Career Spotlight with Fran Correa: "You're One No Closer to Yes"
There's no better way to learn about a career path than talking to those who have walked it before so let's hear more from Fran Correa, National Director of Accounts here at Kaplan.
Yes, we have some wicked talent here at Kaplan so we are going to spotlight their journeys too. Let's get started!
Who is Fran Correa?
Fran Correa is the National Director of National Accounts in the Kaplan Sales organization, focusing on the financial services market. She has been with Kaplan for eight years, starting as a securities instructor teaching in English and Spanish. She is trilingual (English, Spanish, Italian) and holds an M.B.A from Harvard, along with a financial paraplanner qualified professional designation from Kaplan's College for Financial Planning.
Q: Tell us about your career and what you currently do at Kaplan, including some highlights from your career so far.
A: Sales is in my blood; it's what I love to do and where I've focused my career across various industries. As a lifelong learner, I'm interested in helping companies grow. In my current role, I help financial firms grow by offering Kaplan solutions. My path began in high tech, then business school, followed by manufacturing (at an elevator business!), and back to high tech and telecommunications. I then moved to a large financial firm as a National Training Officer, helping new financial advisors establish and grow sustainable practices by teaching them to attract, negotiate with, and retain clients to build wealth. Coming to Kaplan was a perfect fit, as I understand the financial industry's needs and what learning and development teams seek.
Q: You mentioned you didn't start out where you ended up. Can you tell us more about that?
A: When I started my career, I was a systems engineer. Even before that, I was pre-med at Tufts University, completing all requirements. I then decided to double major in international relations and Spanish, living in Barcelona for a year. From there, I went into the IT industry. I quickly realized I wanted to be on the sales side, not a systems engineer. Once I understood how things worked, I could explain them to clients and grow the business.
Q: Is there anything from your pre-med days that could help someone in their career path?
A: Growth happens when you do things you feel unqualified to do because that's when you push yourself and learn something new. Ask your friends to describe you in five words—positive or negative—and take those to heart. This will give you a sense of your talents, which you can match to what you're good at. Use assessment tools, like those here in the Kaplan Community, to assess your soft skills and general skills. The goal is to be happy and know you're making an impact.
Q: What skills from a previous role or life experience do you find most beneficial today, or still use?
A: My relationship-building and networking skills are the most beneficial. Regardless of your career stage, networking is crucial. High integrity and loyalty to others are also very important. Networking is a key skill I trained financial advisors in as a National Training Officer, as it helps build friendships, learn from others, find opportunities (for career changes or new companies), and find clients. I use the "lily pad approach" by getting referrals that provide warm introductions to other professionals within a firm, which helps significantly because it's built on trust and effective networking.
Q: What kind of challenges have you faced in your career journey, and how do you tackle them?
A: One significant challenge, especially for those starting or changing careers, is being laid off due to downsizing, RIFs, or firm relocations. This will likely remain a challenge throughout our careers as the economy and industries constantly change. Just as Blockbuster was phenomenal in the 80s, industries evolve, so you must change, stay fresh, and be a lifelong learner to shift positively. If you nurture your network and reach out to those people, they will provide guidance and advice during challenging times.
Q: Is there a specific unique perspective or advantage you've gained along the way that you use in your current role, or that people should know about?
A: A positive attitude is key; I don't dwell on the negative for long and always focus on the next step. In sales and life, it's important to be okay with hearing "no." I always believe I'm "one no closer to yes," which shifts the paradigm and makes you feel something good is coming. Celebrate as often as possible.
Q: What advice would you give to someone starting out in the finance field who doesn't feel their background aligns with this career? What are some practical things they can do?
A: The financial industry has changed dramatically, making it very exciting. Previously, you needed a finance degree and had to take the Series 7 exam (a 6-7 hour exam). Now, the exam has been split into the SIE (Securities Industry Essentials) and the Series 7 Top-Off. The cool thing is that anyone 18 and over can take the SIE exam. I strongly recommend using Kaplan material to prepare and pass the exam. The material covers various areas, from insurance and investing to risk and options, providing a great background. Once you pass and update your LinkedIn profile and resume with the SIE, you signal to the financial industry your interest, your proactive step towards entering, and your ability to pass industry exams, which firms find attractive as they want you to be productive quickly.
Q: Do you have any final advice or takeaways?
A: Remember that growth happens when you do things you feel unqualified to do. Also, "the cave you fear to enter holds the treasure you seek." Make sure you are trying new things, meeting new people, putting yourself in uncomfortable situations, and reading as much as possible to constantly learn and grow. If you're "scared but excited" about something new, you're doing the right thing.
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