We recently connected with Mark Haywood and have shared our conversation below.
Mark, looking forward to hearing all of your stories today. We’d love to hear about one of the craziest things you’ve experienced in your journey so far.
The craziest thing that happened to me and my business occurred during the most unexpected of times and in the most unexpected of circumstances.
When the coronavirus pandemic broke out in March 2020, it effectively held the world in a vice grip for the next two years. Whether it was people’s insurance due to the medical risks of COVID, or people’s investments due to the economic and market risks caused by COVID, Americans were paying attention to their financial planning like never before.
With that backdrop in mind, Northwestern Mutual launched a financial planning campaign, to encourage Americans to both plan for the best, but be prepared for the worst. To accomplish this, they partnered with Anthony Anderson (Black-Ish, To Tell the Truth, Law & Order) and his mother, Doris. They also asked me to participate and spearhead it as a Northwestern Mutual representative.
The social media campaign was a smashing success. But, the most surprising thing to emerge from the campaign is that Anthony and I remained in intermittent communication after the campaign. I mean… what do you say when an Emmy and Golden Globe nominated actor tells you to take down his phone number?
Fast-forward, our communication culminated in an event that we hosted in May 2022 at the House of Blues. I, in conjunction with two fellow advisors and my network office, held a Fireside Chat with Anthony Anderson as the guest of honor. The event featured a panel discussion with him as a guest speaker, as well as Kamilah Williams-Kemp (VP of Risk Products, Northwestern Mutual), and with me serving as moderator and host.
The audience enjoyed the discussion, which centered around the importance of financial planning and estate planning in the African-American community. Also, guests not only enjoyed a meet and greet with Anthony, but also enjoyed a 90’s R&B concert following the chat.
That’s the craziest thing that’s ever happened to me and my business. I mean… c’mon… who would’ve thought that a global pandemic and a home office initiative would’ve resulted in me building a relationship and hosting an event with an entertainer of Anthony’s caliber?
Awesome – so before we get into the rest of our questions, can you briefly introduce yourself to our readers.
I graduated from Cornell University in 2004 with two Bachelor of Arts degrees in Economics and Africana Studies. I knew I wanted to go into the finance sector, but I knew I didn’t want to go to Wall Street. So, I returned to Houston and began my career in corporate finance and project management at the Boeing Company. I worked there for several years and acquired my Masters of Science in Finance at the University of Houston – Clear Lake.
After acquiring my Masters, I was ready for the next challenge but was unsure of what the next career move would be. While exploring my career options, in 2012, I decided to get my financial plan in order. My Dad suggested I call his advisor at Northwestern Mutual. I shared with his advisor my ideas for my prospective planning. He was so shocked at the depth of my knowledge that he asked: “So, why don’t you do this for yourself… as your own business?” To be honest, I never thought about it until he proposed that question.
Fast-forward nearly ten years later, now I run my own national financial services practice as a Financial Advisor through the Northwestern Mutual Wealth Management Company. I specifically help clients create tailor-made, comprehensive, financial planning solutions in the areas of risk management, wealth accumulation, and estate planning. I often say that I help clients accomplish three I’s: INSURE against things going wrong, INVEST for when things go right, and INSULATE assets everywhere in between.
Can you tell us about what’s worked well for you in terms of growing your clientele?
The most effective strategy for growing my clientele has been through word-of-mouth. I realize that there are a variety of strategies that people implement to grow their clientele, whether through social media platforms (LinkedIn, Facebook, Twitter), or networking events and organizations. However, what I’ve discovered is that there is nothing more powerful than a referral received from someone’s cellphone (ie: their personal contact list).
My clientele-growth strategy focuses on “paying it forward“, by asking clients (and prospective clients) whom they believe would benefit from a similar financial planning and strategy session. The goal is to gain introductions to 3-5 people in their inner circle… whether family, friends, or professional colleagues. I’m truly a proponent of organic introductions and prospecting, in that regard.
How’d you build such a strong reputation within your market?
What helped me build my reputation in my market was threefold:
1) People don’t care how much you know, until they know how much you care. So, I lead with the objective to understand a client’s goals and needs, both personally and professionally, before we even discuss finances.
2) I translate “head” knowledge into “heart” knowledge. The finance industry is rife with jargon, lofty principles, and very intricate nuance. My goal during the planning process is to break down complex concepts to their lowest common denominators, and educate prospective clients on how these concepts apply to their everyday lives. That way, they feel far more comfortable understanding their financial planning options as life-driven, not merely money-driven.
3) I encourage clients to take action. I share with clients that my goal is to “make sure you are better off today than you were yesterday.” The only way to do that is to challenge them to take the necessary steps to improve their financial situation. A plan is only as good as it is executed. To that extent, I help and aid them with the implementation process, so they aren’t left figuring it out by themselves.
Contact Info:
- Website: www.Mark-Haywood.com
- Instagram: @smarkhaywoodii
- Facebook: https://www.facebook.com/MarkHaywoodNM
- Linkedin: www.linkedin.com/in/s-mark-haywood-ii-12709932
- Twitter: @smarkhaywoodii
Image Credits
Photos by Clay Bailey of Keiser Images