In July 1986, in a high-rise in Southern California's South Bay, my manager and first mentor, John Cartwright, provided me with a phone and a phone book. I supplied the rest: a pen, a legal pad, a financial calculator, and a healthy dose of confidence. He pointed to a cubicle and said, "Go create a business." As fate would have it, Atchley Financial Group was born on July 4, 1986. This July 4th, America celebrates its 250th birthday, while Atchley Financial Group celebrates its 40th anniversary. Obviously, the two milestones are not remotely equal in historical significance. One marks the birth of the greatest experiment in self-government and individual liberty the world has ever known. The other marks the beginning of one former schoolteacher's small financial planning practice. Yet both stories share a common thread. They began with faith. In 1776, a group of extraordinary individuals signed their names to a Declaration of Independence and pledged "their lives, their fortunes, and their sacred honor" in pursuit of freedom. They believed that ordinary people, given liberty and opportunity, could build extraordinary lives. Two hundred ten years later, on July 4, 1986, I was not risking my life, my fortune, or my sacred honor. But I was stepping away from the security of a paycheck and betting on myself. Like countless entrepreneurs before me, I was embracing one of America's greatest freedoms—the opportunity to pursue a dream. I have always considered July 4, 1986, my personal Independence Day. At the time, I was convinced that I would soar like an eagle straight into prosperity. That freedom allowed a former high school teacher with no salary, no clients, no computer, and perhaps more confidence than brains to pursue a dream. Looking back, I now realize I spent a few years flapping wildly before I gained the altitude that would one day allow Atchley Financial Group to soar. In June, 1986, I had just ended a rewarding 15-year career as a high school business education teacher. Teaching had been a wonderful life. I taught elective classes, so the students actually wanted to be there. In fifteen years, I never had a single student openly disrespect me. (Perhaps being pink-bellied by the wresting team could be seen as disrespect, but hey, it was all in good fun – for them!) The reality of entrepreneurship arrived quickly. Gone were the guaranteed paychecks, paid health insurance, and long summer vacations. In their place came uncertainty, risk, and the occasional panic attack disguised as optimism. At the time, the only people I knew in Southern California were Janet’s parents, my mother, and my three sisters. Janet worked in her father’s jewelry business in downtown Los Angeles while we stretched every dollar to support our family. Aaron was eleven. Aimee was eight. We bought a house we couldn’t afford, and because we had no income, my mother, Bonnye, graciously agreed to sign as a co-borrower. In hindsight, it wasn't exactly a financial planning success story. Yet somehow, we persevered. I used to tell my former teaching colleagues that the great thing about owning my own business was that I only had to work half days—and the best part was I got to choose which twelve hours I worked! Through every challenge, Janet stood beside me. She was my greatest encourager, my strongest supporter, and occasionally my personal motivational coach. Sometimes her encouragement came in the form of kind words. Other times it arrived in the form of a well-aimed verbal kick in the pants. Either way, she kept me moving forward. There is no Atchley Financial Group without Janet. During those early years, I spent countless hours making cold calls. I heard "no" expressed in more creative ways that I thought humanly possible. By late 1987, our savings were gone. Debt was growing. The possibility of failure no longer felt theoretical. It felt very real. Still, I knew there had to be a better way to build my business. I wanted more than financial success. I wanted to help ordinary people achieve financial independence and live joyful, abundant lives. To do that, I needed to distinguish myself from every other rookie financial planner making random phone calls. Desperation can be an excellent teacher. Over time, I learned there was wisdom in golfer Gary Player’s observation: “The more I practice, the luckier I get.” The harder I worked, the more opportunities appeared. I began giving presentations in mobile home parks and speaking to women's organizations throughout Southern California. Slowly, the tide began to turn. In fact, my journal entry from November 30, 1987, contains a simple sentence: “Tonight I realized I will make it in this business.” I had just completed a seminar in a mobile home park community room and gained several new clients. It wasn't Carnegie Hall, but to me it felt pretty close. Then came the opportunity that changed everything. In early 1989, I learned that Hughes Aircraft in El Segundo would soon offer an early retirement package called the OTP. Thousands of employees would be making major financial decisions. I learned that the Human Resources Department planned to conduct a series of seminars for the employees who decided to take the “golden handshake.” The teacher and go-getter in me immediately recognized this opportunity. Perhaps I could convince HR that they needed me to teach financial planning principles to the folks who would attend these seminars. I began contacting the Human Resources department. Repeatedly. Very repeatedly. One wonderful woman in HR named Gwen probably saw my name so often on her caller ID that she perhaps considered early retirement herself! I’m sure I annoyed the hell out of her, but I was a driven man. The brass ring was right there! My persistence eventually paid off. Gwen arranged a meeting with her boss, Betty. During that meeting, Betty explained that Hughes would host a series of retirement seminars featuring a CPA, an estate planning attorney, a Social Security representative, and one financial planner. Then she asked: “Les, would you like to be that financial planner?” I don't remember my exact answer, but I am fairly certain it was some variation of "Oh yeah!" before she finished the sentence. I often say I hit the lottery that day. What followed became one of the greatest blessings of my professional life. AFG serves clients from many professions, but aerospace retirees became the heart of our client family in the early 1990s. Men and women from Hughes, Raytheon, Boeing, Northrop Grumman, and many other remarkable companies entrusted us with their dreams, their retirement plans, and their futures. After slogging through a few years of barely making enough to keep our family afloat, we were off and running! Starting in 1989, I became John Cartwright’s top producer among 80 financial planners for four consecutive years. Yet the trophies were never the reward. The real reward was helping families retire with confidence, make wise decisions, support their children and grandchildren, and navigate life's biggest transitions with greater peace of mind. Even more remarkable is that many of those families are still clients nearly forty years later. That loyalty is not a reflection solely or even mainly of me. Among the many decisions Janet and I made along the way; none held a candle to our decision to hire Mike and Aimee a year or so before we moved to Coeur d’Alene in 2005. We would never have moved north and flourished without the professionalism, persistence, loyalty, and great financial planning Aimee and Mike bring to the table every day. They provide a solid foundation that will serve our clients well for decades. Our 16-year-old granddaughter, Emily Tanneberger, is working part-time for AFG this summer. Is it possible a third generation might one day work with our clients and their children? Chelsey, Emily, and Laurie complete what I proudly call the AFG Dream Team. They care deeply about our clients and work tirelessly to provide first-class service. In fact, our clients compliment them so often that I occasionally wonder if anyone remembers I started the company. Then I remind myself that humility is a virtue. Serving more than 200 families as we approach our 40th anniversary has brought more joy, purpose, and fulfillment than I ever imagined possible. And about that "luck" I mentioned earlier. Over the years, I've come to see things differently. What once looked like luck I now realize were God’s blessings. Unlike luck, God’s blessings carry responsibilities. Luke 12:48 reminds us, “To whom much has been given, much is required.” That principle has guided our family and our company for many years. Janet, Mike, Aimee, Chelsey, Emily, Laurie, and I are committed to serving our community through nonprofit organizations and by helping other individuals with our time, talent, and treasure whenever we can. As we begin our next forty years, we are profoundly grateful for the trust you have placed in us. When I started Atchley Financial Group in 1986, I hoped to earn a better living than I had as a school teacher. What I never imagined were the friendships. The shared experiences. The laughter. The tears. The celebrations. The relationships that would enrich our lives far beyond anything money could measure. You have become part of our story, part of our extended family, and one of the greatest blessings of our lives. As America celebrates its 250th birthday this July 4th, we invite you to join us in celebrating another milestone—Atchley Financial Group’s 40th birthday. Thank you for allowing us to share this remarkable journey with you. | |
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“Independence Day: freedom has its life in the hearts, the actions, the spirit of men and so it must be daily earned and refreshed.” – Dwight D. Eisenhower “Liberty, when it begins to take root, is a plant of rapid growth.” – George Washington “We hold these truths to be self-evident, that all men are created equal.” – Thomas Jefferson “Freedom is never granted. It is earned by each generation.” – Hillary Clinton “This Nation was founded by men of many nations and backgrounds. It was founded on the principle that all men are created equal, and the rights of every man are diminished when the rights of one man are threatened.” —John F.Kennedy “Liberty means responsibility. That is why most men dread it.” —George Bernard Shaw “Laughter is America’s most important export.” —Walt Disney "Our Constitution was made only for a moral and religious people. It is wholly inadequate to the government of any other." —John Adams "A Constitution of Government once changed from Freedom, can never be restored. Liberty, once lost, is lost forever." —John Adams |
