Profile
"West Oak’s success has come from always putting our clients’ best interests first and always finding ways to improve and add more value to them"
Andrew mcquiston,
west oak family office, wellington-altus private wealth
Including the nearly 10 years he’s spent as a wholesaler working with retail investment advisors mainly in the downtown Montreal area, Patrick Landucci has been in the financial industry for more than 12 years. And while the industry has gone through tectonic changes since the pandemic hit in 2020, he’s taken the disruptions in stride.
“It’s not easier or more challenging. It’s just different,” Patrick says. “It’s allowed me to reinvent myself. … I think as we come back to what looks more like a normal environment, we’ll have more tools in our toolkit and become better at what we do.”
As advisors devote a lot more of their day to screen time, he has adopted a few new best practices to allow for more efficiencies in his business. Because he knows getting advisors’ attention through their daily barrage of emails will be difficult, he has learned to record and send short videos containing important messages or information to people across his network.
Advisors are tightening their product shelves and working with fewer companies; Patrick estimates that the average advisor today will partner with three or four companies, compared to seven years ago when they’d work with six. For him, that represents an opportunity to deepen the wholesaler-advisor relationship.
“It’s allowed someone like me to go way beyond just product and help advisors with other aspects of their business, such as tax strategies and planning, or business development,” he says.
As firms across the financial services industry increasingly rely on digital technology to survive and thrive, Patrick has taken it upon himself to help some advisors build their virtual strategy out with their own clients. That includes brainstorming on client seminars as well as providing some guidance on how to look and sound your best in a digital context.
From a product perspective, he says there’s rising interest in non-traditional investments, which has pushed him to develop an expertise in alternative investments. And while the industry-wide pressure toward low-to-zero fees hasn’t quite gone away, he takes every chance possible to shift conversations toward communicating value.
“In the absence of value, I think price becomes a very important topic,” he says. “I’m helping advisors communicate the value they provide to their clients for the fee that’s charged. In the same way, I have to make sure advisors understand the added value that comes with our products, when a competing product is offered at a lower price point.”
The key to Patrick’s success as a sales professional, he says, hasn’t been his ability to sell as such. Rather, he strives to adopt a consultative approach, putting himself in the client’s shoes before proposing any type of solution. In line with that philosophy, he follows one important rule of thumb whenever he’s building a new connection.
“Never sell on your first interaction. My first meetings are always to learn about the advisor’s business from a portfolio construction standpoint and a business development standpoint,” he says. “I want to know their objectives, where they want to be in a few years, and what their growth targets are. From there, I can think about what I can do to help them achieve that.”
900 Boulevard de Maisonneuve O, Montreal
(514) 287-5631
patrick_landucci@manulife.ca
linkedin.com/in/patrick-landucci-8001403a
manulifeim.com/retail/ca/en
Patrick
Landucci
District Vice President, Wealth Sales
Manulife Investment Management
Read on
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French
Profile
Including the nearly 10 years he’s spent as a wholesaler working with retail investment advisors mainly in the downtown Montreal area, Patrick Landucci has been in the financial industry for more than 12 years. And while the industry has gone through tectonic changes since the pandemic hit in 2020, he’s taken the disruptions in stride.
“It’s not easier or more challenging. It’s just different,” Patrick says. “It’s allowed me to reinvent myself. … I think as we come back to what looks more like a normal environment, we’ll have more tools in our toolkit and become better at what we do.”
As advisors devote a lot more of their day to screen time, he has adopted a few new best practices to allow for more efficiencies in his business. Because he knows getting advisors’ attention through their daily barrage of emails will be difficult, he has learned to record and send short videos containing important messages or information to people across his network.
Advisors are tightening their product shelves and working with fewer companies; Patrick estimates that the average advisor today will partner with three or four companies, compared to seven years ago when they’d work with six. For him, that represents an opportunity to deepen the wholesaler-advisor relationship.
“It’s allowed someone like me to go way beyond just product and help advisors with other aspects of their business, such as tax strategies and planning, or business development,”
he says.
As firms across the financial services industry increasingly rely on digital technology to survive and thrive, Patrick has taken it upon himself to help some advisors build their virtual strategy out with their own clients. That includes brainstorming on client seminars as well as providing
some guidance on how to look and sound your best in a digital context.
From a product perspective, he says there’s rising interest in non-traditional investments, which has pushed him to develop an expertise in alternative investments. And while the industry-wide pressure toward low-to-zero fees hasn’t quite gone away, he takes every chance possible to shift conversations toward communicating value.
“In the absence of value, I think price becomes a very important topic,” he says. “I’m helping advisors communicate the value they provide to their clients for the fee that’s charged. In the same way, I have to make sure advisors understand the added value that comes with our products, when a competing product is offered at a lower price point.”
The key to Patrick’s success as a sales professional, he says, hasn’t been his ability to sell as such. Rather, he strives to adopt a consultative approach, putting himself in the client’s shoes before proposing any type of solution. In line with that philosophy, he follows one important rule of thumb whenever he’s building a new connection.
“Never sell on your first interaction. My first meetings are always to learn about the advisor’s business from a portfolio construction standpoint and a business development standpoint,” he says. “I want to know their objectives, where they want to be in a few years, and what their growth targets are. From there, I can think about what I can do to help them achieve that.”
Milestones
2020
Insurance Business Magazine | Key Media
Top Prospector of the Year, Mutual Funds
at Manulife
2020
Lorem ipsum dolor sit amet, consectetur adipiscing elit. A volutpat laoreet suscipit duis. Diam aliquam sed ut massa viverra a, eget libero.
2016-2019
Ted Talk in collaboration with key media
TOP Prospector of the Year, Mutual Funds
at Manulife
Top Wholesaler, Wealth Sales at Manulife
Top Net Sales, Mutual Funds at Manulife
2016-2019
Lorem ipsum dolor sit amet, consectetur adipiscing elit. A volutpat laoreet suscipit duis. Diam aliquam sed ut massa viverra a, eget libero.
2013-present
Ted Talk in collaboration with key media
District vice president, Wealth Sales
at Manulife Investment Management
2013-present
Lorem ipsum dolor sit amet, consectetur adipiscing elit. A volutpat laoreet suscipit duis. Diam aliquam sed ut massa viverra a, eget libero.
2012-2013
Ted Talk in collaboration with key media
Business development manager, Wealth Sales
at Manulife Investment Management
2012-2013
Lorem ipsum dolor sit amet, consectetur adipiscing elit. A volutpat laoreet suscipit duis. Diam aliquam sed ut massa viverra a, eget libero.
2010-2012
Ted Talk in collaboration with key media
Financial service representative at TD Bank
2010-2012
Lorem ipsum dolor sit amet, consectetur adipiscing elit. A volutpat laoreet suscipit duis. Diam aliquam sed ut massa viverra a, eget libero.
2010-2012
2012-2013
2013-present
2016-2019
2020
Patrick Landucci
District Vice President, Wealth Sales
Manulife Investment Management
Read on
Special Report
Home
Bio
Milestones
Profile
Including the nearly 10 years he’s spent as a wholesaler working with retail investment advisors mainly in the downtown Montreal area, Patrick Landucci has been in the financial industry for more than 12 years. And while the industry has gone through tectonic changes since the pandemic hit in 2020, he’s taken the disruptions in stride.
“It’s not easier or more challenging. It’s just different,” Patrick says. “It’s allowed me to reinvent myself. … I think as we come back to what looks more like a normal environment, we’ll have more tools in our toolkit and become better at what we do.”
As advisors devote a lot more of their day to screen time, he has adopted a few new best practices to allow for more efficiencies in his business. Because he knows getting advisors’ attention through their daily barrage of emails will be difficult, he has learned to record and send short videos containing important messages or information to people across his network.
Advisors are tightening their product shelves and working with fewer companies; Patrick estimates that the average advisor today will partner with three or four companies, compared to seven years ago when they’d work with six. For him, that represents an opportunity to deepen the wholesaler-advisor relationship.
“It’s allowed someone like me to go way beyond just product and help advisors with other aspects of their business, such as tax strategies and planning, or business development,” he says.
As firms across the financial services industry increasingly rely on digital technology to survive and thrive, Patrick has taken it upon himself to help some advisors build their virtual strategy out with their own clients. That includes brainstorming on client seminars as well as providing some guidance on how to look and sound your best in a digital context.
From a product perspective, he says there’s rising interest in non-traditional investments, which has pushed him to develop an expertise in alternative investments. And while the industry-wide pressure toward low-to-zero fees hasn’t quite gone away, he takes every chance possible to shift conversations toward communicating value.
“In the absence of value, I think price becomes a very important topic,” he says. “I’m helping advisors communicate the value they provide to their clients for the fee that’s charged. In the same way, I have to make sure advisors understand the added value that comes with our products, when a competing product is offered at a lower price point.”
The key to Patrick’s success as a sales professional, he says, hasn’t been his ability to sell as such. Rather, he strives to adopt a consultative approach, putting himself in the client’s shoes before proposing any type of solution. In line with that philosophy, he follows one important rule of thumb whenever he’s building a new connection.
“Never sell on your first interaction. My first meetings are always to learn about the advisor’s business from a portfolio construction standpoint and a business development standpoint,” he says. “I want to know their objectives, where they want to be in a few years, and what their growth targets are. From there, I can think about what I can do to help them achieve that.”
Milestones
2020
Insurance Business Magazine | Key Media
Top Prospector of the Year,
Mutual Funds at Manulife
2020
Lorem ipsum dolor sit amet, consectetur adipiscing elit. A volutpat laoreet suscipit duis. Diam aliquam sed ut massa viverra a, eget libero.
2016-2019
Ted Talk in collaboration with key media
TOP Prospector of the Year,
Mutual Funds at Manulife
Top Wholesaler,
Wealth Sales at Manulife
Top Net Sales,
Mutual Funds at Manulife
2016-2019
Lorem ipsum dolor sit amet, consectetur adipiscing elit. A volutpat laoreet suscipit duis. Diam aliquam sed ut massa viverra a, eget libero.
2013-present
Ted Talk in collaboration with key media
District vice president, Wealth Sales
at Manulife Investment Management
2013-present
Lorem ipsum dolor sit amet, consectetur adipiscing elit. A volutpat laoreet suscipit duis. Diam aliquam sed ut massa viverra a, eget libero.
2012-2013
Ted Talk in collaboration with key media
Business development manager,
Wealth Sales at Manulife Investment Management
2012-2013
Lorem ipsum dolor sit amet, consectetur adipiscing elit. A volutpat laoreet suscipit duis. Diam aliquam sed ut massa viverra a, eget libero.
2010-2012
Ted Talk in collaboration with key media
Financial service representative
at TD Bank
2010-2012
Lorem ipsum dolor sit amet, consectetur adipiscing elit. A volutpat laoreet suscipit duis. Diam aliquam sed ut massa viverra a, eget libero.
2010-2012
2012-2013
2013-present
2016-2019
2020
Patrick Landucci
District Vice President, Wealth Sales Manulife Investment Management
Read on
Special Report
Home
Bio
Milestones
2020
2019
2018
2022
2021
2020
Insurance Business Magazine | Key Media
Received Best Lawyer in Canada Award (Employment and Labour Law)
2020
Lorem ipsum dolor sit amet, consectetur adipiscing elit. A volutpat laoreet suscipit duis. Diam aliquam sed ut massa viverra a, eget libero.
2022
Ted Talk in collaboration with key media
Received Best Lawyer in Canada Award (Labour and Employment Law)
2022
Lorem ipsum dolor sit amet, consectetur adipiscing elit. A volutpat laoreet suscipit duis. Diam aliquam sed ut massa viverra a, eget libero.
2022
Ted Talk in collaboration with key media
Ranked in Chambers Canada
(Employment and Labour: Non-Unionized Employees – Ontario)
2022
Lorem ipsum dolor sit amet, consectetur adipiscing elit. A volutpat laoreet suscipit duis. Diam aliquam sed ut massa viverra a, eget libero.
2022
Human Resources Magazine | key media
Ranked in Chambers Canada
(Employment and Labour: Non-Unionized Employees – Ontario)
2022
Lorem ipsum dolor sit amet, consectetur adipiscing elit. A volutpat laoreet suscipit duis. Diam aliquam sed ut massa viverra a, eget libero.
2021
human resources | key media
Listed in Canadian Legal Lexpert Directory
(Employment Law – Employer)
2021
Lorem ipsum dolor sit amet, consectetur adipiscing elit. A volutpat laoreet suscipit duis. Diam aliquam sed ut massa viverra a, eget libero.
Milestones
Career Accolades
2020
2016-2019
2013-present
2012-2013
2010-2012
2020
Insurance Business Magazine | Key Media
Top Prospector of the Year, Mutual Funds at Manulife
2020
Lorem ipsum dolor sit amet, consectetur adipiscing elit. A volutpat laoreet suscipit duis. Diam aliquam sed ut massa viverra a, eget libero.
2016-2019
Human Resources Magazine | key media
Top Prospector of the Year, Mutual Funds at Manulife
Top Wholesaler, Wealth Sales at Manulife
Top Net Sales, Mutual Funds at Manulife
2016-2019
Lorem ipsum dolor sit amet, consectetur adipiscing elit. A volutpat laoreet suscipit duis. Diam aliquam sed ut massa viverra a, eget libero.
2013-present
Human Resources Magazine | key media
District vice president, Wealth Sales at Manulife Investment Management
2013-present
Lorem ipsum dolor sit amet, consectetur adipiscing elit. A volutpat laoreet suscipit duis. Diam aliquam sed ut massa viverra a, eget libero.
2012-2013
Human Resources Magazine | key media
Business development manager, Wealth Sales at Manulife Investment Management
2012-2013
Lorem ipsum dolor sit amet, consectetur adipiscing elit. A volutpat laoreet suscipit duis. Diam aliquam sed ut massa viverra a, eget libero.
2010-2012
human resources | key media
Financial service representative at TD Bank
2010-2012
Lorem ipsum dolor sit amet, consectetur adipiscing elit. A volutpat laoreet suscipit duis. Diam aliquam sed ut massa viverra a, eget libero.
Listed in Lexpert/ALM 500
(Employment Law – Employment)
Received Best Lawyer in Canada Award
(Labour and Employment Law)
Milestones