Q: Martha, can you share your journey into wealth management and what inspired you to pursue this career?
A: First, please call me Lupe! I was born Martha Guadalupe Reyes, a first generation American in Michigan, and moved to Florida over 30 years ago. My career has very much been driven by my parents instilling a hard work ethic in our family, and the belief in the pursuit of the American dream. It's that notion that I bring to work every day, and help to ensure for my clients, as well.
After college, I married young and raised my children as a stay-at-home mother for the first 7-10 years of their lives. Around that time, my sister became engaged to my now brother-in-law, who is a financial advisor. He felt given my education in Accounting and my personal relationship-building skills, I too could make for a high-performing financial advisor. At first, I was reluctant, intimidated by the notion. However, once I started my career at then PaineWebber, I found myself thriving, and realizing that so much of what financial advisors should be doing well is often grounded in taking a personal approach and being solution-oriented.
Q: Lupe, would you say this insight shapes your approach to helping clients prioritize and achieve their financial goals?
A: Without a doubt. My investment philosophy starts with, and is grounded by wealth planning. I always sit down with my clients and start with understanding their goals. Which areas are my clients' goals concentrated? The education of their children, retirement, etc.? I conduct a wealth analysis for them after this inclusive of a Risk Tolerance Questionnaire that we review 1by1 together. I also believe solid communication and constant education are imperative throughout the lifetime of our relationship. This collaborative approach allows me to design and implement personalized plans that align with their goals while effectively managing investment risks.
Q: Could you provide me with specific examples around how you provide sound communication and education?
A: Absolutely. Two examples come to mind: 1) a number of years ago, one of my clients passed away. He and his wife would always attend review and planning meetings with me together as I request of my clients, but when he passed, it left his wife feeling unsure of her financial future. Even though she attended the meetings, she left him to manage the relationship mostly. At this point, I literally held her hand, and reminded her that she had me as a partner; I would be with her every step of the way to make sure she felt comfortable regarding her financial future. She reviewed frequent communications and educational information from me, and today she is still a client, thriving and confident, having picked up new knowledge and a faith in herself and her future. 2) Another case was regarding a client with children and grandchildren who he also wanted to be financially aware. They would attend meetings with him and in between meetings, I would share educational information with them regarding anything relevant from FICO scores to asset allocation in a portfolio.
Q. In your experience, what are the key elements that contribute to a successful advisor-client relationship?
A. Transparency, communication and trust. Gauging a client's aptitude, time table, style, etc. is key. Transparency regarding fees first and foremost, and not pushing products on clients is an integral part. Communication is also paramount - and a two-way street. Just as much as I need to find effective ways of communicating with my clients utilizing tools such as quarterly newsletters, market trend updates, and strategic planning meetings, it's crucial for my clients to be open and honest about their liabilities and appetite for risk. It is these aspects around transparency and communication, alongside my tailored, pull (vs. push) personalized approach, that lead to both of us having trust in each other, making for a fruitful relationship.
Q: How do you stay passionate and motivated in your role as a financial advisor?
A: Building and maintaining strong relationships with clients is incredibly fulfilling. Knowing that I play a part in helping individuals and families make some of the most important financial decisions of their lives keeps me passionate and motivated every day.
Q: This approach seems to be working for you and your clients. I understand that you've recently been named a Forbes 2025 Top Woman Wealth Advisor in Florida.
A. That is correct. The award is based upon assets under management, production, size of households, type of products, stock picking, and wealth planning. I'm proud, humbled, and appreciative of the honor, and look forward to providing my existing clients and new clients with the same high level of service and partnership!
Fundamentally, this is a relationship business. I believe it comes naturally to women; get to the root of problems and provide solutions.