock in the United States and elsewhere. 384800-0621
USRRMH0621U/S-1684703-1/1Grace under fire Stepping into the role of branch manager under extreme conditions, Lizy Robertson found strength in her village and her values. 12 THE CULTURE
LEXINGTON WEALTH MANAGEMENT OF RAYMOND JAMES | LEXINGTON, KENTUCKY
H
idden under the rolling hills of Lexington, While her husband was hospitalized for seven days,
Kentucky, is a secret to its success as “Horse including time in the ICU, Lizy battled the virus at home
Capital of the World” – the natural limestone- while caring for her sons. “It was really a shocking
filtered water, providing calcium to the bones of time that opened my eyes to who’s in my village, why
thoroughbred race horses. they’re in the village and who I can call,” she says. Her
Similarly, the Lexington office of Raymond James has family made it through that dark period and is now in
a secret advantage – Lizy Robertson. Taking on the role good health, but the shock of it brought clarity. “What’s
of producing branch manager in March 2020, she was important came to light. The village became even more
well-equipped for the tumultuous months to come, as important. When my clients mention me as part of their
challenging as they were. village – that’s when I know I have succeeded.”
“I was fortunate that I had been on maternity leave in THE COMMON THREAD
2014 and was forced to learn how to work from home –
Lizy knows there is strength in her roots. She has
that gave me a leg up,” she says. “It was natural for me to
taken her mother’s wise advice to heart – remember
flip open my laptop at home and log on remotely. Many
who you are and you’ll never go wrong. “Helping
people in my office had never done that. You’re guiding
my family is the common thread that truly helps me
the hands of people learning the technology, while they’re
succeed,” she says.
hand-holding their clients. It was a lot. But we embraced
Zoom; we did the calls; we continued sharing ideas; we
held it together. I can’t speak more highly of the advisors in
the Lexington office – we all support one another.”
hat’s important came to light. The village
“ Wbecame
”
THROWN IN A BLENDER even more important.
Having made the transition to advisor on the eve of the
Great Recession, Lizy was no stranger to making big career – LIZY ROBERTSON
changes in the middle of market turmoil. Armed with a
psychology degree and boundless compassion, time and
again she set the example of grace under pressure. She grew up on a horse farm in Bourbon County, an
only child whose parents divorced when she was 2. “As
“My first month as manager for the Lexington branch, you might imagine, my parents rely on me,” she says. So
it was a firehose of information. I felt like the mother hen when her mother, a business owner, began talking to her
– I’ve got to protect my children, but I also have my village about retiring, it drove her to learn everything she could
in the office. How do I juggle all of this? It was like being about what that might look like. That experience revealed
thrown in a blender.” the importance of the firm’s longevity planning resources,
She quickly found her footing, hiring caregiving help at from guidance on Social Security maximization to
home for her two sons, 11-year-old Davis and 6-year-old HealthPlanOne. “There’s even Vault, where you can store
Miles, so she could be there for the clients and advisors your estate plan documents and your medical directives.
who were also counting on her. “We navigated it well. … It ties everything together and demonstrates to clients
I stayed in the office for as long as they would allow,” that you care about the whole picture. It’s helped me
she says. And having laid the groundwork for advisors grow relationships with the next generation, talking
and staff to access resources from home, they made a about how we can prepare for the transition of wealth.
seamless transition to remote work. And that creates a comfort level to know that their
children will get to know me as well.”
A SHOCK, THEN CLARITY
A family member’s divorce then opened her eyes
Then, just as the school year began online for her sons in to the value an advisor can bring to the table for that
August 2020, her world was turned upside down. Both she transition, and how Goal Planning & Monitoring software
and her husband were diagnosed with COVID-19. can lend confidence. “It makes it easier to explain how
THE CULTURE 13LEXINGTON WEALTH MANAGEMENT OF RAYMOND JAMES | LEXINGTON, KENTUCKY
a certain dollar amount from a spouse or payment to a In 2018, her mentor and branch manager at the
spouse would affect their net worth. You’re trying to help time, Van Thompson, took note of her achievements
people avoid outliving their money in the next chapter and began talking to her about transitioning into a
of their lives. Having a financial plan in GPM gives them management role. His own story of coming off his
more information going into a mediation or meeting family’s farm in Bourbon County at age 30 to become an
with their attorney to make those decisions. They’ve advisor had always inspired her. She wanted to follow in
done the homework,” she says. “My business has thrived his footsteps. “I thought, well, let’s order those books.”
through all the advances in technology here.” And now, she’s in charge of building the kind of
community that has always seen her through. “My
NOTICED FOR GRIT AND TALENT
biggest challenge is to foster the village and expand our
An eternal student, Lizy has earned the Certified branch presence. It’s all about the village.”
Divorce Financial Analyst® and Accredited Wealth
When she looks back on how far she’s come, she feels
Management Advisor SM designations since becoming an
deep gratitude. “It’s been amazing. Not to say it’s easy.
advisor. The CDFA® in particular has helped her expand
But it’s about the most rewarding career I could ask for. I
her network as she meets with attorneys, mediators and
feel very fortunate.”
CPAs in the course of helping clients.
Finer points
WHAT IS YOUR VOTE FOR BINGE-WORTHY TV SHOW? “Ray Donovan”
WHAT BOOK ARE YOU CURRENTLY READING (OR ONE YOU RECOMMEND)?
“The Couple Next Door” by Shari Lapena
IF YOU COULD PICK ANY SUPERPOWER, WHAT WOULD IT BE? To see into the future
WHAT’S YOUR FAVORITE FOOD OR DRINK WITH ROOTS IN KENTUCKY?
A cocktail called the Presbyterian:
• 1 1/2 ounces Basil Hayden’s • 2 ounces ginger ale
ELIZABETH ROBERTSON Kentucky bourbon • Lemon twist, for garnish
Branch Manager • 2 ounces club soda
Senior Vice President, Investments
Lexington Wealth Management Lizy Robertson lives a stone’s throw from downtown Lexington with her husband, Eric,
of Raymond James and their two sons. Her family enjoys visiting the tranquil grounds of Keeneland to
watch the horses and grab an ice cream cone.
linkedin.com/in/lizrobertsoncdfa raymondjames.com/
lexingtonwealthmanagement
14 THE CULTUREPERSON to PERSON
Over the course of his career, Southern division Director Tom Galvin has
felt an indomitable optimism within Raymond James – through bulls,
bears, a pandemic and the persistent march of change.
W
hen I was a new manager, Tom Hudson introduced me to the idea of
“soul pay.” I don’t know if he came up with the term – I’m going to give
him full credit for it – but it’s the idea that when you are entrusted
with leadership, you learn to recognize the intangible value of helping others
succeed. You might not get directly paid for it, but it’s good for the soul; it’s how
you know you’re doing well.
Tom was the national sales manager who, until his retirement in 2013, had been
TOM GALVIN
Senior Vice President
a mentor of mine. I’ve carried his advice since, and I’ve come to see it as a reflection
Director, Southern Division
of what Raymond James is all about.
Private Client Group
I’ve been with the firm my entire career, starting as a financial advisor trainee Raymond James & Associates
in 1998, and I’m still excited about my career and the firm’s prospects today. I
think the tone set by Tom James has held: We take a measured approach but, on
the whole, we have an optimistic culture. We see the value of opportunities and linkedin.com/in/tom-galvin-4791651
potential for success. I have friends who have been with the major wirehouses, and I
can’t describe their experiences in similar terms.
I have three boys, the oldest is 8, and I say my life now comprises three parts: my Q. You’re a founding partner in a
children, my wife, Lauren, and my work. I’ve found that having kids has improved California winery, Garavin. Have
me as a manager, even if my golf game has taken a beating. I’m more comfortable you found any similarities between
with delegation than I was earlier in my career, and a much better scheduler. And as that business and ours?
I think about it, I’m glad my career can be one of my major sources of fulfillment –
Raymond James has provided me a lot of opportunities and continues to. A. I find few people enter into
Early in my career, Ira Federer, then the Florida regional director, approached winemaking for reasons other than
me at the Summer Development Conference about my interest in management.
passion, but I think that’s a good
I jumped at it, so I spent the next year in the home office working my book of
reason. Like the markets, it can be a
business and learning from him. Then, in 2001, I was asked to lead the Jacksonville
fickle art year to year, but it’s the long
branch, which had been struggling. There have been plenty of years in between, of
course, but I’m always happy to note that most of its advisors now produce more
game that matters. Our first year’s
than the entire branch had when I came on board. To me, it’s a symbol for how far product was rough, but the second
Raymond James has come, and a reminder of how much further we can go. year was good, and then every year
In 2006, I was promoted to complex manager and helped open offices in since has been a little better. There
Charleston, South Carolina – and then across the coast of South Carolina, coastal are always some complications along
Georgia, North Florida and one in Mississippi. I was made a regional director, the way, but where isn’t that true?
covering roughly the same territory in 2012; then two years later, I moved to the
North Atlantic region, covering an area that includes Washington, D.C., and runs
north through Massachusetts.
Since September 2020, I’ve been the director of the Southern division.
I would have preferred to travel around the division to meet face to face after
taking on the role; however, the pandemic changed the medium. But it didn’t
change the message: There are a lot of reasons to continue our optimism, chase our
potential and not allow our measured caution to take over our enthusiasm. Who we
are is working well.
THE CULTURE 15A change
in her stars
Through relentless dedication
and a love for people, financial
advisor Michelle Marquez has
built a practice worthy of her
childhood aspirations
16 THE CULTUREMARQUEZ PRIVATE WEALTH MANAGEMENT OF RAYMOND JAMES | PASADENA, CA
T
he man at the airport terminal was a bit of a mess. and their stories. And people tell her because she is truly
Papers were spread out around him and more interested in their answers.
peeked out from a disheveled folder. His wife was Here’s part of hers:
giving him a hard time.
“I can only remember the one time mother had enough
“You could see him completely wigging out,” Michelle money to give my brother, my sister and me a day at the
Marquez said. “So I asked him, ‘Can I help you with movies. After paying for the three tickets, we had just
something?’” enough left over for a small soda and a popcorn. I handed
Incidentally, she absolutely could. the popcorn to my brother and it wasn’t long before
The couple were hoping to buy a house – their dream it was spilled across the floor. I watched them as they
home – and the man needed to apply for a mortgage. He decided they could just eat the popcorn from the top, the
had the income, but this paperwork was like a foreign part that wasn’t directly touching the floor. I wouldn’t do
language. Michelle asked him his FICO score. it. I remember thinking, ‘This has to change. This can’t be
all that’s there for us.’ I was 12.
His what?
“I’m an immigrant. I came here from the Philippines
So Michelle started from the beginning. when I was 13. I didn’t speak English very well at the time,
One L.A.-to-Georgia flight later, they parted ways in but I was inspired to try so hard by seeing my parents
Atlanta, Michelle with a new war story and the man with struggle – and then by hearing them put the same
a game plan to fix his credit and apply for a loan. He also expectations and limitations on me that had been passed
left with her card; she wanted to hear if it worked out. down for generations.
He called her months later to let her know that he and “When I was 18, the thought came to me that there
his wife had bought the house – and also that they were has got to be more to my life than being a wife. I wanted
going to have a baby – thanking her for her kindness. He more for me and my siblings – I didn’t want to repeat
then asked if she could help his friend, a professional that same traditional pattern. I asked, why can’t I go to
athlete, the same way. She tried to clear up any notions college? Why couldn’t I be a doctor – a pediatrician? Why
they may have had about her role as a financial advisor, couldn’t I be successful?
but she agreed to take a meeting.
From that start, Michelle now counts multiple elite
sports stars as clients of her Pasadena, California, practice
– Marquez Wealth Management of Raymond James. “ Be
the main attraction in your
own movie and own the narrative.
“You never know who people know,” she said. “It’s
weird. You can strike up conversations with random people
and you’d never guess where they’re going to lead.”
Let yourself tell your own story.
”
***
As a young adult, Michelle faced a choice. “I realized I had dreams bigger than what was being
decided for me.
On one side were the loved ones and other well-
meaning people who wanted to spare her the pain of “All along the way, even from ones with the best
disappointment. They urged her to pursue a conventional intentions, people will tell you your capabilities. Even the
path, the traditional feminine role, as they understood it – nicest people will tell you what you can and can’t do. Your
to be a good wife to a good man and to raise a good family. limitations should only be set by you, not anybody else.
It’s your life.
On the other side were her dreams.
“Be the main attraction in your own movie and own the
“What inspires you to try so hard?”
narrative. Let yourself tell your own story.”
That’s a question Michelle asks to get to know people.
***
It reveals their priorities, their setbacks, their dreams
THE CULTURE 17MARQUEZ PRIVATE WEALTH MANAGEMENT OF RAYMOND JAMES | PASADENA, CA
Within her more than 20 years in the financial
services industry, Michelle has built a leading
practice as an advisor to a variety of clients,
including entertainment stars and families
with dynastic wealth. She has two cherished
daughters, Mekaela and Amelia, who she teaches
that the path to one’s dreams is rarely linear. And
she has changed her family’s stars – within the
first few minutes of speaking with her, you will
see her drive and recognize that her authenticity,
empathy and point of view are her power.
In that way, she is exactly unlike the financial
advisor who inspired her career but told her to
lower her expectations – and then underpaid her
MICHELLE MARQUEZ for her work and for her opportunity cost. Instead,
Managing Director she has worked to be more like a man named Jack,
a client of the bank where she was working as a
teller while taking a trickle of college credits as her
time and budget permitted.
Finer points When Jack found out she was putting school aside to work as
the advisor’s scheduler and being paid in coffee gift cards, he
THROUGH YOUR CLIENTS, HAVE YOU intervened, letting her know she was undervaluing her work. Jack
BECOME A BASKETBALL EXPERT? also met with the financial advisor. She soon received an email
Not when it comes to the game; I’m still lost. from her school telling her it was time to pick her classes – Jack
But I have a good grasp of how to navigate had paid her tuition.
their world of fame and money, and what it Michelle had left home at 18 with very little, but hopeful and hard-
takes to get them to retire. working. Over time it was getting harder to keep moving forward
WHAT’S SOMETHING YOUR MENTEES HAVE with her goals.
TAUGHT YOU? The girls I mentor have gone She told Jack she would pay him back. “Just go to school, kid,”
through so many difficult struggles, including he told her.
homelessness, abuse and bullying. They’ve
“I would have never moved out of my misery without a Jack, but
taught me about resilience, the power of
there’s been a Jack at every stage of my life,” Michelle said. Being
kindness and giving grace.
that person for other people in their lives is, instead, her way of
DO YOU HAVE A FAVORITE VACATION SPOT? paying Jack back.
I love the island of Kauai in Hawaii – it’s
So Michelle mentors preteen girls to help them write their success
so peaceful and quiet. The ocean is my
stories and know their worth.
go-to place when I need to recharge or just
refocus my energy. “One mentee just graduated valedictorian,” Michelle said. “And
another mentee is no longer homeless.”
Michelle is also the founder of a charity, Heart of Angels, which
provides holiday celebrations and gifts for dozens of families in the
marquezprivatewealth.com
Pasadena area with sick or underprivileged children. It was the result
linkedin.com/in/mmarquezpwm of another debt, promised through prayer, when she was unsure if
her nephew would survive a deadly illness 15 years ago.
@Marquez_PWM
Her philosophy extends to her office. She empowers her
Marquez Private Wealth colleagues to set big goals and pursue their dreams – nobody is told
their dreams have to be limited.
18 THE CULTURE Raymond James is not associated with Heart of Angels.Branch
happenings TROPHY’S IN THE BAG
Lori Bagwell of Hybells & Bagwell Financial Group
A look around the footprint of Raymond James (Kalamazoo 35R) is a Little
League coach for a team of 14-year-old boys that
to see how your colleagues Raymond James has sponsored for a few years. The
are putting our philosophy of team won the district championship and then went
on to win their region and take sixth place in the
“work, work, play” into action! state – way to go!
SWEET CELEBRATION
The St. Louis complex, including St. Louis 3CK, SNOW CREATIVE
Belleville 3NY, O’Fallon 3FV and Kansas City Auburn Hills (Branch 35G) held its first
NAV, hosted a chocolate event for the support staff “Snow”fficial Branch Snowman Building
for Administrative Professionals’ Day. Organizers Competition in January. They had seven entries,
learned about this event idea in Laurie Jo Sowada’s and the winners were chosen by their esteemed
newsletter. Kits were shipped to each associate, and judge, Ed Sudzina. He picked these three winners.
they gathered on Zoom with a Brazilian chocolatier
• Patrice Sinclair and fiancé Paul made Olaf.
to make brigadeiros, a traditional Brazilian dessert
•J
ason Firek and his kids Davis and Elle made a trio
made of condensed milk, cocoa powder, butter and
of snowmen.
chocolate sprinkles. The family-friendly event gave
•L
isa Jablonowski made a mini snowman with
associates a chance to get creative.
candy eyes and buttons.
THE CULTURE 19BRANCH HAPPENINGS
MAKE IT SEW
Some of the talented associates at the Nashville
complex made masks for Vanderbilt University
Medical Center healthcare workers. The team sewed
200 total masks and recorded 90 volunteer hours.
UNDER THEIR WING
Marquez Private Wealth Management of
Raymond James, from Branch 3JH, held its first
Heart of Angels “Holidays from the Heart: Drive-by
Cheer” event. Michelle Marquez, the team’s
managing director, played a key role in starting the
Heart of Angels nonprofit, and her team managed
to adopt 18 families in the Pasadena, South Central
Los Angeles and Eagle Rock areas despite the
challenges of the pandemic. In partnership with the
Los Angeles Sheriff’s Department for distribution,
Heart of Angels provided over 100 people with
gifts, groceries and hot meals courtesy of Rounds SQUARE MEALS
Premium Burgers. Last year, Heart of Angels The Chattanooga, Tennessee, branch volunteered
adopted 40 families (over 200 people) and provided as a team at the Chattanooga Area Food Bank this
an unforgettable experience at the Pasadena Hilton, year. Clients traditionally join this volunteer event
complete with presents, food, live entertainment but couldn’t this year due to COVID-19 restrictions.
and surprise guests. For over a decade this nonprofit The team was able to pack 120 food boxes that will
has been adopting underprivileged children and be distributed to families in need in their area during
families who have been nominated by Children’s the holiday season. Their service time equated to
Hospital Los Angeles, Mother’s Club and social 1,104 meals this year, and they are hopeful that next
workers in Los Angeles County. year they will be able to host the client version of
the volunteer event, which has historically provided
meals to 700-plus families in the area in one day.
20 THE CULTUREWEIGHTY FEAST
The Richmond
complex held a
“pizza drive-through”
in conjunction with
Raymond James
Cares Month. They
collected over $100
in cash and delivered
over 225 pounds of
food for the food
pantry FeedMore.
PARTYING WITH PURPOSE
The New Orleans branch recently supported Hotel
Hope, an organization that moves families from
homelessness to self-sufficiency. Associates were
“birthday angels,” bringing cake, ice cream, cards,
balloons and other goodies for all of the Hotel Hope
SOUPER BOWL
residents to enjoy in celebration of Sister Mary Lou
The Northeast region coordinated a “Tackle Hunger”
Specha, the executive director of Hotel Hope. Alyssa
fundraiser prior to the Super Bowl and raised $17,181
Klein made adorable treat bags for the children, and
to directly support affected communities where they
the Saturday before the group’s birthday visit, Andrew
live and work.
Holman volunteered to provide childcare and helped
the children color happy birthday coloring sheets to
present to Sister Mary at the party. Associates had fun
seeing the children play and enjoy the company along
A CUTTING-EDGE OFFICE
with the cake, ice cream and candy. Associates were
The Manhattan branch has a new address: 320 Park
also given a tour of the hotel by Catherine Kinabrew,
Avenue. Located in a modern, LEED-certified high-rise
Hotel Hope’s guest services coordinator, who
minutes from Penn Station, Grand Central Terminal and
explained how the organization supports the New
Times Square, the new office is a reflection of the firm’s
Orleans community through a three-stage service
strategic growth. It features sophisticated amenities,
model that involves providing crisis intervention
from spacious conference centers to an elegant lounge
services, residential stability and help in achieving
and outdoor terrace. It also has 19 types of meeting
economic self-sufficiency.
spaces that can be reserved by RJA advisors from all
over the country for business meetings.
THE CULTURE 21BRANCH HAPPENINGS
ACTS OF KINDNESS
South Florida complex associates participated in three events for Raymond James Cares Month. They cleaned up the shoreline
in Delray Beach, organized a food drive and volunteered on Juneteenth at Urban Youth Impact, helping send children to Kids
Across America camp. They checked the campers in, served lunch and checked and loaded their luggage on the bus.
LIFE IS GOURD
The RJAS Wilmington, Delaware, branch ordered 50
pumpkin pies, 50 apple pies and 100 pumpkin rolls from
local bakeries and invited clients to drive by and pick up
a pie and a pumpkin roll for the Thanksgiving holiday.
The group said the response from clients was amazing
and everyone enjoyed having an opportunity to visit with
their clients.
HELP WITH HEALING WE WANT YOU TO SHARE!
Branches 3JR and 3RN chose to support Project
Submit your photo and a short description
Avary for the holidays this year. This was a great
of your branch happenings to
opportunity for the branch to help children with TheCulture@raymondjames.com
incarcerated parents.
22 THE CULTUREIN YOUR CORNER: GLOBAL WEALTH SOLUTIONS
IN YOUR CORNER: GLOBAL WEALTH SOLUTIONS
Artisan advisors
Global Wealth Solutions isn’t just a product platform – it’s an investment ecosystem
supporting advisors with market strategy, wealth planning consultation and bespoke
investment solutions.
an advisor’s success – client
experience is. Global Wealth
Solutions is the sophistication and
expertise engine of PCG, which
today is one of the largest private
client groups in the country.”
Also one of the most
individualistic. Raymond James
advisors own their books of business
and have the freedom to run their
businesses as they see fit. That
means an approach that appeals to
one advisor may not suit another.
Part of the Global Wealth Solutions
team’s expertise is being able to
adapt to the needs and priorities of
each advisor. It’s a commitment that
sets Raymond James and Global
Wealth Solutions apart relative to the
Haig Ariyan is a champion for demographic and all stages of life, experience an advisor might have
expertise. helping advisors provide tailored with another firm.
He believes passionately that for financial advice. “Others in our profession are
the 8,000-plus advisors who affiliate “We strive for nothing less than striving to move their advisors closer
with Raymond James to truly fulfill making advisors true artisans of to the ‘house view,’ to have them
their sacred roles as trusted advisors, their craft,” Haig said. exactly like one another,” Haig said.
they need to feel empowered by the To say that GWS is a product and “Scaling a business is much easier
firm’s investment solutions engine services platform is, technically, – everyone is doing the same thing –
and the expertise behind it. As head accurate. But in bringing together but the success of Raymond James
of Global Wealth Solutions (GWS), he the Investment Strategy, Wealth is rooted in the opposite.
is responsible for a significant portion Planning, Investment Solutions, “We’re creating tools and
of that engine and expertise – and for Capital Markets, Insurance Group solutions to allow advisors to grow
making sure every single advisor can and Private Institutional Client their practices while maintaining the
easily access it. teams, GWS posits that strategy firm’s commitment to AdvisorChoice
GWS is an investment ecosystem. and consultation are essential to – that each advisor is distinct.
From thought leadership to identifying a solution. While that makes our jobs more
implementation, it supports the “We are in a solutions business,” challenging, it’s not a strategic point
Private Client Group with strategies Haig said. “Production is not a we’re willing to sacrifice. We deliver
and solutions for every wealth key performance indicator for a bespoke solution to every advisor.”
THE CULTURE 23IN YOUR CORNER: GLOBAL WEALTH SOLUTIONS With a robust ecosystem in place, Management Services, Global said. “It’s extremely satisfying when Haig has turned his attention toward Equities & Investment Banking, an advisor feels gratified by learning enhancing the sophistication of the Fixed Income Capital Markets, about a resource or capability they GWS solutions, notably in the high- Raymond James Bank and Raymond didn’t know we had. But it also net-worth space. And to ensuring James Trust. means we need to keep working on more advisors are aware of the Together, they offer tremendous advisor awareness. I know advisors firm’s vast resources. prowess. would be proud and energized to see The GWS teams also collaborate “Whenever we hear an advisor how great the breadth of the Global with solutions specialists in other say, ‘Wow, I didn’t know we could do Wealth Solutions platform is.” areas of the firm, including Asset that,’ our reaction is mixed,” Haig Global Wealth Solutions – an investment solutions ecosystem Global Wealth Solutions (GWS) strives to be an industry-renowned platform offering thought leadership, personalized consultation and sophisticated investment solutions to help advisors provide tailored advice for their clients. GWS comprises six divisions working collaboratively with one another and departments throughout the firm. “The ability to offer our advisors a robust investments and services platform supported by thought leadership and renowned partner solutions is a powerful differentiator for our advisors,” GWS Chief Operating Officer Michael Tormey said. 24 THE CULTURE
INVESTMENT STRATEGY The Investment Strategy team, led by Chief Investment Officer Larry Adam, is the bedrock upon which all other teams rest, Haig said. The firm’s source for investment thought leadership, it addresses timely themes and emerging trends to offer differentiated insights. It publishes a variety of materials advisors can use to augment • Chief Investment Officer Larry Adam conversations with clients, including Investment Strategy Quarterly, • Investment thought leadership Quarterly Coordinates, Monthly Market Recap, Monthly Strategy • Allocation models Snapshot, and Weekly Headings. WEALTH PLANNING The Wealth Planning team, led by Frank McAleer, reinforces an advisor’s competitive edge through key wealth management concepts, skilled specialists and integrated technology solutions. This team of consultants and strategists provides a strong and knowledgeable foundation for an advisor’s success, whether planning for a longer-than-expected retirement, addressing sophisticated investment objectives or earning the trust of a prospective client. The specific needs of every wealth demographic are addressed by dedicated teams. ULTRA-HIGH-NET-WORTH HIGH-NET-WORTH EARLY SAVERS/MASS RELATIONSHIP CLIENTS: $25+ MILLION CLIENTS: $5+ MILLION AFFLUENT:
IN YOUR CORNER: GLOBAL WEALTH SOLUTIONS
INVESTMENT SOLUTIONS
The Investment Solutions team, led by Bill Seugling, delivers a
breadth of offerings from seven key areas, along with educational
resources, operational support and due diligence.
• Alternative investments
• Options trading and strategies
• Structured investments
• Concentrated equity positions
• Mutual fund research
• 529 plans
• Institutional Fiduciary Solutions
CAPITAL MARKETS
The Capital Markets team, led by Collie Krausnick, provides
access to an experienced equity trading desk, dedicated equity
research resources, and product offerings and research on
closed-end funds and exchange-traded funds.
• Equity trading
• Equity research
• Fund research
INSURANCE GROUP
The Insurance Group, led by Doug Brigman, proves a suite of
insurance and annuity products and services, backed by a team
of specialists and enhanced by a partnership with Producers
Choice Network.
• Annuities
• Life insurance
• Disability insurance
• Long-term care insurance
PRIVATE INSTITUTIONAL CLIENT
For individuals with $50-plus million in total assets, the Private
Institutional Client (PIC) desk, led by David Mann, leverages its
innovative resources and capabilities to generate investment
and capital markets-based opportunities on a non-advised
basis that are not traditionally offered broadly.
• Private-market investments
• Custom trading
• Custom lending solutions
To learn more, visit the Global Wealth Solutions site on RJnet or contact
the team at globalwealthsolutions@raymondjames.com.
Raymond James and its advisors do not offer tax or legal advice.
26 THE CULTURENEW TO THE Family
Prepare to be impressed by the newest members of the Raymond James family! We have among us an
actor who appeared in the TV show “Breaking Bad,” a poet, an ultramarathon runner, a classical guitar
virtuoso, a former U.S. Army paratrooper and a breakfast cereal marketing historian. Keep reading to get
the full scoop. We’ve welcomed many new faces since our last issue, so we’re trying a more streamlined
format – let us know what you think.
AL
ALABAMA
IRBY THOMPSON
Branch city: Montgomery
Years in the business: 22
CA
CALIFORNIA
JEF FREEMAN Previous firm: RFG Advisory SARA QAZI
Branch city: Birmingham Fun fact: He started a brand-new Branch city: Beverly Hills
Years in the business: 39 practice with Raymond James Years in the business: 22
Previous firm: Wells Fargo last year at the age of 66 Previous firm: Morgan Stanley
Fun fact: He started his career as Fun fact: She played semi-pro
AZ
an internal auditor dodgeball and was a drummer
ARIZONA in a rock band
CAMERON WEST
Branch city: Huntsville BRENDAN MOORE
Years in the business: 10 Branch city: Beverly Hills
JOHN VALLENTINE III*
Previous firm: Raymond James Years in the business: 6
Branch city: Scottsdale
Financial Services Previous firm: Morgan Stanley
Years in the business: 1
Fun fact: He owns a coffee shop Fun fact: He’s a big surfer
Previous firm: N/A
but doesn’t like coffee DIEGO KAPELUSZNIK*
Fun fact: He loves to produce
JACOB WAGAMAN* electronic music (deep house Branch city: Beverly Hills
Branch city: Huntsville and tech house) Years in the business: 4
Years in the business: ~1 Previous firm: Merrill Lynch
AR
Previous firm: N/A Fun fact: A native Spanish
Fun fact: He loves reading ARKANSAS speaker, he is from Buenos
fantasy books Aires, Argentina
SEAN PHILLIPS ANTHONY CORRENTI*
NATALIE VAN SCHOYCK*
Branch city: Mobile Branch city: Beverly Hills
Branch city: Little Rock
Years in the business: 21 Years in the business: 7
Years in the business: 9
Previous firm: RBC Capital Previous firm: McDermott
Previous firm: N/A
Markets Investment Services
Fun fact: She swam
Fun fact: Prior to his career in Fun fact: Before getting married
competitively growing up and it’s
finance, he was a police officer in and having children, he enjoyed
still an important part of her life
Charlotte, North Carolina skydiving as a hobby
*These advisors are participating in the firm’s Advisor Mastery Program, a 24-month comprehensive education program for new financial advisors
joining Raymond James.
THE CULTURE 27You can also read
