One of the most positive aspects of GlobeFlex is the organization's transparency and that carries into the sales process. Essentially, the clients and prospects who are my responsibility get the same access I have to the strategic people at the firm, the people who make decisions for the portfolio. My role is really straightforward: to listen and convey answers with proof. The open environment makes the process efficient, with no need for sugar coating.

When you review the holdings in a GlobeFlex portfolio you can go stock by stock and see why they're there. Our strategy looks for companies with positive change in business momentum and decent valuation and that's what we review as often as the client wants. Meetings are a logic check on the process.

We have great research to present, to show our capabilities. We build relationships by giving people just what they need but not wasting their time with more than they need. If a client is nervous about markets or a strategy, we explore it further with them, but don't come in with that huge book when markets are not doing well. We come in with a small book that pinpoints why. We explain the philosophy again, make them understand why they hired you, make sure they have that long-term perspective. Open communication is the most important thing. It's a personal business, a small world, and once they like you and know you do a good job, the word gets out.