JOHN HUGHES, Executive Advisor, IG Wealth Management, Investors Group Securities Inc, Thunder Bay, Ontario
JOHN HUGHES
“At the end of the day, I am selling me”
My career began with a strong motivation and interest in selling things,” says John Hughes, Executive Advisor of IG Wealth in Thunder Bay, Ontario.
John's career began rather unconventionally, driven initially by his talent for sales rather than a deliberate career choice in investment advising. His early success at a local shop known as Music City in Thunder Bay, where he excelled in selling stereos and other electronics, ignited his passion for salesmanship.
“I started when I was 16 selling stereos, Walkmans, laptops, and whatever else they had in the mid-80s,” he says. “I was really good at my job, often winning awards for commissions and getting paid from time to time in records. If you come to my house, you’ll find around 2,000 records lying around!”
His enthusiasm for sales sparked a keen interest in finance, leading John to pursue a degree in commerce. “Halfway through my degree, I got accepted into an aviation flight management program to train for my pilot license.” Although John accumulated over 200 hours of flight time in pursuit of his license, he eventually realized that this career was not right for him.
“I left Thunder Bay and moved to Halifax with only a suitcase, 500 bucks, and a job that paid $10 an hour. I had to make it work, no matter what.”
As a flight dispatcher for a small airline in Halifax, John’s role involved making sure pilots adhered to flight plans despite turbulent or unrelenting weather conditions. “It feels like my entire life has been about selling things, whether it’s records or flight plans,” he laughs. “As I became more competent in my role, I moved from Halifax to Ontario, eventually landing a gig with Air Canada in Toronto.”
“A pivotal moment in my career was on September 11th,” he begins. “ I was working at Air Canada and had five airplanes in the air when the attacks happened. We watched the events unfold on our big monitors. I was assisting the controllers in Boston and New York Centers, helping manage the situation.”
Faced with unprecedented challenges, including the urgent directive to ground all flights amid heightened security measures, John’s leadership and composure were tested as he navigated the intense pressure to ensure the safety of flights under his watch. “It was an intense and transformational moment in aviation history.”
Only three short weeks later, John faced personal tragedies and environmental crises, including the loss of a dear friend and a major blackout that affected a vast geographical area. “Having two young kids at home during this time and working overnight shifts, I felt like I could not catch a break.”
“One night on a shift while surfing the internet, I came across an ad for Edward Jones,” he says. “I brushed it off initially, but a few days later, Air Canada announced layoffs and offered a generous severance package. It was then that I decided it was time to make a change in my life, so I reached out to Edward Jones.”
With the support from his wife, John left Air Canada and joined Edward Jones in 2003. “I worked door-to-door in the early days, gathering names and getting their consent to reach out in the future,” John says. “With my list of names in hand, I was on my way back to Toronto to begin my role as an Investment Advisor.”
“I had to succeed because, with a family to support, I couldn’t afford to fail.”
Having been raised by a single mother without financial support, John learned early that success takes effort and perseverance. With three young kids at home by this time (and a fourth on the way in 2004), John realized he had no choice but to be successful in this industry. “I learned early on that no one would give me anything—I had to go out and earn it myself. This mindset carried over to my work as a Financial Advisor.”
“Although selling was easy for me,” John mentions, “Whether it be selling records, flight plans, or anything under the sun, convincing people to take a chance on me was always the number one goal.” On one occasion, John knocked on 100 doors and got 100 names while also selling ten bonds in an hour and a half–becoming the first person on the team to accomplish such a feat.
His strategic approach, supported by his assistant, Jodie Bortolin, and fueled by his determination to provide for his family, solidified his early success and set the stage for a prosperous career in financial advising.
Even in extreme winter conditions, door knocking became a testament to his ability to build trust and rapport with prospective clients quickly. “I knocked on 1,000 doors in February and March and managed to bring in $5 million, which was impressive for 2001. I got so good at it that within two minutes, I could be inside someone's home, chatting over a cup of tea.”
“I never betrayed that trust because I always worked in my client’s best interests. Some of those clients are still with me today, although many of their spouses have passed away.”
I learned two important things during this time: firstly, you only have one chance to make a great first impression and secondly, it has to be a good one. If not, your family doesn’t get paid, the mortgage doesn't get covered, and you can’t afford things you and your family enjoy, like paying for your son’s hockey.”
A Practice Built on Integrity
Moving to Nesbitt Burns and later to Manulife Securities, John’s career path has reflected his commitment to serving his clients.
“Ironically, I moved from a job dependent on the weather to one dependent on the markets,” he says. “With this transition, I learned a lot about stress and myself. For years, I had dealt with high-pressure situations where safety and precision were paramount and bringing your ‘A-game’ was non-negotiable. Now, I handle clients’ finances and livelihoods. Making a mistake in this instance means potentially losing their hard-earned money, which they’ve entrusted me with.”
Throughout his career, John was capable of bringing most of his clients with him. “There are two reasons why I believe my clients have remained committed to me,” he begins. “The first is that my guiding philosophy has always been to treat others as I want to be treated. The second is that I prioritize placing my clients in investments that are genuinely beneficial for them, not for me as their Advisor.”
“These practices align with my belief that doing right by my clients, even if it means leaving potential earnings on the table, ultimately rewards me in other ways. Looking ahead over 11 years later, I find security in this approach.”
Resilience, Focus, and Gratitude
In the beginning, Donna Yocom, IG Wealth Management’s Regional Director reached out to John for two years without fail. “Though I was hesitant initially, I looked into the company more in-depth to find several advantages, including having more autonomy to sell any products I choose, being a company that attracts top-tier advisors, and appointing a respected industry figure, Damon Murchison, as their leader.”
These factors led John to exceed expectations, motivating him to start with IG Wealth Management as an Executive Advisor. “My experience here has been exceptional—promises kept, robust support, and a top-notch operation all around.”
“Everything has been running smoothly until last year’s Grey Cup day back in November of 2023, when I discovered blood in my urine” he begins. “Three days later, I was diagnosed with bladder cancer.”
Despite the emotional and physical toll, including multiple surgeries and ongoing treatments, John mentions “While dealing with cancer has been challenging, it’s a reminder of life’s unpredictability and the need to remain resilient.”
“The journey, involving many tubes and catheters, has taken about six months, but I am finally getting back to normal. I’ve maintained a positive attitude throughout, waking up each day grateful to get another chance.”
At 58, John’s determination to succeed is undiminished. “I’ve been fortunate to have had many incredible opportunities come my way, including acquiring a significant book of business and collaborating with a partner to expand my team. Together we are managing $100 million, marking an incredibly positive phase in my career.”
With a focus on creating robust infrastructure and processes, he highlights the recent additions to his team—a young associate and a newly hired assistant—who bring energy and new perspectives to his work.
Community Support and Moving Forward
Throughout his health journey, John has found immense support, particularly moved by the emotional response of Donna Yocom. “When I finally told her about my bladder cancer, she broke down in tears. It was a reminder of the genuine care and support I have in this organization.”
“Only five days after telling Donna about my diagnosis, we found out she had also been diagnosed with cancer. While she is not yet out of the woods, she is now on the road to recovery,” he says thankfully.
“As for myself, I am about 90% along the path to recovery. I have one more round of immunotherapies to go in December, then I am done!”
John’s journey is a testament to the power of persistence and the importance of finding fulfillment in life, regardless of the challenges and uncertainties along the way. As a proud father of four, his determination was fueled by his family’s love and support. Now, as he continues to recover, John is increasingly open about his experience, hoping to inspire and educate others about confronting and overcoming cancer with resilience and a positive mindset.
Taylor Stranaghan is a skilled business content writer and editor who brings forth a wealth of knowledge and expertise. With years of experience crafting compelling narratives, she excels at producing high-quality, engaging content that informs, educates, and inspires readers.
John Hughes, Executive Consultant
IG Wealth Management Investors Group Securities Inc
113 Jade Ct Suite 100
Thunder Bay, Ontario P7B 6M7
807.345.6363
Σχόλια