What 33 Years in Finance Taught Me About Trust

By George P. Jackson, MBA, CPA, CFA, CFP®, CMT, CLU, ChFC

After spending over three decades navigating the finance world, from boardrooms to bear markets, I’ve come to a conclusion that may surprise some: the most important asset in this business isn’t capital, it’s trust.

You can have the best strategy, the smartest analysts, and the most advanced tech stack, but if trust is missing, everything becomes harder, slower, and more expensive. I began my career believing trust was most important among friends and family, but I’ve learned it’s also a powerful performance multiplier. 

Trust Moves the Needle

One of the most practical lessons I’ve learned is that trust impacts speed and cost. When people trust each other, whether internally among teams or externally with clients, decisions get made faster, collaboration improves, and results follow. When trust is absent, people hesitate. Processes drag. Legal reviews pile up. Doubt creeps in. Suddenly, what should take days takes weeks and costs twice as much. 

That’s not philosophy, it’s tangible proof of trust in action. 

Character and Competence: Both Matter

Over the years, I’ve worked with incredibly talented professionals who, despite their intellect, struggled to build meaningful client relationships. Why? Because people sensed something was off—maybe a lack of transparency or self-interest lurking beneath the surface.

I’ve also seen professionals with modest resumes become powerhouses in client retention. Their secret? People believed them. They demonstrated strong character (honesty, humility, and a genuine concern for others) paired with solid competence. You need both to be trusted in a lasting way.

Clients and colleagues may admire your skills, but they commit when they believe in your integrity and intent.

Trust Can Be Built—Intentionally

Trust isn’t something you either have or don’t. It’s something you create through behavior. Over the years, I’ve come to rely on a few guiding principles to build and restore trust:

• Be clear with expectations. Ambiguity is the enemy of trust.
• Deliver on promises. Reliability builds your reputation, one follow-through at a time.
• Own mistakes. Accountability increases credibility, not the other way around.
• Listen first. People feel valued when they feel heard.
• Extend trust wisely. Offering trust often encourages others to rise to the occasion.

These aren’t just personal habits, they’re business strategies. The most effective teams I’ve been part of had an unspoken agreement to behave this way. 

Trust Pays Long-Term Dividends

In a field like finance, where so much attention is given to returns, forecasts, and margins, we often overlook the economic value of trust. But in my experience, trusted professionals land better clients, close deals faster, and weather market storms with more resilience.

I’ve had clients tell me, “I don’t fully understand the product, but I trust you.” That kind of confidence doesn’t come from a pitch deck. It comes from consistency, care, and a track record of doing what you said you would.

The Bottom Line

After 33 years in finance, here’s the simple truth: trust is earned in drops and lost in buckets. It takes time, effort, and a conscious decision to lead with both character and competence. But the return on that investment is worth it—every time.

In a fast-moving, high-stakes industry, trust is not just a virtue. It’s a strategic advantage. One that pays real dividends over the long haul.

About Us

At Jackson Wealth Management, LLC, we work to cultivate trust intentionally through our actions, clear communication, and follow-through. That’s because we see building trust not just as a value, but as the foundation of every client relationship we’re honored to serve.

Ready to work with a financial partner you can trust through every market turn? Let’s start building that relationship today. Schedule a consultation today or calling (407) 585-0235, emailing gj@jacksonwm.com, or booking online. Your future deserves a foundation of trust.

About George

George P. Jackson is the CEO and CIO of Jackson Wealth Management, LLC, based in Lake Mary, Florida. With over 33 years of experience in the financial services industry, George is passionate about making a meaningful difference in his clients’ lives through comprehensive, integrated wealth management. He specializes in helping clients make confident financial decisions by serving as their trusted “one-stop shop” for anything money related, from investments and retirement planning to taxes and estate strategies.

George obtained his Bachelor of Business Administration as well as his Master of Business Administration (with an emphasis in quantitative analysis) from University of Cincinnati, and his designation include Certified Public Accountant (CPA), Chartered Financial Analyst®, CERTIFIED FINANCIAL PLANNER®, Chartered Market Technician®, Chartered Life Underwriter®, and Chartered Financial Consultant®. Outside the office, he enjoys tennis, flying airplanes, traveling, spending time with his adult children, Christina and Matthew, and anything to do with the ocean. To learn more about George, connect with him on LinkedIn.