Professional speaker Patrick Leroux hosted the Sales Summit held in Montreal on November 13, 2024, as part of the 27th Congrès de l’assurance de personnes (Life insurance Convention).
Over three sessions during the day, Leroux invited 12 speakers to share how they overcame adversity through strategic planning. Here are the insights of five of them, who have made determination and authenticity the cornerstones of their success.
Whether they simplify complex financial concepts, master their own destinies, or excel at prospecting, these five advisors offer a wide range of products and approach each action with purpose. They know they have a mission aligned with their values.
Prepare your clients
A partner and business owner at Assante Wealth Management, Sébastien Roy has been advising clients for 22 years through his firm, Patrimoine privé 934. Twenty-four months ago, a survey revealed that 85 per cent of his clients watched his videos, while only 20 per cent read his emails. For Roy, video became “a way to clone himself,” implementing a winning strategy commonly referred to by the acronym SYSTEM: Save Yourself Some Time, Energy, and Money.
“Very often, in insurance, we don’t prepare our clients enough.” – Sébastien Roy
His videos simplify insurance issues and solutions, making them easier to explain. He has created a video library that helps prepare for future meetings. In one instance, a client watched a video on critical illness insurance before their scheduled meeting, which effectively sealed the sale before they even sat down together. “Very often, in insurance, we don’t prepare our clients enough,” says Roy. “What used to take me three meetings to accomplish now takes me just one.”
The danger of saying yes
“Choose yourself! It’s the greatest gift you can give yourself.” – Audrey de Champlain
A mother of three young children, Audrey de Champlain took over the family firm, N.D.C. Services financiers inc., in 2015. She told her father she wouldn’t build her business by acquiring client bases as he did. Instead, she would rely on referrals. This courage to say no became even more important when business pressures began interfering with key moments with her children. “I chose myself. I aligned my priorities. Choose yourself! It’s the greatest gift you can give yourself.”
From then on, she began saying “no” to clients who “rub her the wrong way” or to text messages during her vacations. Among all the challenges in the industry, she sees two ways to succeed: having a clear intention behind every action and the discipline to say no. De Champlain is now proud to work four days a week, run a successful business, and maintain a balanced life. “If I deviate from my parameters, it’s because I want to,” she concludes.
How to succeed at prospecting
For 10 years, Vanessa Charbonneau has been an advisor in iA Financial Group’s career network. Her firm, Vanessa Charbonneau Financial Consulting Inc., serves 1,500 families with the help of two other advisors and two assistants. She focuses on the long term. After initially building her client base through traditional prospecting, her clients have since become her main source of referrals. She places particular emphasis on the children of her clients to ensure the continuity of her business.
“I want my clients to think of me as often as possible throughout the year.” – Vanessa Charbonneau
For Charbonneau, prospecting never stops. Her goal is to maximize the potential revenue from her core client base. “I want my clients to think of me as often as possible, to call us and provide us with business opportunities.” Her notes and recommendations guide future meetings. Regular check-ins, calls, emails, and automated reminders keep her in touch throughout the year. “I want to position myself before any financial changes occur in my clients’ lives,” she explains.
Talk about critical illness insurance
“It’s our job to be transparent. We can’t assume our clients know about the services we offer.” – Jade Cantin
An advisor at Cantin Cabinet Conseils, Jade Cantin is also the president of the Regroupement des jeunes courtiers du Québec (RJCQ). As the successor to the family business and an advisor since 2014, she primarily serves entrepreneurs and professionals. Her involvement with the RJCQ has given her an edge: by the time she meets a client, they already know her. “I’ve done a lot of networking,” says Cantin. She sets herself apart with her authenticity: “It’s our job to be transparent. We can’t assume our clients know about the services we offer. If 70 per cent of people haven’t been approached by an advisor, why should we be afraid to offer our services?”
Cantin’s straightforward approach can be summed up in one phrase: “We’re all going to die and pay taxes!” But while we’re alive, there’s also disability insurance, critical illness insurance… “It’s really important! I’ve heard that 90 per cent of people don’t know about critical illness insurance. We need to talk about it, shout from the rooftops that it’s accessible.” She makes her clients aware of these options, raises red flags, and presents all available products. “It’s never too much information. It’s not up to you to decide; it’s up to the client. Most of my clients end up taking all the coverage,” Cantin shares.
Why are you here?
“All the ‘how-tos’ won’t matter if you don’t know why you’re doing them.” – Dominic Lapointe
This was the question Dominic Lapointe, president of Groupe DeVimy since 2006, posed to his audience. A father of four and business partner with his wife, he serves affluent individuals and their families. “How will being here make a difference for you and your business? What is your intention? All the ‘how-tos’ won’t matter if you don’t know why you’re doing them,” he explains.
The “how-tos” are recipes, methods. “It’s good to have good ones. You become the expert in something: say so,” he advises. “No one has the same model; find yours.” His vision is to support and accompany Quebec’s most remarkable entrepreneurial families. “They’re not necessarily the wealthiest, but the ones whose values align with ours. I want the business to last 300 years!” With eight people involved and Lapointe as the sole shareholder, Groupe DeVimy is developing a share ownership program for the firm. “Our values? Human relationships, family, health, and sustainability,” he lists.
