One of Canada’s largest wealth management firms came to us with a request that was at the same time a clearly defined business goal and ambiguous tactically: provide Investment Advisors with a tool/process to generate referrals from existing clients. In addition, we were told that Advisors were burdened with misperceptions, fears, and a lack of motivation to build their business organically. The client direction ended there. Fortunately, our best work comes from the autonomy and responsibility our clients bestow on us – and that’s exactly what we delivered.
Founded on experience, research and street smarts, we created a first-of-its-kind digital toolkit designed to debunk myths, foster business development, and overcome the complacency challenge all at once – charting a course for Advisors to discover referrals are not a taboo subject during client conversations. From content to programming to innovative tools, we built it all with our Referral Flightpath – a friendly, essential guide that spoke to Advisors through an engaging theme and compelling copy, giving them the simple strategy and actionable resources to soar. And most importantly, the confidence to ask. Did it succeed? We continually get positive feedback from both our client and directly from Advisors on its enduring impact.
Targeted professionals across BMO Nesbitt Burns and BMO Private Banking