How many years have you been in the industry?
Nathan Amor (NA): Since 2006.
Ryan Cipolla (RC): Since 1998, over 20 years.
How many years at SLGI?
NA: I’ve been with SLGI since 2015.
RC: 8 years. I was the first B.C. employee for SLGI.
What did you want to be when you were little?
NA: I always knew that I'd be in business and sales because I was good at it and I liked it. And wanted a job that would allow me to travel. Turns out being a Wholesaler was a perfect fit and that's why I've been doing it for so long.
RC: I wanted to be a dentist or a teacher – it wasn’t until high school that I wanted to be in the financial service industry. I had some family friends that were in senior leadership positions at a mutual fund company and a mid-sized investment brokerage that was bought buy Merrill Lynch. The focus of building and maintaining relationships along with the dynamics of the capital markets definitely drew me to the investment industry.
What gets you excited about your job?
NA: Waking up and getting to build your own business – you have a lot of control over how tobuild the territory. And there's the unlimited potential - it all depends on how hard I work. The more people I meet, the more sales I can generate, and the bigger I can grow our business, all with my stamp on it.
Also, I love helping people. Working closely with advisors is one of the things that is most gratifying for me. It’s helping them help the mom-and-pops businesses to make sure they're set up for retirement properly; that's what really gets me excited for what I do.
RC: My favourite thing about being a Wealth Sales Director is the relationships with advisors – at a business level but also holistically and personally. It’s rewarding to watch my advisors progress, build their businesses and be successful. It’s about helping them leverage the resources we have available at Sun Life and showing them we care in a truly authentic way about their business. It’s helping advisors grow and highlighting opportunities such as the need to focus on de-cumulation and helping them master that technique. With 1,300 people a day turning 65 in Canada, it represents a massive opportunity to increase their business and help minimize longevity risk for clients.
What's most important to you when building relationships with advisors?
NA: Most important thing is that they know that when they come to me, they get the truth – sale or not. Advisors know that I’ll always be available to provide them with the support they may need. Product knowledge is table stakes, but we say at SLGI, 'are you going to get into the weeds with the advisor? Roll up your sleeves to get in there to help them?' I will because I know that that's what makes the difference.
RC: Always knowing an advisor’s business before we talk about product and being product agnostic with our solutions. Knowing the risks associated with the advisors portfolios and highlighting the risks that they may be overlooking. Risks such as longevity or mortality risk, helping them solve for more dimensions of risk and adding certainty to portfolios, which instills confidence.
What’s something you do in your free time?
NA: Travelling for sure. I golf, snowboard, and I’m actually big fan of reading stuff on the markets.
RC: I’m a passionate about alpine and love the mountains. I am an avid skier and cross country mountain biker with family, friends and clients. I also love to read and play tennis and squash.
What’s a little known fact about you?
NA: I was born and raised in the US and am a dual citizen.
RC: I represented the Canadian stock exchange twice in alpine skiing at the world’s largest yearly annual international ski event held Europe.
What are you watching or reading right now?
NA: Reading: I’ve just read Jack Carr’s The Terminal List. Watching: The Last Dance.
RC: Reading: I just finished The Score Takes Care Of Itself by Bill Walsh and I’m now reading Thinking Fast and Slow by Daniel Kahneman which talks about pervasive optimistic bias. I just finished watching, “The Last Dance” with Michael Jordan; it was a masters class in leadership.
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