Matthew Rodier, age 35, is this year’s win­ner of the IIAC Top Un­der 40 Award.

The win­ner of the IIAC Top Un­der 40 Award has made up for his lack of ex­pe­ri­ence by ed­u­cat­ing him­self at ev­ery op­por­tu­nity

Investment Executive - - FRONT PAGE - BY LEAH GOLOB

Rodier, who runs his own prac­tice, Rodier As­set Man­age­ment, un­der the um­brella of TD Wealth Private Wealth Man­age­ment in Mon­treal, owes part of his early suc­cess to a fo­cus on con­tin­u­ing ed­u­ca­tion. To learn the ropes, he took ad­van­tage of ev­ery ed­u­ca­tional seminar and con­fer­ence call avail­able.

MATTHEW RODIER’S COM­MIT­MENT to ed­u­cat­ing him­self and im­prov­ing his skill set has been the key to pro­vid­ing his clients with thought­ful, well-rounded ad­vice.

Rodier, now age 35, be­came an in­vest­ment ad­vi­sor while in his mid-20s. He was able to win over ma­ture, high net-worth clients who were 30 years his senior in part be­cause he was able to trump ex­pe­ri­ence with ex­per­tise.

“The for­mal ed­u­ca­tion that I pur­sued helped me to over­come the ex­pe­ri­ence fac­tor,” Rodier says. “I de­vel­oped the ca­pac­ity to con­verse at a very high level with clients and prospects.”

Rodier now runs his own prac­tice, Rodier As­set Man­age­ment in Mon­treal, which op­er­ates un­der the um­brella of Toron­to­based TD Wealth Private Wealth Man­age­ment. His ded­i­ca­tion has earned him praise from not only his clients but from the in­vest­ment in­dus­try as a whole. Rodier was cho­sen from among 32 nom­i­nees to re­ceive the 2017 IIAC Top Un­der 40 Award.

The award — co-spon­sored by the In­vest­ment In­dus­try As­so­ci­a­tion of Canada, the Cana­dian Se­cu­ri­ties In­sti­tute, Ech­e­lon Wealth Part­ners Inc., Smarten Up In­sti­tute, Ext. Mar­ket­ing Inc. and In­vest­ment Ex­ec­u­tive (all based in Toronto) — rec­og­nizes the next gen­er­a­tion of tal­ented young pro­fes­sion­als whose ac­com­plish­ments have made a mean­ing­ful im­pact on the fi­nan­cial ser­vices sec­tor and their lo­cal com­mu­nity.

Rodier serves 110 client house­holds and has more than $100 mil­lion in assets un­der man­age­ment. When ad­vis­ing clients, he says, he’s less con­cerned with “keep­ing up with the Jone­ses” than with re­duc­ing volatil­ity and risk wher­ever pos­si­ble.

And with TD Wealth’s full suite of ser­vices, Rodier says, he’s able to pro­vide his clients with com­pre­hen­sive sup­port, rang­ing from cash-flow anal­y­sis to busi­ness-suc­ces­sion plan­ning.

Nev­er­the­less, Rodier’s pri­or­ity when meet­ing new clients is not to be­gin man­ag­ing their in­vest- ments, he says, but to ex­plore any press­ing is­sues they wish to ad­dress. Specif­i­cally, Rodier tries to iden­tify a hot topic with ev­ery new client and will be­gin in­tro­duc­ing them to other spe­cial­ists within his firm, as needed. For some of th­ese clients, hot top­ics in­clude how they can draw down their port­fo­lio’s assets, up­date a will or re­duce taxes in the event of death.

In th­ese cases, Rodier is there to sup­port his clients while draw­ing on the ad­vice of other pro­fes­sion­als. “I’m at ev­ery sin­gle one of those meet­ings to make sure that clients feel com­fort­able,” he says. “If there’s a strat­egy be­ing sug­gested or rec­om­mended, I’m there say­ing yes or no be­cause I’m the ad­vo­cate on be­half of my clients.”

Rodier got his first taste of the in­vest­ment in­dus­try as a part­time bank teller at a Toronto-Do­min­ion Bank’s (TD) branch while earn­ing his bach­e­lor of com­merce de­gree at Con­cor­dia Univer­sity in Mon­treal.

After Rodier com­pleted his de­gree, he was in­ter­viewed for a few phar­ma­ceu­ti­cal sales rep­re­sen­ta­tive po­si­tions be­fore TD of­fered him a job as a fi­nan­cial ser­vices rep­re­sen­ta­tive. It was a nat­u­ral tran­si­tion, he says, as he con­tin­ued to ser­vice the same clients he had helped as a teller. Ten months later, Rodier was pro- moted to fi­nan­cial ad­vi­sor and, in 2008, he moved to TD Wealth as an in­vest­ment ad­vi­sor.

To learn the ropes, Rodier took ad­van­tage of ev­ery in­vest­ment seminar or con­fer­ence call avail­able. He has earned his char­tered in­vest­ment man­ager des­ig­na­tion and his life in­surance li­cence, and he has al­most com­pleted the de­riv­a­tives fun­da­men­tals and op­tions li­cens­ing course.

Rodier be­gan his ca­reer just be­fore the height of the global fi­nan­cial cri­sis of 2008-09, but that sit­u­a­tion didn’t hin­der his en­trance into the in­vest­ment in­dus­try. “Ev­ery­one wanted to hear a sec­ond opin­ion,” he says. “No­body nec­es­sar­ily wanted to sign [on the dot­ted line] right away. And ev­ery­one was will­ing to hear an­other ad­vi­sor’s strat­egy be­cause what [clients] were do­ing wasn’t work­ing.”

New ad­vi­sors like Rodier were even able to of­fer clients a fresh look at what the fu­ture might hold dur­ing that dif­fi­cult time. Al­though clients wanted to com­mit a much smaller amount of money than they may have been will­ing to in­vest pre­vi­ously, con­fi­dence could be built over time.

Rodier also at­tributes gain­ing some of his first, most loyal clients to cold call­ing be­fore the Na­tional Do No Call List came into play. “I didn’t rush to get my fam­ily or my in­ner cir­cle in [as clients],” Rodier says. “At the be­gin­ning, if you’re go­ing to make a mis­take, let it be with some­body you’re not go­ing to see ev­ery Satur­day for brunch.”

Most prospects didn’t turn into clients, but cold-call­ing got Rodier into the rhythm of book­ing meet­ings, fol­low­ing up and “fol­low­ing up on the fol­lowups,” he says.

Rodier also fo­cused on build­ing his rep­u­ta­tion by par­tic­i­pat­ing in ed­u­ca­tional sem­i­nars for in­vestors and spear­head­ing a busi­ness ad­vi­sory group that in­cluded fi­nan­cial ser­vices pro­fes­sion­als, ac­coun­tants, lawyers, no­taries and real es­tate agents. Al­though that group no longer ex­ists, it was in­cred­i­bly use­ful to Rodier in de­vel­op­ing his cen­tres of in­flu­ence.

Al­though Rodier’s prac­tice and young fam­ily keep him busy — he and his wife have three chil­dren — he still finds op­por­tu­ni­ties to men­tor in­vest­ment in­dus­try rook­ies and give back to his com­mu­nity.

Last year, Rodier spoke at an ori­en­ta­tion ses­sion for new TD Wealth em­ploy­ees and has opened his door to those with more ques­tions.

Rodier also is in­volved with the Just for Kids Foun­da­tion and cochairs that or­ga­ni­za­tion’s an­nual golf and cy­cling events, which raise money for the Mon­treal Chil­dren’s Hos­pi­tal.


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