5 Things You Need To Be A Highly Effective C-Level Leader Of A Fintech Company

Recently, our director, Nate Towers, was interviewed by Kieran Powell. The wonderful, in-depth interview was published on April 23, 2025 on medium.com. Here is the interview:

Based on your opinion and experience, what are your “Five Things You Need To Create A Highly Successful Career In The Finance Industry” and why.

Here are the five key things I believe are essential to creating a highly successful career in the financial industry:

1. A Reason

This may sound simple, but having a reason — a purpose — is what will carry you through the ups and downs of this business. There are a lot of reasons I started Five Pathways Financial, but one reason I launched Enlighten — a financial planning division for women, by women — came from a personal experience with my mother.

My mom is a strong, career-oriented woman. She didn’t have to work, but she wanted to, and she spent decades building a successful career. When my parents met with my dad’s financial advisor to discuss retirement, she told me it felt like the advisor was speaking to my dad about her assets, as if they were secondary — even though her contributions were significant. When it came time to transfer her assets, they would have been listed under my dad’s name first. That didn’t sit well with her, and she ultimately chose not to work with him.

Luckily, I was far enough along in my career for her to trust me with this part of her life. But it made me think: How many other women have had this same experience? It drove me to create Enlighten to ensure that women feel empowered and heard in financial conversations. Having a clear reason — something bigger than yourself — will push you forward when challenges arise. It transcends credentials, processes, and pitch decks, and it becomes the foundation of why people want to work with you.

2. Consistency

Consistency is critical in this business. When you’re starting out, you may not be great right away. Whether you’re paid through fees, commissions, or flat rates, if you’re not consistently meeting with the right people, the pressure can creep in, leading you to focus on your own needs rather than the client’s. That’s never a good process.

To succeed, you must create consistency — consistency in meeting the right people, providing value, and delivering results. This leads directly to the third key: marketing.

3. Marketing

You always need to be marketing. Many people view marketing as an expense, but in reality, the most expensive thing you can have as a financial advisor is an empty calendar. Marketing is an investment, not a cost. If you have a reason for being in this business, if you believe in helping people, then you need to invest in reaching them.

There are countless ways to market, and no single method fits everyone. Find a marketer or marketing strategy that works for you to create the consistency you need to succeed.

4. A Team

This business can be a lonely place if you’re trying to do it all on your own. No one builds something great alone. You need people around you — mentors, colleagues, and other financial guides — to collaborate with, learn from, and continue to grow.

Having a team allows you to refine your strategies, share insights, and find the best solutions for your clients. At Five Pathways Financial, we’ve built a program where financial advisors can come on board, learn our processes, and be supported by a team of experienced advisors and a rockstar office staff. This team approach helps clients receive the best possible service while empowering advisors to be more efficient and effective.

To illustrate this, I once met a receptionist at a financial advisor’s office who wanted to become an advisor herself. Her boss never gave her the opportunity to learn or grow, so I told her, “If you ever want to become a financial advisor, reach out to me. What you’ll need is a team and a process to help you succeed.” Eventually, she did reach out. Over the next 12 months, we worked closely together, and she went from being a receptionist to earning six figures as a financial advisor. While that level of success isn’t typical, it is possible when you have the right team, the right process, and the right support system.

5. Belief in What You Do

You need to believe in what you’re doing. This industry is about helping people — educating them, empowering them, and providing clarity. By addressing financial myths, showing clients how to be self-reliant, and helping them make confident decisions about their futures, you’ll be able to work for the right reasons.

It’s easy to become jaded in this business, but a strong belief in your purpose and your ability to make a difference will keep you grounded and motivated.

Honorable Mentions

• Continual Education: Be a student of the game. Keep learning, growing, and refining your skills.

• Embrace Technology: Stay ahead by leveraging tools like AI and advanced software to make better, faster, and more informed decisions for clients.

• Focus on the Client: At the end of the day, the client’s needs come first. If you keep that as your guiding principle, you’ll build trust and a reputation that will carry you far.

So by having these five elements — having a reason, maintaining consistency, mastering marketing, building a team, and believing in what you do — you’ll not only succeed but thrive in this business. And as you grow, you’ll not only create a career for yourself but make a meaningful impact on the lives of the people you serve.

How do you manage the pressure and demands of the finance industry while maintaining work-life balance?

That’s a great question. When I started in this industry, it was just me, my wife, and our sweet golden retriever, Goldie (not the most creative name, I know!). Back then, I had the flexibility to work long, unpredictable hours. But flash forward 14 years, and now I have four kids, all with their own busy schedules. At one point, we even had four kids under five — that definitely demanded a work-life balance! My oldest is 11 now, and my youngest is 6, so life is still full, but in a different way.

One thing I’ve always believed is that if you focus on genuinely helping people and making a meaningful difference, the financial side of things will take care of itself. That mindset allowed me to shift my focus from chasing money to building a life that prioritizes time — time with my family and time to live fully.

In this industry, that’s not always easy at first. It takes time to build a career where you have that kind of freedom. But if your goal is to work for time instead of money, you’ll find ways to create that balance. One of the great things about this profession is the ability to set your own schedule. I work with clients all across the U.S., spanning multiple time zones, but I’ve learned to define my working hours and stick to them. People who are serious about getting help will work within your schedule, and that allows me to protect my time for family.

The shift to virtual work during COVID also helped immensely. Before COVID, I was working 100% in-office, meeting clients face-to-face. Now, with Five Pathways Financial and Enlighten, we’re completely virtual. There’s sometimes a stigma around working from home, but if you’re truly committed, you’ll show up prepared, professional, and ready to help — no matter where you’re working from. What I’ve found is that the demographic I work with really appreciates the ability to connect with me when they need support. Being able to talk face-to-face over the computer provides that personal touch without the need for an in-person meeting.

Honestly, I think offices in this industry can often be more about ego. They’re designed to create that “wow” factor when clients walk in and think, this person must be successful. But what I love about working virtually is that it pushes me to rely entirely on my knowledge and expertise to make an impression. It keeps me sharp, focused, and always striving to bring value to the people I work with. I still go into the office occasionally, but working from home has given me incredible flexibility. My commute is literally just opening my office door — I can finish up with clients and immediately be present with my wife and kids.

If I could give one piece of advice, it’s this: the most important impact you’ll have isn’t in the plans you create or the clients you help, though those are meaningful. It’s the difference you make in your family’s life. Right now, I’m living my best life with four high-energy, driven, and busy kids. I know it’s only a matter of time before they’re teenagers and don’t want to hang out with me as much. So I make the most of sitting on the couch with them, tossing a football, reading bedtime stories, or just being present.

This job does require late nights sometimes, especially when you’re building out plans for clients. Having a supportive spouse who understands the demands of the industry helps a lot. But with the right systems, technology, and priorities in place, it’s absolutely possible to balance your career and your family. For me, organizing my time and keeping my focus on what truly matters has made all the difference.

What advice would you give to someone just starting their career in finance who wants to achieve lasting success?

As I mentioned before, find someone who’s already successful in the area you want to excel in and ask — beg, if you have to — to shadow them. Be willing to do the grunt work for a while because the hands-on experience you’ll gain from working under a successful professional will teach you far more than any classroom or formal education ever could in this career.

By learning their process, their marketing strategies, and the way they approach their work, you’ll gain insights that can leapfrog you past those who are simply trying to figure it all out on their own. It’s like getting a shortcut to success by standing on the shoulders of someone who’s already done the hard work.

How has the finance industry changed during your career, and what opportunities or challenges do you see on the horizon?

Oh wow, where do I even start? This industry is constantly evolving. I can’t speak to what it was like before 2008, but I’ve definitely seen how it’s changed since then. The financial industry has become more stable and transparent, but it’s also far more competitive and tech-driven. Opportunities are everywhere, especially in digital innovation and sustainable investing.

At the same time, challenges like economic uncertainty, pesky inflation, geopolitical tensions, and market volatility create risks for both investors and institutions. Regulatory complexity is another big factor — it’s constantly reshaping the landscape of financial planning.

I work primarily with a demographic of 58- to 75-year-olds, and a lot of my focus is helping them balance what they’re used to with the reality that life 10, 15, or 20 years from now is going to look very different. Retirement today requires flexibility and a forward-thinking approach.

One of the biggest opportunities I see is the Great Wealth Transfer, as Baby Boomers pass their wealth to Millennials and, in many cases, from men to women. This shift requires a deep understanding of what these groups value — how they want to receive their financial planning and what’s truly important to them.

The rise of cryptocurrencies and alternative investments is another area to watch. Staying educated and understanding how these assets apply to today’s financial plans is crucial. But one thing I believe will never change is the need to help individuals feel confident in their retirement.

That confidence comes from focusing on the five core areas of financial planning Which is where our namesake comes from (Five Pathways Financial): income, taxes, investments, healthcare/long-term care, and legacy planning. A great plan interconnects all these areas so the client feels empowered to step into retirement, no matter what life throws at them.

At the end of the day, people want a retirement plan that’s simple and reliable. They want to enjoy their lives without worrying about overcomplicated strategies. That’s why, at our firm, we emphasize that retirement is a journey — and it should be taken with confidence.

Because of the role you play, you are a person of great influence. If you could inspire a movement that would bring the most amount of good to the most amount of people, what would that be? You never know what your idea can trigger. :-)

This really is a two-part answer (maybe three!)

The first thing I believe would help the most people and create the greatest good is shifting how we think about leaving a legacy. When I talk to clients about this, I always tell them: the greatest legacy you can leave isn’t Money — it’s the time and memories you create with your loved ones. You should plan to leave your children half as much money but spend twice as much time with them while you’re alive, that’s a legacy that will truly last. Money fades, but the moments and relationships we build are what endure. If more people took this to heart, I believe society as a whole would be in a much better place.

The second part of this ties to something I’m deeply passionate about: inspiring and supporting the next wave of talented financial professionals — especially women. Through our company, Enlighten, we want to create a space for women to thrive in this industry. I firmly believe financial planning for women, by women is going to be a huge opportunity in the future. It’s a dream of mine to see Enlighten truly make a difference in women’s lives, both as professionals and as clients.

And finally (so yes, it’s technically a three-part answer), the greatest good comes from living by the philosophy we hold at Five Pathways: you are enough. Our goal is to empower individuals to take back control of their financial lives. You don’t need someone dictating your financial future; you need a guide, someone who walks with you on the journey.

We often tell our clients that they’re in the driver’s seat of their financial journey. We’re just the passenger — picking the music, pointing out the landmarks, and warning them about hazards on the road ahead. This approach is how we view retirement planning. It’s about creating a symbiotic relationship, one built on empowerment, not dependency.

This mindset shifts the dynamic in financial planning. It moves away from charging excessive fees and prioritizing greed to focusing on confidence, simplicity, and education. Retirement doesn’t have to be complicated — it can be simple, solid, and worth it. With the right guidance, it can be a journey you take with confidence, knowing you’ve got the tools and understanding to make the most of it.

Can you tell us a story about what brought you to this specific career path?

Let me start by saying that I never imagined I’d end up in this career. You know those days in elementary school when parents come in to talk about their jobs? I don’t think I ever heard someone say, “I work in financial services,” and thought, that’s what I want to do. Definitely not. In fact, when I’m on a plane and I want to relax, I’ll sometimes introduce myself as someone who sells insurance — people tend to leave you alone after that.

The truth is, my career path didn’t start with a clear destination. I’ve always been the type of person to try something, see if it fits, and quickly pivot if it doesn’t. That approach eventually brought me here, though it wasn’t obvious at the time.

In college, I studied political science, which I enjoyed, but I also dabbled in other subjects, including accounting. I hated accounting — spending my days on debits and credits sounded like my own personal nightmare. Later, I pursued studies in graphic design, marketing, and computer arts. I figured it would be a creative, enjoyable career. But after a few years, I realized the reality: I’d be competing with young, self-taught kids right out of high school who were incredibly talented with design software. It was time for another pivot.

At the same time, I had joined a real estate investment club in 2007. The focus was on buying and holding properties for rentals and leases, but there was another side to the program that really caught my attention: finance. I loved learning how to leverage financial tools to move money strategically while investing in real estate. It sparked something in me.

Back then, I worked in HR for a large construction company. Then 2008 hit. I found myself having to lay off dozens of employees over 30 days. One experience still sticks with me. I had to let go of a man named Juan. The company had a program to finance personal vehicles for employees, and Juan had used it to buy a car the year before. As I sat across from him, delivering the news, I saw the worry in his eyes. He calmly handed me his keys and said, I won’t be able to keep this car. Could you give me a ride home? So there I was, driving Juan home in the car I would have to repossess. It was gut-wrenching. I realized I didn’t want to be in that position ever again. So I walked into my boss’s office, put in my two weeks’ notice, and effectively laid myself off.

You might wonder, How does this lead to financial services? At the time, I still had my real estate investment club, and every member had a personal coach. I called mine and told him what I’d done. He said, “You know, I think you’d be great at the financial firm I’m with. They’re hiring seven people, but there are a lot of applicants. Are you interested?” I had just quit my job, and I already loved the financial side of the program, so I said yes.

What followed was six months of intense training alongside 40 other candidates. There was no guarantee of a job at the end — only seven people would be chosen. But six months later, not only was I picked, I was named the top new agent in the firm. That’s how my career in financial services began.

I started out selling whole life insurance policies and teaching clients about infinite banking concepts. What began as a job quickly turned into a passion. Over time, that passion grew into a deep desire to help people navigate their financial futures. It’s what led me to where I am today — as the Director of Five Pathways Financial. Looking back, what felt like a series of pivots was really just the path I was meant to follow all along.

Can you share the most interesting story that happened to you since you began at your company?

One of the most significant moments in my career was the realization that I’ve struggled with something called imposter syndrome. For those unfamiliar, it’s the persistent feeling of inadequacy, self-doubt, and the fear of being exposed as a fraud, despite clear evidence of your accomplishments. In this industry — where you’re helping people plan their financial futures, ensuring they won’t run out of money in retirement — it’s easy to wonder, Am I really good enough to do this?

For me, that question lingered for years until one pivotal experience changed everything. I had a couple come to me, excited about retirement and looking forward to their golden years, which were just around the corner. They needed a solid plan, so I walked them through the five pathways of financial planning, which is what our company was named after. Together, we built a strategy they not only felt confident in but were genuinely excited about.

Six months later, everything changed. The husband called to let me know his wife had been diagnosed with multiple sclerosis, and her prognosis wasn’t good. Their focus shifted dramatically. The plan I had built for two now needed to be adapted to focus on one. I remember those conversations — grief-stricken but practical — and the weight of responsibility I felt in that moment.

When his wife passed away, I continued working with him, helping him navigate life on his own. The original plan we had created not only provided financial stability, but it also allowed for pivots — something I always emphasize because life is unpredictable. In this case, it gave him the ability to focus on his wife and celebrate her life in her final days without worrying about the “non-important” financial details. Everything was squared away, and he could be fully present in that moment.

It was through that experience that I realized I was good enough for this industry. More than that, I knew I was making a real difference. It was no longer about whether I could manage someone’s finances — it was about the impact I could have on their lives during their most challenging moments. That shift in perspective gave me the confidence I needed to move forward with purpose, knowing that my work truly matters.

Can you share a story about the funniest mistake you made when you were first starting? Can you tell us what lesson you learned from that?

This takes me back to before I started my own company. It wasn’t an easy path. Looking back, starting a career in financial services in 2008 seems almost laughable — timing couldn’t have been worse — but we all have to start somewhere.

Early on, I often felt like I was playing second fiddle to someone else. I partnered with an individual to launch a company that helped people pay off their debt, including mortgages, in 7 to 9 years. He was, to put it lightly, a very intelligent narcissist. I learned a lot from that partnership — some valuable things I still apply today, but also many lessons on what not to do or be.

From there, I teamed up with one of my greatest friends, John Sperry, a highly successful financial guide in his own right. Together, we started a business helping business owners identify what we called “Buried Capital.” This often referred to their tax liabilities, and we showed them how to leverage that money to their advantage before just handing it over to Uncle Sam.

As we grew, we crossed paths with another individual who really introduced us to the world of advanced financial planning. He opened my eyes to new strategies, products, and ways of thinking that I’m still grateful for today. But as is often the case in this industry that is rife with ego. He was yet another classic narcissist — not someone you’d want to work with for the long haul, but still someone you could learn a lot from.

The takeaway from these experiences? I learned exactly what I didn’t want to be. I didn’t want to be just another financial advisor. I wanted to be a guide — someone who inspires, educates, and genuinely helps people find refuge from financial mistakes and setbacks. Too many people make poor financial choices simply because financial education isn’t readily available or taught. My goal is to bridge that gap, empowering people with the knowledge and strategies they need to take control of their financial lives.

Ok super. Thank you for all that. Let’s now shift to the main focus of our interview. What inspired you to pursue a career in finance, and how has your journey evolved over the years?

When it comes to what inspired me to pursue a career in finance, I can’t say there was an initial moment of inspiration. For me, it was a path that was available, one I enjoyed, and — most importantly — one I was good at. As I’ve mentioned before, at the end of a six-month training program where 40 people competed for 6 or 7 open positions, I emerged as the number one agent. I don’t say this to brag or boast, but rather to illustrate a point: in life, I believe it’s unwise to chase your passion.

Now, before I get skewered for saying that, let me clarify. Passions are great as hobbies, but as careers, they often don’t align with building a stable, fulfilling life for yourself and your family. Instead of focusing solely on your passion, focus on what you’re good at. For me, that happened to be financial planning. That’s how I got started in this industry. But over the years, something interesting happened — my passion evolved within this career.

Today, what truly inspires me is helping people break free from their deeply rooted and often flawed belief systems about money. Many of us hold financial “truths” that have been repeated for so long — by family, friends, or even society — that we accept them without question. Ideas like “more risk always equals more reward,” “annuities are inherently bad,” “you must carry a balance on your credit card to build credit,” or “a college degree guarantees success.” Even the belief that you must have a financial advisor to succeed financially is one of these.

My passion lies in helping people dig to the root of these beliefs, challenge them, and ultimately let go of the myths holding them back. Educating individuals so they can make informed, confident financial decisions — many of which they can execute on their own — is one of the most rewarding parts of my work. I love showing people how they can be self-reliant, teaching simple, tried-and-true steps to invest and build financial security without unnecessarily high fees dragging down their returns.

Another area that continues to inspire me is addressing the imbalance I see in the financial industry. This field is still largely dominated by men, and while this isn’t the start of a feminist rant, it’s undeniable that women often feel unwelcome in the world of finance. That’s why I created Enlightened, an arm of Five Pathways Financial dedicated to women and run by women. It’s financial planning for women, by women.

Enlightened was born out of the need to create opportunities — for both women looking to build careers in financial services and for women seeking guidance from someone who truly understands their concerns, dreams, and challenges. This isn’t to say that, as a man, I can’t connect with women and help them effectively. But I’ve seen firsthand how powerful it is for single women, widows, or working professionals to meet with female advisors who get them on a deeper level. I love hearing the stories of clients who finally feel seen, heard, and cared for.

This mission — to educate people, to dismantle financial myths, and to create spaces where women can thrive in finance — continues to inspire me every single day. It’s what drives our goals, our vision, and our impact at Five Pathways Financial.

What skills or qualities do you believe are most essential for long-term success in the finance industry?

This is an interesting question and one I’m particularly passionate about. The insurance industry, specifically, faces a staggering attrition rate — 90% of life insurance agents quit within their first year, and over 95% leave within five years. That’s a major issue because it means many new agents lack the experience and insight necessary to provide quality advice.

In my view, one of the most essential factors for long-term success in this industry is finding someone you admire — someone who’s been in financial services for a significant amount of time — and learning from them. My advice? Beg for the opportunity to shadow them, even if it’s unpaid. Why? Because this is an industry where designations, credentials, and courses can only take you so far. Real learning happens when the rubber meets the road — when you’re actively working with clients and applying what you’ve been taught.

Partnering with an experienced mentor has multiple benefits. First, it gives you someone to turn to for advice and support, which is critical because this can be a lonely industry when you’re on your own. Second, it provides you with a proven process to follow. Having a repeatable, successful process is invaluable, especially when you’re just starting out.

You also need to develop a mindset that embraces imperfection. No one bats 100%. This industry is full of ups and downs — high moments that feel amazing and low points that test your resolve. It’s important to prepare for that reality. The good news is that working alongside someone who’s already been through the challenges can help you smooth out those peaks and valleys. A mentor can keep you grounded, motivated, and focused, even when things feel tough.

At the end of the day, there are no true failures — only opportunities to learn and grow. Maintaining that perspective will be key to your long-term success. With time, dedication, and the right guidance, you will make your mark and create a meaningful difference in the lives of the people you serve.

Can you share a pivotal moment in your career that significantly influenced your trajectory?

Remember how I mentioned working with a few narcissists along the way? Well, the last one had a particularly significant impact on my career trajectory. While I learned a lot from his wisdom and experience, his approach to financial planning and the way he treated clients never sat well with me.

I still remember him saying, “When a client arrives, make them wait 10 to 15 minutes before you meet with them. It makes you look more important and busy.” That advice always rubbed me the wrong way. These people have lives, responsibilities, and things to do. Wasting their time just to appear important felt not only unnecessary but disrespectful. I thought to myself, I’ve never sat in a doctor’s office for 15 minutes and thought, ‘Wow, this doctor must be great.’ If anything, I’d just leave frustrated.

His approach to clients without substantial assets was even worse. He treated those individuals as a waste of time. I understand the appeal of working with high-net-worth clients, but I fundamentally believe that everyone deserves respect and care when it comes to their finances. For some people, what may seem like a small amount to an advisor represents a lifetime of savings. It’s everything they have, and it dictates their future. That deserves attention, empathy, and effort.

Those experiences became the driving force behind my decision to start my own business. I wanted to change the way the financial industry works. At Five Pathways Financial, our mission is to empower people. Financial planning isn’t rocket science — it’s a series of strategies designed to achieve specific goals. If we can educate people in plain English — explaining how it works, why it works, and how it can create confidence for their future — then I know I’ve done my job.

This mindset also inspired me to launch Enlightened, a subset of Five Pathways that I’ve previously discussed. My goal was to create an inclusive, approachable space where people, regardless of their circumstances, feel heard, valued, and supported. It’s not just about numbers on a page; it’s about people, their lives, and their futures. That’s the kind of work I wanted to dedicate myself to, and it’s what continues to drive me today.

What strategies do you use to stay ahead of industry trends and maintain your competitive edge?

This business is all about strategies, and I believe it’s essential to continually gain knowledge in a variety of areas — not just financial planning. In college, I studied political science, marketing, computer graphics, and graphic design. On the surface, it might seem like none of those subjects would apply to financial planning — aside from marketing — but in reality, they’ve all proven to be incredibly valuable.

For example, understanding how taxes work and how Washington makes and changes laws has been hugely advantageous when creating retirement strategies for clients. Legislation can have a major impact on someone’s financial future, so staying informed allows us to proactively plan for those changes.

Beyond that, being able to visually engage clients with materials that are both informative and appealing has been a game-changer. The more senses you engage when teaching or presenting — whether it’s through visuals, words, or even physical materials — the more likely someone will remember and connect with the message. This can be more challenging in a remote environment, like the one we operate in, but we’ve found creative ways to bridge that gap.

For instance, after every first meeting, we send clients a handwritten thank-you card. In a world where most communication is digital, receiving a personal letter — something someone physically touched and wrote — feels special. It helps close the distance, making the interaction more meaningful and memorable.

We also embrace advancements in technology, including AI, web design, and virtual tools. Our website, for example, is filled with subtle Easter eggs and interactive elements that make it feel like clients are stepping into our virtual office. When someone becomes a client, we take them to a virtual break room where they can use a digital claw machine to select a thank-you gift. It’s a small touch, but these details create a unique culture and a competitive edge by making clients feel engaged and valued.

At the same time, learning about demographic trends, shifts in values, and emerging financial concerns is vital for staying ahead. Knowing which groups are likely to control future finances or need additional support helps us anticipate needs and tailor our services accordingly.

Social media is another area that demands constant attention. Platforms evolve quickly, and understanding how people interact — or don’t interact — with content can be a challenge. Still, those who can adapt and stand out in the digital landscape gain an edge.

Ultimately, growth is a continuous process. If you’re not changing, learning, and stretching yourself, you’re stagnating — and stagnation doesn’t survive for long. By combining strategy, creativity, and technology, we aim to create experiences that are personal, engaging, and effective, ensuring we’re always improving and moving forward.

Read the original story here: https://medium.com/authority-magazine/nate-towers-of-5-pathways-financial-on-5-things-you-need-to-be-a-highly-effective-c-level-leader-of-65c26da94463