Director of Multimedia
Ben D. Jones
Managing Director – Intermediary Distribution
BMO Global Asset Management
Product Strategy Manager
BMO Global Asset Management
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You’ve built a successful practice. But times have changed, and your practice likely needs to adjust in order to continue growing. The key? Let go and be willing to evolve in order to thrive.
We’re joined by Matt Ackermann, Director of Multimedia at Investment News, to discuss change. Not the type that piles up under your couch cushions, or in your car, but the type of change that evolves a practice, grows the business and makes existing customers happier. Matt also talks about his key learnings from producing and hosting a series called Practice Makeover, where advisors from around the country work with coaches and marketing professionals to evolve and overcome business obstacles.
In this episode:
- Transitioning from “I do everything” to “I trust my team”
- Why coaching matters and how to choose the right coaching team for your practice
- Why marketing has become crucial to success
- How technology may play a role in your evolution (hint: Don’t come down with “shiny new object” syndrome)
- Through it all, trust yourself and the characteristics that make your practice unique
Like what you hear?
Matt Ackermann – Take the client experience to the next level. No one’s asking you as advisors to throw away everything that’s worked. Just alter one thing. Wouldn’t it be nice, when that client and his wife walked in, if you knew that last time, she had a Diet Coke and he asked for a coffee with cream? Isn’t that nice? So I’d go back to it’s nice to be nice. That’s something my mom always taught me, it’s something that I still live by. It’s going to go a long way. It sounds super simple, but I’m not telling you you’ve got to put gold in your lobby. I’m just saying elevate yourself a little bit.
Ben Jones – Welcome to Better conversations. Better outcomes. presented by BMO Global Asset Management. I’m Ben Jones.
Emily Larsen – And I’m Emily Larsen. In each episode, we’ll explore topics relevant to today’s trusted financial advisors, interviewing experts and investigating the world of wealth advising from every angle. We’ll also provide you with actionable ideas designed to improve outcomes for advisors and their clients.
Ben Jones – To access the resources we discuss in today’s show, or just to learn more about our guests, visit bmogam.com/betterconversations. Again, that’s bmogam.com/betterconversations. Thanks for joining us.
Emily Larsen – Before we get started, one quick request. If you have enjoyed the show and found them of value, please take a moment to leave us a rating or a review on iTunes. It would really mean a lot to use.
Disclosure – The views expressed here are those of the participants and not those of BMO Global Asset Management, its affiliates, or subsidiaries.
Ben Jones – Today’s episode is all about change: How advisors can evolve to bring in more business and make their existing customers happier. How coaches and marketing firms can help change a practice, and where to start making those changes.
Matt Ackermann – If you talk to some of these advisors, and you get to hear their voice, or better yet, get to see them in their best environment — you know, some of my favorite advisors, when they’re not being advisors, is when you really capture who they are. We did a whole series called “Secret Life”, where we actually went out fly boarding with one advisor, and we went with another advisor – she worked with charities. These advisors are such multi-faceted people. You need to see it to believe it in my eyes and in my estimation, and I get excited when I get to actually show those stories, instead of just the written word. It was an experience that I’ll never forget. I did do it, try fly boarding. I got about 10′ off the water before smacking into it, into Lake Powell, but it’s something I’ll never forget.
Emily Larsen – That’s Matt Ackermann, director of multimedia at “Investment News.” You may be wondering how a journalist with a deep knowledge of financial advising ended up fly boarding on Lake Powell in Utah as part of his day job.
Matt Ackermann – So it’s actually a fun story. I’ve been covering the wealth management industry for 17 years. I started as a reporter, I worked my way up to be an editor, but all along, I had this idea, this vision about how really video is a great medium for communication. I finally found the firm in “Investment News” that not only saw the benefit in video but saw the benefit in me taking it to the next level. So over the past four years, we’re really grown our multimedia endeavors. We are doing everything from conference coverage to events to custom series, which we’re really super proud of, and even some really great reporting and multi-media packages that have just blown folks away, and I’m really super proud of everything we’ve accomplished and the great team I get to work with every day.
Emily Larsen – As part of the multimedia content that Matt directs, he is the producer and host of a series called “Practice Makeover.” If you want to check out the series once you’ve listened to this episode, the links are at bmogam.com/betterconversations. “Practice Makeover” helps advisors around the country by setting them up with coaches or marketing professionals. These experts help advisors reach the next level of their practice and overcome business obstacles. Along the way, Matt hopes advisors watching “Practice Makeover” can learn a few things they could implement in their own practice.
Matt Ackermann – I really do believe people get the most education when they’re being entertained. For this audience of advisors, they all want to be the smartest person in the room. I mean we all do, right? We want to be the smartest person in the room. But for advisors, they need to be impressing folks, so even when they talk to me, they’re giving me their best answer, and not, sometimes, the real answer. So what we want to do is to create a show that enabled them to put themselves in the shoes of somebody, perhaps, that isn’t great, but they’re a good advisor, and they could see, through that advisor, how they could improve their practice. That’s really the goal of “Practice Makeover” is, as the audience watches it, they learn tips and strategies on how their practice can get better and improve.
Ben Jones – I think there’s five seasons that are out —
Matt Ackermann – Yes.
Ben Jones – — and available on the website. We’ll link to those in the show notes, but is there a plan for a season six?
Matt Ackermann – There is, there is. We’re actually in the process of casting for season six, and if there’s advisors listening that are interested in coming aboard, we’d love to showcase you and your firm. My goal right now is the find a firm either that’s in one of two things: either a firm that’s looking to make an acquisition or is in the process of acquiring, or a firm that wants to totally transform their technology efforts. Technology has been a major theme of this show throughout, but I would love to find that advisor who — take him from Microsoft Excel and make his practice really excel with technology. That would be an amazing transformation.
Ben Jones – If you’d like to be considered for season six of the “Practice Makeover” series, Matt told me the best way for listeners of this show to reach him is to e-mail him directly at email@example.com. That’s firstname.lastname@example.org. And remember, Ackermann has two Ns in it. Now the primary reason that we asked Matt to join the show is that we wanted to glean some of the common themes from all of the video series and work that he’s done, and we wanted to do this in an effort to gain some of the insights for our listeners as to how to change the conversations about their practices in their own minds.
Matt Ackermann – So I think the biggest challenge that we always seem to find is advisors are overwhelmed. So usually what that’s a result of is this practice that they’ve built has grown beyond them. Their success has started as a micromanager, as somebody who handled every piece of that practice, and it’s hard to let go. I think if there’s one thing that advisors can learn, they have to learn to let go, to learn to be a CEO and trust the people around them. Trust the people you hire. I think that is number one, if I was to put it out there as the biggest thing that advisors have a hard time doing is stepping out of that practice manager role and into a role as CEO of your company. That is really the key to success for a lot of these advisors. And then I think about that and the next thing is yeah, but what got me here is being a great advisor, a great stock picker. Well, you have to remember, what got you here is not going to get you there, so think about that as you look to grow your practice.
Ben Jones – You know, we’ve had some other guests on, Steve Sandusky and Carl Richards, who have talked about this idea of deciding if you want to be the CEO of your firm or if you want to be a practitioner, and is that kind of dichotomy that’s playing out in a lot of the people that you’ve talked to?
Matt Ackermann – Absolutely, because a lot of these advisors have to make some tough decisions. Their skill set has always been as a practitioner, but now you’re saying okay, well if you want your company to take the next leap, you have to be CEO, and I imagine Steve said it or Carl said it too, where they don’t know if they want to take that leap. They may be happy with a — hanging their shingle and having a small practice and growing from there. That’s enough for a lot of folks, and there’s nothing wrong with that, either, so I think that’s ultimately a crossroad advisors get to, and a tough decision to make sometimes.
Ben Jones – And so when you’re out doing these practice management series, how receptive have you found advisors to changing?
Matt Ackermann – That’s a great question. I think that what we see is advisors want to change, but can they change and can they reform is a harder step to take. The best advisors we’ve worked with, and I guess I look at one of my favorite seasons, was with Matt Archer and Nina O’Neil in North Carolina, and they were a firm that had to make some seriously hard choices in order to change. They saw growth potential, they saw opportunity, but what they didn’t have was, necessarily, the — everyone’s going Robo, so we’re going to add a Robo element to our practice in order to grow. Now I can tell you, beyond that series, beyond the final episode, they had to change broker/dealers, and then on top of that, now they’re looking at making an acquisition, so they’re all about growth, and they’re the kind of firm that I love to profile, because it wasn’t just about exposure, being on “Practice Makeover”, it wasn’t just about getting some free Robo platforms for a while, it really was about changing everything about them, and their story really makes me proud.
Ben Jones – And so I’ve got to imagine they’re almost the outlier in that they really embrace change and breaking the status quo bias that a lot of people fall into. What do you find was the secret of their — the mental secret as to why they were so willing to just change and grow and adapt?
Matt Ackermann – I think it came down to the two of them. First of all, they, compared to a lot of the folks we’ve talked to, they’re very young still, so they can look to adapt a practice, and they’re young enough to be very nimble. They’ve grown up and seen the success of technology, so they’re not fearful of it. They’ve grown up seeing the success of firms that merge and how succession planning works, and they’re not afraid of it. I think, for an advisor really to succeed, if they want to, to grow and expand their practice and be that CEO, the key to it is let go and be willing to change and adapt to a changing environment.
Ben Jones – Obviously, you’ve probably seen the opposite, which is some advisors that really haven’t been able to make that shift. Is it fear? What is it that leads them to not being willing to just make that shift?
Matt Ackermann – I think what really hampers people from changing is, as I was saying before, the success that they’ve had, you’re rocking an applecart here. A successful applecart. Some of them are older. Some of these advisors are 50 plus that we’ve talked to, and they’re already on the downward slope of okay, I’m ready to start thinking about retirement and moving on from my career. So it’s hard to make change when you’ve had a successful model and you don’t see how this change is going to help you have a better retirement or how it’s going to help your clients, so you’re very reticent to what that may mean.
Ben Jones – Deciding whether you want to step into the role of CEO or remain a practitioner requires deep contemplation and, ultimately, conviction around your choice, and for many, this can be an unnatural fit, because as humans, we have a bias for the status quo. But beyond the lesson that change is hard, Matt has some valuable takeaways after doing five seasons of the “Practice Makeover” series, and one of them is that firms that have hired coaches have had more success instituting real change. So I asked Matt, what makes a good coach?
Matt Ackermann – I think the key first is, when you look for a coach, is finding somebody that matches with you personality-wise. Some of these firms have a lot of different coaches in them, and you can kick the tires on a few of them, but you also have to have a coach that’s going to hold you to task, which is hard, because a lot of these advisors are paying for this service, right? So it’s hard, sometimes, for somebody to hold you to task when you’re providing payment to them. You have to find somebody who is going to hold you and say hey, you were supposed to do this and you didn’t. You’ve got to keep up and do the right thing here or this relationship isn’t going to work. Finding a good coach that matches you personality-wise, that’s going to hold you to task, and that ultimately, at the end of the day, is going to find ways and means to move your practice ahead. What advisors usually tell me where they grow weary with the coach, too, is when the coach begins — they feel like they’re just giving them lip service and providing a cookie cutter response instead of dealing with their individual circumstances. That’s usually when they start ignoring them. So finding somebody that you match up with well and somebody that you begin to build a relationship with, they’re ultimately going to be the most successful coach for you.
Ben Jones – So a couple of the common themes that I picked up over the last five season — one is technology, and the second is marketing. So you mentioned marketing a little bit ago. Tell me, why is marketing such a challenge for advisors?
Matt Ackermann – I think the problem is marketing is completely outside your skill set, and also, advisors don’t have a lot of patience, when it comes to marketing. If something fails, if something doesn’t work immediately, they want to move on from it. They want to fire that PR firm, they want to fire that marketing firm, they want to change completely. But marketing requires patience, and it’s funny, and I think it’s kind of ironic, when you think about it, because advisors preach patience to their clients constantly, but when it comes to their own business, their own marketing strategy, they have a really hard time being patient.
Ben Jones – No, I think that’s so true. If you think about the ways that many advisors that are in their 40s and 50s now started in the business, they were really on the friends, family, and referral track when it came to marketing, and now with digital and some of the advents of social, marketing has become really crucial to an advisor’s success in the way they brand and the consistent image they put out in the marketplace. Given that you’ve seen so many of these advisors, what are some of the — maybe a few of the simple tips that you’ve learned that could help advisors listening today?
Matt Ackermann – So some simple tips when it comes to marketing strategies is — first of all, figure out what you want to be and where you want to be. Do you want to be a local advisor or national advisor? Oftentimes, this is going to help you figure out what footprint and what sandbox you should be playing in, and where you should market. I think where you should market is as critical as what you should market. So if you’re somebody that is like hey, I’ve established myself here in Raleigh, North Carolina, or Chicago, then stay local with your advertising. If you’re somebody that wants to build a national brand, that’s where publications like mine are advantageous. And then who should be somebody you should work with here, too? There’s great PR firms and great marketing firms to partner with out there, and again, it’s the same thing with coaches. Kick the tires and find somebody you like working with and somebody you have similar vision with as well for what you want to be. You don’t want somebody that’s going to market you nationally if your plan is local, and the easy — then somebody always says to me so what’s a good way to get started. If I don’t want to hire somebody, I want to do this I say great, okay, start locally. Go to your local newspaper and say to them I noticed you need some content, in terms of your — in your business pages. How about I write a weekly column for you guys giving some tips and strategies for advisors. People can write letters in, I’ll answer the letters, and we go from there. It’s a really simple strategy, really easy way to get started, and a nice way to dip your toe in the water.
Ben Jones – Yeah, I like that. It’s pretty simple. Is it primarily about PR when it comes to advisors marketing, or are there more traditional or even, I guess — what would you call it? New age strategies that advisors can implement. Maybe bigger or more robust strategies that advisors should be considering.
Matt Ackermann – So beyond PR, I always say to think about — start with your footprint. Start with your website. Okay, what message is that sending? That’s the first place people are going to look when it comes to marketing, and it’s a huge mass marketing initiative, that most advisors kind of leave for an intern, really. A lot of advisors, if — and Ben, I’m sure you agree with me, you go to a lot of these websites and you see a lot of the same thing. Happy elderly couple walking on a beach. Here’s a lighthouse, here’s a sailboat, and you’re done. And that’s good as maybe a starting point, but think about this. People are going to return to your website, and if it doesn’t change, you’re really in trouble. You need to think about the content on your website, you need to think about okay, do I need video, do I need photos? I know for myself I love to, when I search for an advisor, I like to go okay, what does this person look like? Let me get a photograph of them, and you need to have these on your website. They need to be first and foremost. They need to come up high on a Google search. You need to find ways to do that, because the Internet can be your best friend or your worst enemy as an advisor.
Emily Larsen – A few episodes of this podcast covered different marketing topics for your business, specifically the episode “PR to Power Your Practice”, with Melissa Murphy of Sunstar, and our episode with Tim Reid, called “Boomerang Marketing.” You can check both out at bmogam.com/betterconversations. Next, Ben and Matt discuss the theme of technology as a change agent in an advising practice.
Ben Jones – So let’s shift over to this idea of technology, and you already mentioned season one, which I know there was a lot of system and technology issues that got worked through with Terry and his firm. This is a really common challenge as I’m out talking to advisors as well. Based on your experience, how do advisors need to think about technology as well as the systems to make those technologies work?
Matt Ackermann – That’s great. I think the technology in and of itself is — it looks overwhelming to advisors, especially an advisor who is starting from scratch. The truth is, there’s a lot of great firms and platforms that you can build upon, and that frankly are able to then adapt to the other technologies that are out there. Starting small is always the best place to begin. Think about what you currently need. So let’s say an advisor is saying well, I need an investment manager platform and I need some sort of CRM platform. That’s going to help me manage my clients and help me tell — make sure I stay abreast of all of them and stay connected there. Now you could go with one platform for something like that. There’s firms like Envestnet out there, that you could connect with something like that, or you could do it as more of an ad hoc basis, and get — here’s the CRM from somebody like Redtail, and here’s a financial planning platform from somebody like Orion. There’s a lot of different ways you can attack technology, but I always say start simple and say to yourself what are the systems I need in place before you start thinking solutions. Thinking of solutions first is a real mistake, and it can be overwhelming if you start saying okay, I’ll grab an eMoney over here and let me jump over here and grab something from Riskalyze, and you just — you’ll end up with a real mess on your desktop, and I just recommend stepping back and saying what do I need and then how do I get there.
Ben Jones – You know, that’s a really powerful piece of advice. I think with technology, oftentimes people in general fall into the trap of a shiny new object syndrome, and what a great way to just step back and strategically looking at your business and say what are the systems I need to execute on the client experience I want to deliver.
Matt Ackermann – That’s absolutely it. That’s a great first step, and you talk to a lot of technology folks too, and it’s easy to get, like you said, enamored by the shiny object of oh wow, that seems like a great solution, but it might not be the best solution for you.
Ben Jones – Now are there any clear easy wins that you could share, as to our listeners, as to some systems that they not only need to have, but how they can make them work better?
Matt Ackermann – So I think right now, if we’re talking about shiny objects, there’s nothing shinier right now is in robo, because I think advisors hear the whole robo platform and there’s an opportunity there, especially for young advisors to help bring their practice down market, right. The key there is to really think about your practice first and determine is this best for you. There isn’t — robo isn’t an enemy, like I think a lot of advisors initially saw something like Betterment and said oh no, they’re going to come in and they’re going to take away all my clients, but what a lot of advisors now seem to realize is it can be a great way to get in more young clients, more clients with less assets than you typically bring in. So I think robo is good, but again, before you go laying in new foundations, step back and start smaller. So there’s great platforms out there that you probably already may be working with. You could probably say — because a lot of these big providers have robo platforms, so I would start by talking to your custodian or talking to your broker/dealer and saying to them okay, well what do you recommend, because I think then it can be as an easy bolt on to something you already have.
Ben Jones – And that makes a lot of sense now. Technology moves really fast and I think you mentioned robo, which is one trend I think many advisors of the industry is following, but are there any other kind of technologies that you see on the horizon that advisors need to be watching for and thinking about how they can grow their business?
Matt Ackermann – So I think about risk management a lot and the reason I do is because I think it’s something that can be a nice foundation for your practice, especially every conversation you have and it’s why somebody like Riskalyze jumps out at me, because when I look at what the work they’re doing in the risk management side, things like risk numbers, it’s an easy way to communicate with clients, especially a client that may be a little confused about how they should be investing and whether or not they’re taking on too much risk or not enough for some of their goals, so I think it’s a really interesting tool to think about, and I think it’s something that attaches well and nicely to a lot on the practice side. So yeah, they jump out right to me in terms of the nice technology tool.
Ben Jones – Yeah, and they’ve done a nice job of simplifying what could be a really complex topic. I mean, risk, there’s a lot of different ways to manage or measure risk.
Matt Ackermann – Right, so instead you’re saying to clients your risk number is 28 and if you’re above that or below that, here’s how you should be reacting to the market. Also, when a client calls you ranting, saying why did my portfolio go down, you can say well, your risk number was this and this is how we reacted based upon your risk number, so it gives you a defense when that client suddenly calls and says why, why is my portfolio going down, so it’s a great way to talk to them.
Ben Jones – You know, in the summer, we had Rebecca Jacques on, talking about kind of goals-based investing and it was interesting to hear her take on when you really move to kind of these goal-based investing frameworks, the conversations actually shift and become a lot easier. It becomes less about what did the market do today and more about how did this impact my outcome.
Matt Ackermann – Yeah, and those people that are thinking goals-based and thinking about how am I saving for college for my kids, how am I saving for that retirement home, how am I saving for retirement, these are better conversations and easier conversations to have and also, it gives you as an advisor a goal in mind to reach for these clients and it makes you — it puts you on the same side of the table as them, and that’s really where you want to be.
Ben Jones – Now, I want to dive into the idea of client experience. So, a lot of what I saw in the series, the “Practice Makeover” series, revolved around getting the client experience right. How do you get the prospect to the client? As their client, how do you transition them and let them know that you’re taking care of them, how do you service them ongoing. What are a few things that advisors can think about that they could easily do to kind of improve that overall client journey?
Matt Ackermann – So, I think when it comes to the client experience, that it’s so critical, right? And it’s something where a lot of coaches would talk about that. When a client walks in, knowing what their favorite drinks are, keeping track of things, so a client feels like they are your only client. And I hear that and I would initially kind of — my nose would crinkle, but it made sense. What’s interesting about it was when they would talk about it, it made sense to the advisors, but what I always found interesting when people would talk about client experience and things like that, is that I just want to believe they’re already giving clients the best experience.
Ben Jones – So, as we wrap things up, maybe — I’d love to just get from you kind of a summary of kind of maybe the three or so things of advice and such that you gathered by doing this show. What are kind of the top three pieces of advice that you feel advisors could really think about and take away from our discussion in the months ahead?
Matt Ackermann – Sure. So I guess I start with change can always seem overwhelming. And so, start with something simple. It’s why even when we do little video interviews, we always end with what’s one piece of advice, because it always can seem — a lot of this can seem overwhelming. Start small. Don’t feel like you’ve got to go out and change your whole technology platform or hire a new firm, or add a bunch of a people. Start something small and see how it feels for you and your practice, and go from there. It’s a journey, right? Start with a simple step and grow from there. The next thing is again, it’s all about simple steps and think about your client first. Think about the client experience, which is something we just talked about. The client experience is critical. So start from there, too, and think about if I was on my client’s side of the desk, how would I want this news delivered? How would I want to talk to them? And if this is about growth for you, if it’s about growing your practice and expanding from here, trust the people you hire and add to do their job right, too. I mean, if — and think about how you’d feel if you were on the other side of the desk and you were the employee and you were being micro-managed. So you know, it’s simple, right. Start small, put yourself in the other person’s shoes, and have a strategy so that you can have big success over time.
Ben Jones – Wonderful. Now, if you think about this from the advisor’s perspective and they go through a transformative change, what does it feel like when an advisor’s practice is being managed really well?
Matt Ackermann – For advisors, I think what it feels like when things are going well is when you can really step back and allow the rest of the machine you’ve created to run itself well. So think about — and it’s hard for advisors to let go and to let your COO or to let another advisor, or let a young advisor step up and do their job, but when these things are going well, you’re really able to step back and work on the business while the other people you work with work with other clients. So think about that. Think about when this business is going great, you’re able to step back and do your job, instead of everyone else’s job.
Ben Jones – I like that. And, you know, as you think about all of our discussion today, if you could put a warning label on your advice, what would it be?
Matt Ackermann – My warning label is always the same: I am studied as a journalist. I am not an advisor, so I don’t know everything you guys go through. Everything I say always comes from the experiences I have. If I was to give you a warning to remember, this is your practice and there are a lot of things that are unique to your practice. What I’ve learned is I’ve done all these seasons is what works in Billings, Montana doesn’t necessarily work in Raleigh, North Carolina or Boston, Massachusetts or Philadelphia, Pennsylvania. This country is very different, so trust yourself, too. Now, if you want to grow, we have some great lessons. We have some great tools. We’ve worked with some amazing coaches, but at the same time, your success is because of who you are and what you have built, and trust that, too.
Emily Larsen – So, to wrap things up from today’s episode, contemplate if you want to be a practitioner or CEO. Let things go. Hire a coach that’s a good fit. Develop a simple, but effective, marketing plan and don’t chase the shiny objects. Instead, focus on what do I need and finally, maybe most importantly, trust yourself and the characteristics that made your practice unique. You can check out the “Practice Makeover” series and the other great multi-media projects that Matt and “Investment News” have created. And of course, thanks to Matt Ackerman for his time on this episode and all the amazing work he’s done to create quality content for our industry.
Ben Jones – As a parting note, on November 14th, I’ll have the show on the road at Impact 2017. I’d love to meet you in person, have a conversation, and for sure would love to hear your thoughts about topics we should explore on future episodes. E-mail me at email@example.com to ensure that we connect.
Ben Jones – Thanks for listing to Better conversations. Better outcomes. This podcast is presented by BMO Global Asset Management. To learn more about what BMO can do for you, visit us at www.bmogam.com/betterconversations.
Emily Larsen – We value listener feedback and would love to hear about what you have thought about today’s episode. Or, if you’re willing to share your own experiences or insights related to today’s topic, please e-mail us at firstname.lastname@example.org. And of course, the greatest compliment of all is if you tell your friends and co-workers to subscribe to the show. You can subscribe to our show on iTunes, Google Play, the Stitcher app, or your favorite podcast platform. Until next time, I’m Emily Larsen.
Ben Jones – And I’m Ben Jones. From all of us at BMO Global Asset Management hoping you have a productive and wonderful week.
Emily Larsen – This show is supported by a talented team of dedicated professionals at BMO, including Pat Bordak, Gayle Gipson and Matt Perry. The show is edited and produced by the team at Freedom Podcasting, specifically Jonah Geil-Neufeld and Annie Fassler.
Disclosure – The views expressed here are those of the participants and not those of BMO Global Asset Management, its affiliates, or subsidiaries. This is not intended to serve as a complete analysis of every material fact regarding any company, industry, or security. This presentation may contain forward-looking statements. Investors are cautioned not to place undue reliance on such statements, as actual results could vary. This presentation is for general information purposes only and does not constitute investment advice and is not intended as an endorsement of any specific investment product or service. Individual investors should consult with an investment professional about their personal situation. Past performance is not indicative of future results. BMO Asset Management Corp is the investment advisor to the BMO funds. BMO Investment Distributors LLC is the distributor. Member FINRA/SIPC. BMO Asset Management Corp and BMO Investment Distributors are affiliated companies. Further information can be found at www.bmo.com.