Jerry Giovinazzo is regional vice president of sales at John Hancock Retirement Plan Services, where he manages core and mid-market recordkeeping distribution across New York. With over three decades of experience in consultative sales, Jerry Giovinazzo has consistently built durable relationships with advisors, third-party administrators, and channel partners in the retirement services sector.
Starting his career at Monroe Parker (Stratton Oakmont), Mr. Giovinazzo quickly advanced through sales roles at Dun & Bradstreet, Register.com, Yellow Book USA, and Paychex, where he specialized in B2B and benefits consulting. At Paychex, he helped establish the company’s Large Market Record Keeping Division, distinguishing himself as a top decile performer year after year.
Since joining John Hancock in 2012, Jerry Giovinazzo has grown his territory sales threefold to over $240 million, expanded his footprint into upstate New York, and built a regional partner consortium driving over $75 million in new business. He holds Series 7 and Series 63 FINRA licenses and has been named to NAPA’s Top 100 DC Wholesalers annually since 2018.
Jerry Giovinazzo lives in New York with his daughters and enjoys motorcycles, golf, and staying active. He is also a lifelong fan of the New York Giants and Yankees.
What is your typical day, and how do you make it productive?
My typical day starts early—I’m usually up by 5:30 AM. I find that the quiet hours in the morning are perfect for catching up on emails, reviewing reports, and planning my priorities for the day. After that, I make time for the gym; it’s a non-negotiable part of my routine because it keeps me energized and focused. By mid-morning, I’m diving into client calls, team meetings, and strategy sessions. I always block time for deep work in the afternoon, where I can focus on high-impact projects without interruptions. To stay productive, I rely heavily on time management tools and a clear agenda for every meeting. I’ve learned that being intentional about how I structure my day is key to staying ahead of the curve and delivering results.
How do you bring ideas to life?
Bringing ideas to life starts with thorough research and a clear understanding of the problem we’re trying to solve. I believe in grounding every idea in data and insights, so I spend time analyzing trends, gathering input from stakeholders, and evaluating potential risks and opportunities. Once I have a solid foundation, I focus on creating an actionable plan with measurable goals. Collaboration is key here—I involve my team early on to refine the idea and ensure it’s practical and impactful. From there, it’s all about execution: breaking the plan into manageable steps, assigning clear responsibilities, and maintaining momentum through regular check-ins. I’ve found that the combination of research, collaboration, and disciplined execution is what turns great ideas into tangible results.
What’s one trend that excites you?
One trend that truly excites me is the rapid advancement in space exploration and asteroid mining. The potential to harness resources from other celestial bodies could revolutionize industries and address Earth’s resource scarcity. It’s thrilling to imagine a future where humanity expands beyond our planet, unlocking new scientific and economic opportunities.
What is one habit that helps you be productive?
One habit that has consistently helped me stay productive is maintaining a positive mental attitude, or PMA. It’s something I’ve cultivated over the years, and it’s become a cornerstone of how I approach both challenges and opportunities. Starting the day with a mindset focused on solutions rather than problems sets the tone for everything that follows. When unexpected issues arise—and they always do—I remind myself to stay solution-oriented and look for the lessons in every situation. This mindset not only keeps me motivated but also inspires those around me to stay engaged and proactive. PMA isn’t just about optimism; it’s about resilience, adaptability, and a commitment to finding a way forward, no matter the circumstances.
What advice would you give your younger self?
If I could go back and give my younger self advice, it would be this: listen more, talk less, and invest in Microsoft and Apple early. On a serious note, I’d emphasize the importance of truly listening—to mentors, colleagues, and even critics. Early in my career, I was so eager to prove myself that I often spoke more than I listened, and I missed out on valuable insights and opportunities to learn. I’d also tell myself to take more calculated risks, both professionally and personally. And yes, I’d definitely nudge myself to invest in those tech giants—it’s a reminder that while hard work is essential, strategic decisions can have a lasting impact. Ultimately, I’d encourage my younger self to be patient, stay curious, and trust the process, because success is as much about the journey as it is about the destination.
Tell us something you believe almost nobody agrees with you on?
One belief I hold that not everyone agrees with is this: If you don’t ask, the answer is always no. Many people hesitate to take risks or put themselves out there because they fear rejection or failure. But I’ve learned that the act of asking—whether it’s for an opportunity, a favor, or even clarity—opens doors that would otherwise remain closed. Some might see this as overly optimistic or even naive, but I’ve found that most people are willing to help or collaborate if you approach them with respect and a clear purpose. Even if the answer is no, you’ve gained valuable feedback and built a connection that could pay off later. This mindset has shaped my career and personal growth, and it’s something I encourage others to embrace, even if it feels uncomfortable at first.
What is the one thing you repeatedly do and recommend everyone else do?
One practice I repeatedly do—and highly recommend to others—is to take a step back and think before I speak. In fast-paced environments, it’s easy to react impulsively, especially under pressure. But I’ve found that taking even a few seconds to gather my thoughts and consider the impact of my words can make a significant difference. This habit not only helps me communicate more clearly and effectively but also prevents misunderstandings and fosters more meaningful conversations. It’s a simple yet powerful way to show respect for others and maintain professionalism, whether you’re in a high-stakes meeting or a casual discussion. Over time, this approach has helped me build stronger relationships and make more thoughtful decisions, both personally and professionally.
When you feel overwhelmed or unfocused, what do you do?
When I feel overwhelmed or unfocused, I go back to the principle I mentioned earlier: I take a step back and think before I act. It’s easy to get caught up in the chaos when things pile up, but I’ve learned that pausing—even for just a few minutes—helps me regain clarity and perspective. I’ll often step away from my desk, take a short walk, or simply close my eyes and breathe deeply. This allows me to assess the situation calmly, prioritize what truly matters, and tackle tasks with a clear mind. I also find it helpful to break down larger challenges into smaller, manageable steps. By focusing on one thing at a time, I can move forward methodically rather than feeling paralyzed by the big picture. It’s a practice that keeps me grounded and productive, even in the busiest of times.
What is one strategy that has helped you grow your business or advance in your career?
One strategy that has been instrumental in growing my business and advancing my career is utilizing my surroundings as a network—friends, family, colleagues, and even acquaintances. But here’s the key: it’s not about trying to sell to them or extract value for myself. Instead, I focus on truly understanding their goals, challenges, and expertise. By listening and learning about their networks and experiences, I can identify opportunities to connect people in ways that benefit everyone involved. For example, I might introduce a friend who’s looking for a career change to a contact in my network who’s hiring, or I might share insights with a colleague that help them solve a problem. This approach builds trust and strengthens relationships over time, creating a ripple effect of mutual support and success. It’s not just about growing my own career or business—it’s about fostering a community where everyone can thrive.
What is one failure in your career, how did you overcome it, and what lessons did you take away from it?
One failure that stands out in my career was missing a personal goal by a narrow margin. At the time, it was frustrating because I had put in a lot of effort and felt I was so close to achieving it. Like anyone would, I initially responded by working even harder, thinking that sheer effort would bridge the gap. But what truly made the difference was taking a step back to analyze what went wrong. I reviewed my approach, identified past mistakes, and realized that working harder wasn’t the solution—I needed to work smarter. I started focusing on improving my processes, leveraging tools and resources more effectively, and seeking feedback from mentors and peers. This shift in mindset not only helped me achieve that goal the next time around but also taught me the importance of self-reflection, adaptability, and continuous improvement. It was a valuable lesson that has shaped how I approach challenges ever since.
What is one piece of software that helps you be productive? How do you use it?
I don’t focus on any one piece of software because I believe that’s limiting
—productivity isn’t about relying on a single tool but rather using the right tools for the right tasks. That said, I’ve found great value in leveraging a combination of platforms to stay organized and efficient. I regularly evaluate new software and adapt my toolkit to meet evolving needs. By staying open to different solutions and customizing their use, I can maintain flexibility and ensure I’m always working as productively as possible.
Do you have a favorite book or podcast you’ve gotten a ton of value from and why?
One of my favorite podcasts is SmartLess, hosted by Jason Bateman, Sean Hayes, and Will Arnett. What I love most is the effortless chemistry between the three hosts—their witty banter, unexpected humor, and genuine camaraderie make every episode feel like a fun, casual conversation among friends. The way they conduct interviews is refreshingly unscripted, often leading to surprising and insightful moments with their high-profile guests, from actors to scientists to business leaders. Beyond the laughs, I always come away with new perspectives or interesting anecdotes, making it both entertaining and thought-provoking.
What’s a movie or series you recently enjoyed and why?
Recently, I got into this series called Landman. It’s one of those shows that really pulls you in—it’s got this great mix of drama, ambition, and a behind-the-scenes look at the energy industry. What I liked most was how it made me think about the bigger picture, like the ethical dilemmas and human stories behind the headlines. I don’t want to give too much away, but I’d definitely recommend checking it out and seeing what you think. It’s the kind of show that sticks with you and makes for some really interesting conversations afterward. For me, it was a nice break from the usual routine and a reminder of how good storytelling can make you see things in a new way.
Key learnings
- Listen before speaking and seek insight and understanding before you act.
- Adaptability and flexibility are crucial: try new things and learn to adjust your approach based on the situation.
- Express ideas and information in a way that is easy to understand and leaves no room for ambiguity.
- Keep a positive mental attitude.