This advisor started out in a bank call centre before becoming a portfolio manager

In the Behind the Advice series, Globe Advisor asks advisors about their relationship with money from a young age, lessons learned over the years and how their experiences influence the advice they give clients. Season 4 of the Behind the Advice podcast is now available. You can find episodes from all four seasons here.

Jennifer Tozser, senior wealth advisor and portfolio manager with Tozser Wealth Management at National Bank Financial Wealth Management in Calgary, talks about what drove her work ethic as a kid, how a call-centre job at Royal Bank of Canada led to a career in financial services and why she thinks Tom Hanks would make a good advisor:

Describe your upbringing and how it shaped your views on money.

I grew up in southwestern Ontario, the oldest of four children. My mother stayed home, while my father worked in a variety of roles. He had a degree in information technology and specialized in automating manufacturing facilities.

My first lesson in how economic policy can affect families came when free trade led many company head offices to relocate to the U.S., and my father lost his job. He then started several businesses because he couldn’t find his ideal job.

Money was tight and as a young person, I was always trying to make money to get what I wanted. I started working when I was 8 years old: everything from selling magazines and babysitting to working in restaurants and as a cashier throughout my teens.

I was also diligent about saving. Once I’d saved $1,000, I went to different banks to find the best guaranteed investment certificate (GIC) rates. This was in the 1980s when we had double-digit interest rates. By the time I turned 16, I had $5,000 saved in a GIC.

What did you want to be when you grew up and how did you get into financial services?

I was good at math and science and got a scholarship to study engineering. But I didn’t want to get dirty at work, so I didn’t pursue it. I studied business instead.

I married young and, in 1997, at 24, my husband and I were living in a small apartment in downtown Calgary. One day, I walked down Stephen Avenue, turned left into the first bank I came to, Royal Bank – which is still there – and landed a job. I started in the call centre. From there, I steadily took courses from 1997 through 2004 to earn the credentials needed to become an advisor.

What’s the single most important move you made to build your business?

I firmly believe that work comes first and money follows. In our industry, people often look for a special project or initiative to drive revenue, but I don’t think about it that way. I review our progress against the business plan each month and set an annual plan. But beyond that, I focus on habits, discipline and process. I believe that if I do the work well, the results will follow.

What’s the best piece of advice you’ve received in your career?

One piece of advice that has always stayed with me is to work very hard in your younger years because your peak earning years often begin in your 40s. At the same time, be mindful that an unexpected event beyond your control could end your career earlier than planned. That’s why I believe it’s so important to make steady progress toward retirement at every stage of your career.

What advice do you have for someone who wants to enter your business?

It’s a long-term game. It’s not like a typical corporate path where you work for two years, earn a promotion and then repeat the cycle. It’s an entrepreneurial business. Investors aren’t just going to show up and say, ‘You’re wonderful. I want to be your client.’ You need to put yourself out there, be okay with some rejection and be disciplined with your work. Also, I suggest finding a good mentor to help guide you.

Which famous person or fictional character would make a great financial advisor, and why?

I think actor Tom Hanks would be good at this job; people seem very comfortable with him and he seems like he would know how to make light of difficult situations. He also doesn’t strike me as greedy – all the qualities needed for this job.

This interview has been edited and condensed.