Rafael Tirado, Yannik Lalonde, and Étienne d’Alcantara, Senior Wealth Advisors, Scotia McLeod, Montreal, QC

3 days ago

Yannik Lalonde, Étienne d’Alcantara and Rafael Tirado

"There are no shortcuts on the path to success"

Rafael Tirado and Yannik Lalonde, Senior Wealth Advisors, Scotia Wealth Management, have been partners for more than 25 years. They have come across many individuals and when the opportunity to join with Étienne d’Alcantara and collaborate further, they pursued this chance.

They have been a professional trio since 2019, but the way they interact, you would assume it has been much longer. While they don’t always finish each other’s sentences (always being the operative word there, as they do it more often than you’d expect), they are so often aligned with their approach to clients, and they build on each other’s thoughts in intricate ways.

They speak passionately about demystifying investments, using plain language with their goal to explain and ensure that clients are knowledgeable about their portfolios and financial plans.

Investing in quality/investing in clients

Rafael, Yannik, and Étienne see relationship building as key to their every success. They prioritize a comprehensive approach to client discovery, by learning what makes a client tick, as well as what’s important to them not just on the surface, but deep inside, too.

They can discover what concerns clients and in turn customize a financial plan - and it all starts with listening.

“Listening is the most important part of establishing trust with a client,” Yannik said. “I often say, that ‘we have one mouth, but two ears, so listening is twice as easy as talking.’ We have to understand a client’s perspective and goals…otherwise, how can we build a financial roadmap that they can follow?”

That investment in the client relationship often pays dividends because of the trust it builds over time. Their deliberate process allows them to uncover a client’s needs step by step, so they can ensure that nothing important is missed.

“Yannik and Étienne have heard me say this many times, I feel like we live in a fast-food society, now” Rafael said. “Everything has to be immediate. Investors can sometimes have their attention drawn away by new shiny options; those flavour-of-the-month investments they might have seen on social media. Despite being forward thinking, I still like doing some things the old-fashioned way: shaving with a straight razor, polishing my leather shoes by hand, and reading the newspaper – these things might take a bit more time, but it always feels worth it in the long run. We manage investments in a similar way. Take the time to find the quality and use that as the foundation.”

They stress to their clients that owning quality is a tried-and-true investment strategy that has helped build wealth for countless people.

When something seems too good to be true…it probably is too good to be true.”

Good work takes time, and results take effort.

Fortunately for the clients they serve, Rafael, Yannik, and Étienne are always willing to put in the time to ensure they are providing them the best chance of achieving their goals.

Strong foundation

Rafael, Yannik, and Étienne believe that if they leave a mark on something, they want it to be positive.

“We only have one name,” Rafael said. “Our reputation means everything to us. That’s why we are focused on doing the right thing, even when no one’s looking. Shortcuts might seem easy at first, but in the long run, they just make things harder. Do things the right way, the first time, and you put yourself in the best position for success.”

The team holds themselves to a high standard because they see every client as a member of the family. They want each and every person with whom they work have comfort in their relationship with the team.

“My great-grandfather immigrated here and started a flower shop in the east end of Montreal,” Étienne said. “My grandfather followed in his footsteps, and for decades my uncommon last name became synonymous with flowers, kindness, and respect. I had no idea how many people they’d touched until I moved to Montreal, and clients asked if there was any relation. I remain a beneficiary of that strong reputation nearly seven decades later. The story reminds me that our reputation is our legacy, and no matter who you are, or what you do, people will remember. It’s just another reason why we’re so passionate about making a meaningful difference to clients.”

Sometimes, the industry paints too rosy a picture, and doesn’t tell it like it is.

The foundation of trust that the trio builds with clients makes for open and honest conversations.

“I remember a scenario where some clients had a lot of their assets tied up in a condo,” Yannik said. “There was a lot of uneasiness in their plan because their goals would be extremely difficult to achieve given their financial situation. It was a difficult, emotionally charged conversation. They decided to sell that condo, downsizing to something much smaller, that better aligned with their goals. Once they got past the initial shock, they decided they wouldn’t let anything get in the way of their dreams. It was hard, but the results ended up being so positive for them. They are well on their way to building a positive financial future.”

Every client who walks through their doors will recognize one thing immediately: Rafael, Yannik, and Étienne are humble to a fault, and let their work speak for itself. Étienne summed it up efficiently as the interview was concluding, “Put your head down and work. We’ll let the results do the talking.”

Gary Milakovic is a veteran writer with more than a decade in the public sector and corporate communications. He has covered a wide spectrum of topics and his work has been featured by large and small organizations across Canada. Gary is passionate about communication, his writing often focuses on uncovering the “story behind the story.”