Ep. 11: Trust Is the Business: Transparency, Risk, and Proactive Communication with Tom Kelly
Trust in wealth management isn’t built on returns. It comes from how you show up when things get messy.
When markets rise and fall, strategies shift, and emotions run high, that’s when trust is really put to the test.
In this episode, Tom Kelly, Chief Investment Officer and Senior Advisor at SJS Investment Services, shares how transparency, patience, and emotional intelligence shape real confidence between advisors, clients, and investment partners.
Through two contrasting stories of rising and falling trust with third-party asset managers, Tom reveals what he has learned about strengthening long-term relationships, as well as what can quickly unravel them.
What You’ll Learn:
Why wealth management is ultimately a trust-based business.
How transparency around both wins and losses strengthens long-term confidence.
What red flags appear when investment managers avoid discussing risk.
Why proactive communication matters most when things go wrong.
How emotional intelligence shapes trust during market volatility.
The role diversification plays in balancing excitement and long-term stability.
Why knowing the person behind the portfolio matters more than just performance.
Ideas Worth Sharing:
“I always say I'm an investment advisor or work in the wealth management industry, but truly… it's a trust business at the end of the day.” - Tom Kelly
“Everyone loves to talk about everything that’s good and the potential good that can come, but people are oftentimes very short on the risks.” - Tom Kelly
“Trust oftentimes takes a long time to build and can be destroyed instantaneously with one wrongdoing.” - Tom Kelly
About Tom Kelly:
Tom Kelly is the Chief Investment Officer and Senior Advisor at SJS Investment Services, an independent registered investment advisory firm with nearly 30 years of history. He leads with a long-term investment philosophy focused on diversification, discipline, and client-first decision making. Tom is known for pairing institutional-level investment rigor with relationship-driven service rooted in transparency and trust.
Resources:
Follow Tom:
LinkedIn: Tom Kelly, CFA
Follow Anne:
LinkedIn: Anne Claessen
Connect With Us
If you enjoyed this episode, follow The Rise and Fall of Trust wherever you get your podcasts. And if you’re thinking about launching a podcast that builds trust and drives results, that’s our jam. Schedule a free call at Cashflow Podcasting to learn more.