Vijay Khetarpal • Rockville, MD
Integrity Financial Group LLC • LPL Financial
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I was born in India and raised in a middle-class family that moved frequently due to my father’s Air Force postings. To provide stability, my parents enrolled me at Mayo College, one of the country’s leading boarding schools. That experience was transformational. I learned teamwork, discipline, and leadership through academics, debating, and sports.

I also had to adapt to challenges. I was born prematurely with undiagnosed hearing loss, which made traditional learning very difficult. For many years, I relied on lip-reading and my own resourcefulness to keep up. That struggle gave me a deep appreciation for not accepting limitations and for learning through every possible source—books; mentors; and, later, industry leaders. I was proud to place near the top of India’s national examination for seniors.

After graduating from St. Stephen’s College of Delhi University with an honors degree in economics, I worked in Nigeria as a management consultant and, later, as a controller during the OPEC oil boom. It was an eye-opening time, not only financially but also culturally, as I learned to adapt to a new environment and succeed on my own terms. I moved to the U.S. in 1983, determined to find a high-value career where I could control my own destiny.

Financial services, particularly life insurance, appealed to me because it combined stability and earnings potential with the chance to make a meaningful difference in people’s lives. At New York Life, I learned the fundamental principles of risk management and the value of long-term relationships. After a successful stint there as a producer and manager, I became a general agent for John Hancock.

Over time, I broadened my expertise into investments, retirement planning, and advanced markets. By the mid-1990s, I saw myself not just as an insurance agent but as a financial advisor in the holistic sense. In 1999, I founded Integrity Financial Group to deliver customized strategies in investment management, retirement income, insurance, estate and tax planning, and business financial-planning services. Our firm addresses a full spectrum of client needs for individuals, families, small businesses, and nonprofits. We serve many who have investible assets exceeding $1 million: pre-retirees ages 50 to 70; professionals in white-collar positions such as doctors, IT consultants, engineers, and lawyers; entrepreneurs; and small-business owners.

When I launched Integrity Financial Group in 1999, my goal was to create a firm that would operate at the highest level of client advocacy—well before the fiduciary standard became popularized. For me, integrity isn’t just a word; it’s a code of conduct. If something is wrong, it’s wrong—there’s no gray area. Clients know that I will always tell them the truth, even if it’s not what they want to hear.

We provide in-depth, research-based guidance to help clients understand their financial situation and create customized strategies. I take pride in our ability to blend the art and science of financial planning, addressing both a client’s current needs and examining the “what if” scenarios they may face. I recommend the same course of action I would take in their place. I see myself as an extension of the human resources department for my corporate clients and a financial quarterback for my individual clients. Our ultimate goal is to optimize outcomes for every client.

Our firm is intentionally boutique in size. Earlier in my career, I managed a larger organization. While my top line looked impressive, my bottom line and quality time with clients suffered. With the help of coaching, I restructured to a lean, highly productive model centered on deep client relationships. Today, I work with a select client base across the D.C., Maryland, and Virginia region, as well as clients in many other states.

The client experience is highly personalized. Dana Brayshaw, who has worked with me for over a decade, serves as our chief client service officer. She ensures that every administrative, operational, and service detail is handled with excellence. Beyond that, I have cultivated a continuity plan for my clients—including a formal business continuity partner. I also have an informal advisory board made up of my adult children and outside professionals. This ensures that our firm evolves with the next generation while providing stability for clients.

The discovery process is at the heart of our planning. I often say that financial planning is less about spreadsheets and more about understanding people—their aspirations, fears, and family dynamics. When a new client comes in, I want to hear their story first.

From there, we use a structured process, supported by planning technology, to build a comprehensive plan. We strive to optimize outcomes across multiple dimensions—retirement income, tax efficiency, health care, estate planning, and risk management. I often walk clients through the 18 risks to retirement that we have identified, including longevity, health-care costs, inflation, and tax changes. For example, longevity is what I call the “multiplier risk”—the longer you live, the more exposure you have to every other risk.

To help clients visualize these issues, I frequently use analogies. One of my favorites compares retirement to mountain climbing. Getting to the summit—retirement age—is hard, but most accidents actually happen on the way down—the distribution phase. That’s where careful planning, defensive strategies, and risk management become essential. Clients find these analogies both reassuring and clarifying.

We believe in balance—between offense and defense, between active and passive, between growth and preservation. Some advisors take a binary view: They are either entirely passive or entirely active. My philosophy is that both have merit, depending on the environment and the client’s circumstances.

For example, passive strategies provide cost-effective exposure and work well in efficient markets. But active strategies can play a vital role in managing risk, responding to volatility, and pursuing opportunities in changing environments. Blending the two gives clients a more resilient portfolio.

Equally important is the context. Investments don’t exist in a vacuum—they are part of a broader plan that includes tax considerations, insurance, estate planning, and retirement-income strategies. For retirees, the sequence-of-returns risk early in retirement can make or break a financial plan. That’s why we usually structure portfolios with defensive buckets—stable assets to cover near-term needs—while allowing longer-term growth assets time to compound.

I like to use diagrams and charts to make complex strategies accessible. I generally offer clients a choice of different approaches to portfolio construction, customized for their plan objectives, time horizons, and risk profile. We usually consider four broad options: (1) time segmentation, or a bucket approach; (2) income preservation; (3) total return; and (4) a risk wrap. These are differentiated on several dimensions and are always structured for each client. We have a thorough discussion of the pros and cons of the recommended approach and how it fits the client’s specific objectives. Clients who understand the “why” behind a portfolio are less likely to panic during downturns. My role is part strategist and part coach, ensuring clients stay disciplined through market cycles.

I believe clients would point to four things. First, responsiveness—we don’t let a question or concern linger. Second, our holistic approach—they know we are considering every aspect of their financial life. Third, independence—our recommendations are not tied to proprietary products. And fourth, clarity—we explain things in plain language, with examples that make sense.

Many clients have told me that they value my role as a collaborative guide who is both candid and caring. Over time, those relationships often extend beyond business. My philosophy is that financial advising is not a transactional process. It is a long-term partnership built on trust, education, and integrity.