Western Division Director and Senior Business Consultant Pamela Nevil joined EQIS in 2012. We caught up with Pam to learn about her and her role in helping EQIS advisors.
Describe what you do for advisors here at EQIS.
Pam: I help advisors win new business. We have this great platform but if advisors don’t know how to use it or how to apply it, then I haven’t done my job. For example, when I see a statement with what the investor currently has and their objectives and risk tolerance, then I can help to educate the advisor on pre-built models or the strategies they can use to create their own advisor-built model to compete and win that business. If we can do that for an advisor that is very meaningful.
How else do you help advisors?
Pam: A big part of what I do every day is talk with advisors about the construction of the models and the behavior of the components of a portfolio, with managers advisors may not know. The investment strategies need to be synergistic, each playing a definitive, purposeful part in the whole. Advisors need to understand not just who the managers are, but why those strategies are in the portfolio. How do the strategies impact the portfolio? How does the combined portfolio behave in different market conditions and what options are available to make adjustments? Do they have a very diversified, multi-asset class, multi-disciplined portfolio that is not going to mimic the market? So many advisors struggle with that and they end up losing clients over it. Instead of apologizing, instead of defending, I want them to educate the client, I want them to be confident to have that discussion.
It sounds like you enjoy being an advisor to advisors.
Pam: I have so much admiration for advisors – for how they make a difference. Every day is different when you get to work with entrepreneurs who take what they do seriously. We take as much work off the advisor’s plate as possible, which frees them up to spend time with clients and to grow, and I get to help them with that.
What do you love most about your job?
Pam: I was an advisor for 20 years and so I have great understanding and compassion for what the advisor does. But I also am really good at assisting advisors in constructing their portfolios and investing assets. The thing that is most important to me is that with every advisor that I work with I want to make a difference. I don’t want them to think of me as just another of the 20 or 30 people who are constantly bugging them and calling on them. I want them to know this person actually brings value to what they do and can help them.
I love being able to uncover what is most important to each advisor and then helping them in a meaningful way. The one question that I ask is, what is most important to you? If you ask and you really care, they will tell you and now you know the most important thing and can help them.
What is one interesting fact that most people don’t know about you?
Pam: For 20 years I was the only female advisor in my office. When I was 24 years old, I had a degree in preventative health and nutrition and a teaching certificate, but I had decided I wanted to be an advisor. But back then there were almost no women in the advisor role; they were the administrative assistants! I literally knocked on doors until I could find someone who would take me seriously and hire me.
What is the best advice you ever received?
Pam: Be very mindful and very careful about how you talk to yourself, about your self-talk, because it becomes embedded. Your subconscious is moving you in a direction whether you know it or not based on what you tell yourself. It is incredibly powerful, and your self-talk will determine the course of your life.
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