Sometimes, you can always get what you want. It just might take a while to get there. Take Sue Kahn. She spent more than 20 years in support roles at Morgan Stanley Smith Barney, with another three as a Financial Advisor, before becoming a Branch Office Manager based out of Melbourne, Fla., eight years ago. “I was in management for years, only from the other side of the fence,” she says. “But I knew what my ultimate goal was.”

Kahn joined Morgan Stanley Smith Barney in 1975 as a receptionist. In short order, she was made a Branch Managers Assistant and then Regional Directors Assistant. Working closely with her Branch Managers, she acquired an intimate understanding of what it takes to run a branch. Then, in 1995, she moved to Denver, when her Branch Manager switched to that office. There, she became Branch Administrative Manager providing compliance and administrative support, among other duties, for 50 Financial Advisors.

Then, it all changed when her boss died suddenly. After that traumatic event, Kahn decided she was ready to take the next step. “I felt it was my turn,” she says. For Kahn, that meant becoming a licensed Financial Advisor, with an eye to heading her own branch eventually. Kahn teamed up with an experienced Financial Advisor in the office and spent two years growing a book of business, earning the National Sales Director Award in 2000.

Finally, in 2002, Kahn got her chance: She was offered the opportunity to move back to Florida and manage the office in Melbourne. Since then, she’s run an office with about 25 Financial Advisors while growing revenues and profitability.

Mastering New Responsibilities

Despite her many years in the business, however, Kahn’s new role has been quite a challenge. As Branch Manager, Kahn says, “I have a lot of balls to juggle.”—including supporting Financial Advisors, hiring and training Associates, Recruiting and offering superior service to our clients.

That’s why she’s grateful for having had the opportunity to learn from many role models. Most important, she says, are the insights she gleaned into how to motivate Financial Advisors and Assistants. “People like to be recognized,” she says. To that end, she makes a point of publicly acknowledging everything from high production results to important anniversaries. She also spends part of every day walking around the branch, asking how she can provide solutions to growing the business and helping Financial Advisors achieve their goals. And she tries to pepper each month with fun activities, like barbeques and holiday parties. “You have to achieve your goals,” she says. “But you have to lighten it up keeping it both personal and professional.”

Kahn also sees her profession as a wide-open opportunity for women, an avenue through which they can build a rewarding and satisfying career in a flexible environment. “If you need to go to a school function or pick up kids at school, you can do it,” she says. “And if you like a challenge and don’t mind working hard, the sky’s the limit and the outcome can be very rewarding.”

© Morgan Stanley Smith Barney LLC. Member SIPC.