Title: Sales Representative – known at Farnam as a Prospective Client Advocate (PCA).
At other firms, Sales is about overcoming client objections, applying pressure, and gaining “victory” over the client in the form of enrollment. The dynamic with prospective clients is adversarial, and the odds are stacked against you, so compensation comes in the form of trailing commissions.
At Farnam, Sales is about educating clients with useful information, applying zero pressure, and working with clients who tell us we’re a great fit for them. This low-stress method has led to Farnam growing from $0 Assets Under Advisement (AUA) to $140 million of AUA in just over four years with a workforce of one. At Farnam, the dynamic with prospective clients is collaborative and the odds are stacked in your favor, so compensation comes in the form of salary and bonus.
Benefits:
Autonomy:
Remote work (100%)
Sabbatical - every five years of employment accrues one month of paid leave
Parental leave – three months paid leave after one year of employment
21 hours of paid volunteer time per year
14 paid holidays per year, including your birthday!
In supporting your work, our goal is to never apply micro-management
Security:
Health, Dental, Vision with 80% of premiums covered by employer including dependents
401k with 4% employer matching
Base Salary: $75,000. When base-pay metrics are met, you’re eligible for a performance bonus
Performance bonus: When performance metrics are met, earn an annual bonus up to $45k.
If you’re curious, both base-pay and performance-bonus metrics will be shared with you after our introductory call.
Note: This is a W-2 Employee role
Mastery:
You’ll have a clearly defined role and responsibilities. Within company parameters, we will provide you with the tools, resources, coaching and support that you need to succeed in every area. We want to take your business development and client advocacy skills to the next level and help you gain a feeling of pride in your work and in the outcomes you’re creating.
Purpose:
Our mission is to accelerate society’s transition to indexed stock ownership and to provide clients with peace of mind through any market. Our vision is to see client assets move away from wirehouses selling high-fee products and towards fee-only fiduciaries that provide comprehensive planning and low-cost investments. We’re excited about making a positive impact for our clients and on financial services broadly.
Career Progression:
You will have the opportunity, not the obligation, to move up in pay & benefits into a PCA Team Leader position. In this position you would mentor and lead up to five other PCA’s.
Job Description:
Contact Prospective Clients (PCs). We never cold-call PCs. This role involves contacting warm leads via phone and email. You will be given all the warm leads that you’re contacting.
Determine if PCs are a great-fit or not and provide value-add as appropriate. Conduct initial conversation with PCs and learn about their goals, finances, and what’s important for them. Identify obvious opportunities for improvement in their finances, sharing the concept and benefits with the client right away. Answer questions about Farnam’s service and explain the process we offer to anyone who’s curious about working with us.
Guide great-fit PCs through our educational sales process. Communicate expectations around our service, philosophy, and unique value proposition.Input contact information into CRM and complete each step of our process. Conduct video meeting with clients for follow-up. Implement additional follow-up as necessary.
Refer poor-fit PCs to other fee-only fiduciary advisory firms as appropriate. Not every client that contacts us is a great fit. If someone reaches out wanting to work with an advisor and they’re a poor-fit, we’ll still help them find what they’re looking for. If they wish, we will refer / introduce them to other fee-only fiduciary advisors who are a better fit. Farnam doesn’t get paid for doing this. We do it because it’s the right thing to do.
Complete relevant onboarding steps and introduce new-to-firm clients to their advisor.
Help new clients complete their enrollment paperwork via DocuSign. Schedule the initial “Discovery” meeting between advisor and Client. Check-in with new-to-firm clients after two weeks to ensure their satisfaction.
Provide a positive experience for PCs and clients in all interactions. Our aim is to go above and beyond in making sure we minimize the effort required of our clients and that they have an enjoyable experience every time they speak with us.
Qualifications:
You have a minimum of two years of customer service experience. No sales experience is required.
Passing the Series 65 within 90 days is a Condition of Employment. Farnam will provide study time during work hours and pay for your study materials and testing fees. The reason for passing this test is that, in combination with your employment at Farnam, you will qualify as a fiduciary advisor - giving weight to the education you provide clients prior to their prospective enrollment.
Preferences:
You enjoy sharing knowledge and educating people.
You have a sense of empathy: It’s easy to put yourself in someone else’s shoes and understand where they’re coming from.
You’re a self-starter – you keep yourself accountable to your work and want to go above and beyond the minimum standard.
You bring a positive attitude and energy to your work every day.
Farnam Financial is a fee-only fiduciary RIA with over $140 million of assets under advisement. We provide wealth management solutions to clients who are in retirement or nearing it. Farnam’s mission is to accelerate society’s transition to indexed stock ownership and deliver peace of mind to clients through any market. Our primary values are integrity, reliability, and respect. Learn more at www.farnamfinancial.com
If interested, please send your resume and a short (two-minutes or less) selfie video introducing yourself and explaining what interests you about this specific role. Please send this to Jonathan at: jonathan@farnamfinancial.com. We will respond promptly. Please note, we will only respond if you’ve sent both your resume and the short selfie video.
Job Type: Full-time
Pay: $75,000.00 - $120,000.00 per year
Benefits:
- 401(k)
- 401(k) matching
- Dental insurance
- Health insurance
- Paid time off
- Parental leave
- Professional development assistance
- Retirement plan
- Vision insurance
- Work from home
Schedule:
Travel requirement:
Education:
Experience:
- Customer service: 2 years (Required)
Work Location: Remote