Latin American Wealth Management · Aron Schreier

Sales Development · Latin American 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. Almost none of them train advisors to build relationships with international high-net-worth families emphasizing equal stature. That's the gap, and it's fixable.

Start a conversation
1 in 3
Warm referrals converted into clients, across the industry
81%
Of inheritors plan to move assets within two years of receiving them (Capgemini)
25+
Years representing international clients across Latin America, Europe, and the Middle East

The problems nobody talks about

Four things costing your
practice AUM right now.

01
Your client hasn't told you about all their money.

They gave you $2 million to see what you'd do with it. They're watching how you communicate, whether you follow through, and whether you treat them like a person or a transaction. If you pass the test, they bring you more. The path to that money isn't a better investment product, but a deeper relationship.

02
Your referral network is your biggest asset and you're converting less than a third of it.

When a client introduces you to their friend or cousin or business partner, they are putting their personal reputation behind you. However, most advisors convert fewer than one in three of those introductions. It's almost always the same thing: the advisor pitches when the client is still deciding whether to trust.

03
When the patriarch or matriarch dies, you're probably going to lose the family.

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.

04
Your team's inconsistency is costing you clients you don't even know you're losing.

Every advisor on your team has their own style: formal, warm and casual, data-leaning, storyteller. A client who loves Advisor A that gets handed to Advisor B when A takes leave feels the difference and quietly starts looking elsewhere. A shared system, not a script, but a common language and process, is what makes a practice scalable.

The approach

Trust doesn't come from
a great slide deck.

In Latin American client relationships, a family doesn't decide to move assets because you made a compelling presentation, but because you've earned the right to be trusted with information.

That's a different sequence than most advisors are built for. Most are optimized to get the pitch, show the returns, advance the close. With a multigenerational family from São Paulo or Mexico City or Bogotá, that logic ends the conversation.

Using the internationally recognized Sandler methodology, I work with private wealth advisors on the sequence itself, learning to slow down the business conversation long enough for the trust conversation to actually happen. Monthly reinforcement coaching ensures the skills are applied, not just introduced and forgotten.

Trust-building and advisor–client rapport

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.

Referral conversion and first-meeting effectiveness

A better first meeting process fixes the referral conversion problem, and the AUM impact is immediate. This is about having a system, not about charm.

Deep discovery and hidden asset conversations

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.

Multi-stakeholder family wealth decisions

Navigating multigenerational family structures, including international family dynamics and second-generation relationships, before the wealth transfer occurs.

Team consistency in approach and language

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.

Pipeline discipline and business development

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.

Role Co-CEO, Sandler by Strategic Edge · Franchisee, Sandler Training
Also Principal, Cresa New York · Tenant-side commercial real estate advisory
Chambers Chairperson, Membership & Marketing Committee, Brazilian-American Chamber of Commerce · Speaker, European American Chamber of Commerce
Select clients Bradesco Private Bank · Banco do Brasil · Gulf International Bank · National Bank of Pakistan · Petrobras · Nordea · SEB · Axel Johnson · Investor AB · Bank of Ireland · Deutsche Bundesbank · Vietcombank · Commonwealth Bank of Australia · United Bank for Africa
Contact aron.schreier@sandler.com
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.

First Meeting Process
When a new Latin American or international client comes in for a first meeting, does your team have a consistent process, or does each advisor run it their own way?
First Meeting Process
After a first meeting with a prospective HNW client, can your advisors articulate specifically why the client did or didn't move forward?
Referral Conversion
When a current client makes a warm introduction, how often does your team convert that introduction into a new client relationship within 90 days?
Referral Conversion
Does your team have a defined process for the first meeting with a referred prospect, or do advisors treat it the same as a cold introduction?
Hidden Assets & Discovery
How confident are you that your advisors know the full scope of a client's assets, including holdings at other institutions, real estate, or business interests, within the first year?
Hidden Assets & Discovery
When a client seems satisfied but hasn't consolidated more assets with your firm, does your team have a process for understanding why?
Generational Transfer
For your top 20 client relationships, how many of the next-generation family members does your team have an active relationship with today?
Generational Transfer
Does your firm have a defined process for introducing the next generation into the advisory relationship before a wealth transfer occurs?
Team Consistency
If a client worked with two different advisors on your team in the same month, would the experience, the language, the process, the questions asked, feel consistent?
Team Consistency
When an advisor leaves or transfers a client to a colleague, how structured is the handoff process, and how often do you lose the client within 12 months?

Get in touch

Let's talk about your team.

A 30-minute call is enough to identify whether there's opportunity here. No pitch.

aron.schreier@sandler.com