Barry Nicholson

Examiner
DISC Type : cs

Business Development Officer at Charles Schwab

Corona del Mar, California, United States

Overview

Barry Nicholson is a Business Development Officer at Schwab Advisor Services, specializing in guiding financial advisors through the transition to the Registered Investment Advisor (RIA) model. His extensive career includes senior roles at Pershing, TD Ameritrade, and JP Morgan. He holds a Bachelor of Science from the University of Oregon.

Outside of work, Barry is a proud father who incorporates his family into his professional life. He is also keen on leveraging technology to improve personal productivity, actively seeking recommendations on digital tools and their integration with platforms like Salesforce.

His young daughter created her own slogan for his work: "At Schwab, CUSTODY IS JUST THE BEGINNING! "

Personality Overview

Unexpressive

Overcautious

Process Oriented

They are heavily focused on quality and prefer doing things the right way, even if it takes time.  The only way to convince them is by showing them examples and ample proof. Being observant comes to them naturally.

Topics They Care About

Advisor Independence
He is passionate about helping financial advisors gain independence through the RIA model to drive their own business growth and achieve better client outcomes.
Productivity Tools
He is actively exploring digital notetaking devices like reMarkable and Supernote to enhance his productivity, particularly those that integrate with Salesforce and OneNote.
Industry Networking
He is an enthusiastic attendee of major industry events like Schwab IMPACT, valuing the opportunity to connect with colleagues, clients, and friends.

Media Appearances

Barry has no verified media appearances

Work History

12-2011
Business Development Officer at Charles Schwab
11-2008 - 11-2011
Vice President at Pershing Advisor Solutions, an affiliate of BNY Mellon
5-2006 - 10-2008
Associate Director at Bear Stearns/JP Morgan, Global Clearing Services
1-2002 - 5-2006
Vice President, Sales at TD Ameritrade Institutional
7-1999 - 12-2001
Vice President at ePlanning Securities/ePlanning Advisors

Education

Bachelor of Science from University of Oregon
Education details unavailable from The University of Kansas

More Information

Social Presence :

Prographics :

Exp : 26 Location : Corona del Mar, California, United States Job Level : N/A Designation : Business Development Officer at Charles Schwab
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Insights For Selling To Barry

During A Call Or A Meeting

DO's

  • Ask them which other stakeholders would be important for this purchase decision
  • Expect them to be vague in response to your questions, ask firmly and pointedly
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them

DONT's

  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Don't rely on relationship building even if they act pleasantly
  • Avoid getting into storytelling mode, especially when they ask specific questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Barry is

  • Low-risk, adoption by others are very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Barry

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Barry move?

  • They do not like to rush and therefore can be quite slow in their decision-making.
  • Can Barry take some risk or not?

  • They have little risk-appetite and prefer to take measured decisions.

You And Barry

Personality Compatibility


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