Name: Client-Facing Experience Can Help Advance Your Career
Uploaded: 2026-03-19T15:00:00Z
Duration: 1 min 37 s
Description: “The best client development professionals are those who have served clients in some capacity,” says Kelly Gaur, a Mercer Advisors regional vice president.

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“The best client development professionals are those who have served clients in some capacity,” says Kelly Gaur, a Mercer Advisors regional vice president.

https://m.wsj.net/video/20260318/c1638929-6b21-4573-9deb-4f78e1ffa1d7/1/hls/manifest-hd-wifi.m3u8

Client-Facing Experience Can Help Advance Your Career

You ultimately need to be working with a client at some point before you can take one step away. And so whether that's in a client service capacity or a financial planning capacity, an understanding of wealth management as an industry and how registered investment advisors specifically work with clients is going to be very important because ultimately, my role is to be the subject matter expert on Mercer Advisors and all of the resources available to clients. So my advice would be, search for a career in wealth management, take the steps that you need to take, whether it's the finance classes, the networking, and get your foot in the door at a firm who you believe in what they offer, right? There are lots of fiduciaries out there. Not all fiduciaries are created equally. Really make sure that you are bought into the story and the way that they're servicing clients and that you feel good in that regard. But not all firms are splitting the client development from the client service piece. So if that is a very interesting path to you, then that's something to note. You might not have to start at a firm that does that, but I think the best client development officers or the best client development professionals are those who have served clients in some capacity. You certainly can be successful in the role if you haven't, but it gives you more of a leg up when you are providing that consultative sales process, right? I'm able to use my industry expertise and the time that I've spent working with clients through market cycles as I'm advising them through that process of determining whether or not we should work together.