Ashley: Your new book, Women and Wealth: A Playbook to Empower Clients and Unlock Their Fortunes, offers practical guidance. What do you want financial professionals to understand when serving women?
Cary: First, women are not a niche—they’re a powerhouse. Somehow the industry still tends to frame women as widows or divorcees, ignoring the full lifecycle of women’s financial needs. My book gives practical steps on how to better serve women. It starts with communication, no more sports metaphors, no jargon. Just answer the real question: “Am I going to be okay?”
Second, active listening. Know who your client is as a person. People don’t care how much you know until they know how much you care.
Ashley: What advice do you have for students or early-career professionals?
Cary: I like to say ABY: Always Be Yourself. Everyone else is already taken. That mindset has guided my entire career. I never followed a traditional path to build my client base. Every client I’ve ever had has come through organic growth, just by putting myself out there and staying true to who I am.
Be confident in what you know, and be brave about what you don’t. Find a mentor, especially in this industry. It’s getting better, but women still face unique challenges. That’s why mentorship programs are so important.
Also, protect your reputation. Your integrity is everything. Do what you say you’ll do. And then, when possible, go beyond.
Ashley: Can you give an example of what overdelivering looks like?
Cary: In our office, we have a 24-hour response rule. If a client contacts us, they hear back within 24 hours—usually it’s five minutes. If a client doesn’t hear from us, they assume something went wrong, because that’s the level of consistency we’ve built. We once had a client say they hadn’t heard from us, and it turned out they’d sent the message to an old email address. But they knew that silence was unusual for us. That’s the kind of trust that builds lasting relationships.
Ashley: What’s at risk if people, especially women, don’t take control of their financial lives?
Cary: I can’t tell you how often I see women come to me only after a crisis—divorce, death, job loss. They wait until it’s raining. I want women to come when the sun is shining, when there’s space to learn and plan. In over 90% of cases, women will be responsible for their finances at some point. Don’t wait until you’re forced to deal with it. Start now.
Ashley: What a great conversation; do you have final thoughts to share?
Cary: Rock The Street, Wall Street is doing essential work, and I was proud to feature your organization in my book. You’re meeting students at the right time. Financial education is freedom. And when you add confidence to that knowledge, you unlock futures. For students: Be curious. Be consistent. And above all, be yourself.
Ashley: Cary, thank you for your time, your wisdom and your generosity. We’re proud to feature your work and grateful for your support.
Cary: Thank you. It’s an honor to support RTSWS and the next generation of financially empowered leaders.
See the full conversation here:
