This series is for Advisors only


Click to play video
January 26 | February 25 | March 25, 2021

JANUARY 26, 2021
1:00 – 2:00pm

Operating in a Virtual World

Connecting with clients and prospects virtually is the new norm. Be introduced to a unique approach that is ideal for strengthening client relationships and for bringing prospects into the fold during challenging times covering:

• Ensuring your message is professionally delivered
• Delivering a message that is highly interactive and encourages feedback.
• Identifying physical traits that show/tell if the person you are meeting with is actively engaged.
• Checking in to confirm your message has been properly received.

February 25, 2021
1:00 – 2:00pm

Building Relationships through Personal and Social Connections

Today’s investors can be well informed, more educated, and highly skeptical. Investors seeking advice are looking for relationships and connections.

Sarano Kelley shares what it takes to connect with new clients thru personal and social connections such as LinkedIn. He provides a roadmap that shows you how to create all the right connections, ask for referrals, break the ice, build rapport in an authentic and sincere manner, take the conversation offline and convert prospects into clients.

• Why LinkedIn should be a strategic component of your business process
• How to identify and connect with prospective clients, customers, networking partners and strategic alliances
• The art of building and converting online relationships into offline business, which leads to long-term success and revenue growth.

At the end of the day, long-term business success has always been and always will be about relationships. Whether online or offline, people are the same, only the technology changes. Learn the strategies and methodologies used to leverage this amazing business tool.

MARCH 25, 2021
1:00 – 2:00pm

Effective Communication Techniques for Turning Prospects into Clients in a Virtual World

Sarano Kelley provides actionable ideas to turn prospects into enthusiastic clients. Learn new ways to engage with almost anyone, whether face-to-face, via telephone, video conferencing or emails.

• How to make it easy for your clients to become your advocates so that you can help their friends and family members
• A new way to work with Centres of Influence (COIs)
• The power of a pre-planned and meticulously delivered message. Instead of just “winging it,” learn how to prepare and communicate your value to investors.

Advisors who know how to properly communicate with clients and prospects through all types of markets will outshine those who are winging it. By being proactive and prepared, you can increase client confidence and provide a valuable service.

featured speaker
Sarano Kelley

Sarano Kelley is CEO and co-founder of The Kelley Group, Intl., a premier communication-skills training company that provides professional speaking, training, and coaching to the financial services industry. A communications expert, Sarano was ranked as the largest producer and most successful trainer for the oldest and largest communications training company in the country, only predated by Dale Carnegie. As a senior consultant, and at only 30-years of age, Mr. Kelley’s clients included the senior leadership of Fortune 500 companies and their top business development executives. From his Park Avenue offices in New York City, he provided top-level training in communications skills for companies such as: IBM, Xerox, Ford, GM, Pfizer, Boston Consulting, and many others.

Stewart Reid
Director, Intermediary Distribution,
Western Canada

Since joining BMO in 2006, Stewart has leveraged his 28 years of sales experience to help Advisors grow and manage their practices, while utilizing BMO’s leading solutions within their portfolios. He began his career in sales with an IBM dealership, followed by Kodak, organizations highly regarded for their outstanding sales and product training. Stewart progressed within these organizations and others over 12 years, from geographic sales regions, to major and then national accounts. He then leveraged his passion for investing and background in sales to become an Investment Advisor, where he successfully built his practice over an eight-year period. Stewart attended McMaster University with a focus on commerce and computer science.

BMO Global Asset Management is a brand name that comprises BMO Asset Management Inc., BMO Investments Inc., and BMO’s specialized investment management firms. BMO Mutual Funds are offered by BMO Investments Inc., a financial services firm and separate entity from Bank of Montreal.

This webinar is for information purposes. The information contained in this webinar is not, and should not be construed as, investment, tax or legal advice to any party. Investments should be evaluated relative to the individual’s investment objectives and professional advice should be obtained with respect to any circumstance.

™ Registered trade-mark of Bank of Montreal, used under licence.