Well, I guess this has been a long time coming to get here today. Um, nearly four decades or four full decades as a wealth adviser in the business helping clients meet their retirement goals, and now you're doing it yourself. How does it feel?
A little bit terrifying actually. Um, interesting to be on the other side of the table.
When I started, it was 1986, and I didn't get my first real brokerage job until the crash of ‘87, which happens to be still the biggest percentage decline in the Dow in history. Prior to that I was just working as a clerk, but that shaped my career, seeing that kind of risk. And then it happened again in ‘89 to a lesser degree. Interest rates were 8 or 10% in government bonds back then. You didn't really need to invest in stocks to get to put your retirement in order. Over the years things have changed an awful lot.
When I started out we just had pixelated green screens with stock quotes on them. No news services, no charting. The news was tomorrow's newspaper basically. And that changed in the ‘90s when computers started coming out, and today it's a whole new scene. I always never thought I would have enough money. And it's the same issues that clients feel.
Yeah, that's funny—let’s sort of drill down on that, right? Because again we always encounter the same questions when we're dealing with clients and we're talking about retirement. Am I going to have enough money? I’ve even heard you express similar sentiments.
Well, I think it's something everybody feels, and there's a great uncertainty around being unemployed, although I'm still going to be sort of employed. I have a lot of outside interests that I will do more of, things I enjoy. But I’m turning 65 this year, and I started when I was, I don't know, 25, I guess, and thought about everything differently. So here we are now.
I remember the day we met like it was yesterday. It was 25 years ago. In fact, it was actually June of 2001. So 25 years ago I started alongside you.
Jeepers, that's in a week. Yeah.
That's amazing. I remember you came into my office kind of sweaty. You were wearing a suit. You had what looked like drywall dust in your hair and on your face, and then you went on to tell me that you were working on a demolition site just down the street and you came and changed in the washroom.
That is actually a true story. It was the second interview, and I was literally doing demolition at the time. I was hitting walls with sledgehammers, and at noon I said, “Okay boys, I’ve got to leave—I’m going up for a job interview.” I had the suit in the back, splashed some water on my face, and came to see you for my second interview 25 years ago.
I think you had an easier time than I did getting the job. Everybody said I was too young, I looked too young—“go sell photocopiers,” get some experience, grow up. And you were actually hired to be my assistant, like paperwork type stuff.
Generally, you were lousy at that—but you were very curious about what went on inside my office when the door was closed. I started opening the door a crack, and you decided you would like to get into the same career I had. So I brought you on as a partner. I saw a lot of talent—leadership ability, analytical ability—and over the years your ownership in the business increased. I wanted to retain you, but you also bought into the partnerships more. We’ve had a remarkable relationship over that period of time.
Our assistants have been phenomenal, and they're all still going to be here. One of them has actually been with me my whole career.
That's incredible.
Well, I guess in a sense it's kind of unusual because after so many decades in the business as an adviser, giving clients advice on how to retire and telling them how to achieve this milestone, now you find yourself trying to take that advice yourself. How's that feel?
It's pretty terrifying, actually. I've never not had a job. I’m really looking forward to spending more time with my family, the people I love, in my garden, out on the boat, in the shop.
Yeah, it’s funny—these are the same kinds of things I hear from clients all the time when I’m talking about the same stuff. In any business, when you have a partnership, at some moment there might be a transition. I guess we've been working toward that for a long time now. But what, in your view, is really important to make sure that this transition is successful?
If I was going to use one word, it would be continuity. Seamless continuity. The only difference being that my voice is not on the end of the phone, but the money is managed in the same fashion. People have the same experience when they call—great service. We've always strived to have the best service on the street. Every time someone picks up the phone, they get through to a real person who can help them right away.
Well, you talk about those things, but this is also something we’ve been working on for a long time. Like you touched on earlier, we've been in a slow transition for 10 to 15 years.
Yeah, part of my broader plan in life was that you were 15 years younger than me, and I thought that was a very good age because you could succeed me and continue to run things as they were.
The other thing I’ll add is that we’ve always been at the forefront of change. We've done things in a way that allows us to keep going and to have redundancies in the business. In front of clients, we should really be interchangeable. If you're talking to a client, we would always discuss the situation afterward as a team. So for that reason, I think we're already equipped to carry on these relationships.
I believe so. You’ve been running the day-to-day operations for the last 10 years. When I took a step back 10 years ago and designed the team, I modeled it after the Starship Enterprise. When the captain leaves the bridge, someone else steps in.
For me, the key is continuing the client relationship. I’ve known you for a long time, and these clients are truly your friends. You’ve always worn your heart on your sleeve. For me, I just want to stay engaged with the clients. Like you, I view them as my friends. I think that’s your legacy in this business.
I would also like to say how deeply I appreciate all our clients placing their trust in us over the years. It’s been a privilege working with you.
So we’ve talked about a lot today, but if you had some quick parting advice for clients as you leave the industry, what would that be?
Stay the course. Learn about the companies that you invest in. Don’t let the news influence you. Having a good adviser takes care of a lot of that. I’m confident that Simon can help you navigate what the future holds.
It’s funny—that’s always been something we try to convey to clients: leave emotion out of it. It’s hard, though. In the 2008 crisis, the world felt like it was falling apart. Every night on TV was a new horror show, and the market fell 52% before it stopped. Then COVID—three weeks down 35%. People thought we were all going to die broke. But there was a lot of emotion around those events.
It turned out to be a very good year. So the message is: stay the course, stay with good companies, don’t let politics or news influence your decisions.
So what are you looking forward to most in your retirement?
Having a day when I don’t have to do anything—nothing scheduled. Although that’s not really possible… but staying busy.
Yeah—stay busy.