Morningstar Magazine - June/July 2018 - 102
Investors
Retirement Planning Is Just
the Beginning
Using managed portfolios, one advisor
expands his reach in an era of low fees.
USER PROFILE
Ilana Polyak
As a financial advisor in the San Francisco
Bay Area, John Findley might be expected to trawl
for clients among the area's technology campuses
brimming with new wealth. But Findley has
little interest in these tech millionaires and their
stock options and venture capital financing.
His practice relies on a lower-tech-but much
more stable-demographic: medical professionals.
102
While the financial industry has a laser focus
on the ultrawealthy, Findley finds the mass affluent
clients he encounters in the area's many
hospitals and health systems to be plenty lucrative,
and he's built his practice around their needs.
For the past 22 years, Findley has worked directly
with retirement-plan participants, providing
educational seminars and one-on-one advice
from his office in San Ramon, Calif., a lush
community surrounded by mountains and foothills
in Contra Costa County.
"Very few of my clients have come from Apple
or Google," he says. "I'm so busy doing what
I like to do with regular, good people that I haven't
gone for the Silicon Valley crowd."
Going West
Findley, 51, came to California from Fort Wayne,
Ind., in 1996 because his employer, Lincoln
Financial Group, had received the endorsement
of the California Hospital Association to
advise employees with its defined-contribution
plans. Within a few years of coming to California,
Lincoln's relationship with the association
ended. But by that time, Findley, who has
no medical background, found a niche among the
medical professionals he services. He continues to
advise the 403(b) retirement-plan participants
at highly rated John Muir Health in Walnut Creek,
Calif., where he oversees $500 million.
"When you work with people in a hospital system,
you're working with Middle America, but also
executives," he says. "It doesn't matter if you're
a janitor, work in the cafeteria, or you're the
CEO, you have access to a trained professional."
Table of Contents for the Digital Edition of Morningstar Magazine - June/July 2018
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