Craig Clarke, Director, Atlantic, Renaissance Investments

“Technology bubble, financial crisis, CRM2 … these are all events in the industry. It’s important to thrive on change”

Despite having more than two decades in the investment industry under his belt, Craig Clarke’s passion for his job remains as strong as ever. While selling investment products is always challenging, he says, it’s a role that is never dull. “This industry constantly evolves, and that’s one of the reasons it’s so exciting,” Clarke says. “Technology bubble, financial crisis, CRM2… these are all events in the industry. It’s important to thrive on change – that way, you’re always ready.”

While the value financial advisors provide for their clients is a subject of constant debate, Clarke believes that as long as there is an investment industry, people will seek counsel from specialists. It his job, therefore, to provide these experts with products they can use to build a balanced portfolio. “I believe there will always be a need for experienced, educated, high-quality, client-focused advice,” he says. “In fact, my mission statement as director for Atlantic is ‘helping advisors and their clients be even more successful.’”

Most recently, Clarke helped launch Renaissance Investments’ Flexible Yield Fund. Managed by Jeff Gundlach of Doubleline Asset Management, the fund is a tactical, fixed-income offering that has provided investors with a return of 5.1% since inception. Clarke believes investment sentiment has shifted this year – with stocks priced so high, many advisors are adopting a bearish strategy. “Advisors have been focusing more on downside protection and steady returns for clients,” he says. “We have a great lineup, and I’ve been using the mantra of one of our PMs: ‘win by not losing.’”

Being a wholesaler in 2017 is a very different proposition than when Clarke started in the business 23 years ago, but communication – in any form – is still a backbone of the job. “Technology has made great enhancements in being an enabler,” he says. “Innovate, use technology, and you can be effective while travelling or working remotely.”