Cold Call

Registered Rep.: How did your experience as an executive at Hewlett Packard as well as two technology startups help you when first launching your RIA? Bob Kresek: HP had a sales culture of striving to meet client needs and doing what is right for the long term. This basic training made me feel comfortable with the business development role of building a fee-only business from scratch. RR: You own

Registered Rep.: How did your experience as an executive at Hewlett Packard as well as two technology startups help you when first launching your RIA?

Bob Kresek: HP had a “win-win” sales culture of striving to meet client needs and doing what is right for the long term. This basic training made me feel comfortable with the business development role of building a fee-only business from scratch.

RR: You own your own vineyards in northern California. What's your favorite wine?

BK: We grow Merlot because we liked the way the red wine grapes looked while traveling through Italy on our honeymoon.

RR: How do you prefer to communicate with clients?

BK: Since we are in the middle of Silicon Valley, the most effective way for us to communicate with the majority of our clients is via email. We do, however, feel that personal meetings are critical to the relationship as well.

RR: Your best investment?

BK: Getting married to my wife, Susan.

RR: Favorite vacation spot?

BK: We enjoy traveling to all of the fine wine-growing regions around the world. Wherever they make wine, the weather is great and the culture is enjoyable.

RR: Greatest recent technology for your office?

BK: We upgraded to widescreen monitors that can display multiple pages at one time. This minimizes the need to print out documents as we work on them.

RR: What was your first job?

BK: My first job was paperboy. My first business was Bob's Electronics Service in the 8th Grade, where I would show up on my bicycle with my “tube caddy,” and repair our neighbors' TVs and radios.

RR: One thing you'd change about the industry? BK: It would be nice if the industry became more transparent, so clients could better understand exactly what everyone does.

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