Sales Development · Wealth Management
Your advisors may be great with money.
But they were never taught how to earn trust.
Wealth management firms invest heavily in investment products, portfolio construction, and market analysis. Few of them train advisors to build relationships with high-net-worth families on equal stature. That's the gap, and it's fixable.
Start a conversationThe problems nobody talks about
Three things costing your
practice AUM right now.
When a client introduces you to their friend or cousin or business partner, they are putting their personal reputation behind you. Most advisors convert fewer than one in three of those introductions.
The relationship is almost always with the first generation, but the second generation has their own relationships. Advisors who are building trust with the next generation right now are the ones who keep the assets.
Every advisor on your team has their own style. A client who loves Advisor A and gets handed to Advisor B feels the difference and quietly starts looking elsewhere. A shared system, not a script, is what makes a practice scalable.
The approach
Trust doesn't come from
a great slide deck.
High-net-worth families don't decide to move assets just because you made a compelling presentation. They decide because you've earned the right to be trusted with information. That's a different sequence than most advisors are built for.
Using the Sandler methodology, I work on that sequence: creating equal business stature and slowing down the conversation long enough to build trust. Monthly reinforcement makes sure the skills are actually applied, not just introduced and then forgotten.
High-stakes, cross-cultural relationships require a specific kind of process. Advisors learn to show up in a very specific way, in a very specific sequence, over time.
A better meeting process fixes the referral conversion problem, and the AUM impact is immediate. This is about having a system, not about charm.
Uncovering the full picture, including assets at other institutions, real estate holdings, and business interests, requires a specific kind of discovery conversation most advisors were never trained to have.
Navigating multigenerational family structures, including international family dynamics and second-generation relationships, before the wealth transfer occurs.
A shared system, not a script, creates a common language and process that makes a practice scalable rather than dependent on any individual advisor's style.
Confidently discussing fees, minimums, and long-term commitments. Creating clear next steps and advancing client decisions without pressure tactics.
"Learning the Sandler system from Aron felt less like a class and more like being coached by someone who understands building relationships at a level most people never reach. He didn't just teach me Sandler. He changed the way I approach every conversation."
Dane Borda · Co-Founder, REAil
About Aron Schreier
26 years of high-stakes
relationships across borders.
917-287-2860
I came to Sandler as a client, not as a trainer. After 26 years in commercial real estate, representing institutions like Gulf International Bank, Nordea, Banco do Brasil, and Petrobras, I adopted the Sandler methodology because it was the only framework that addressed why sophisticated buyers stall, deflect, and defer.
What I work on with private wealth advisors isn't technique, but the sequence. Learning to slow down the business conversation long enough for the trust conversation to actually happen, and to approach those conversations with equal business stature. That's what changes the relationship, which changes the AUM.
Monthly reinforcement coaching is the core differentiator of every engagement. Skills introduced in a training room fade without reinforcement. The 12-month coaching structure ensures advisors apply and internalize new behaviors, not just learn them.
Diagnostic
The AUM Trust Gap Scorecard.
Ten questions that show exactly where your advisor team is leaking AUM. Takes two minutes.