Generating quality leads while managing a thriving client base can be a challenge. Bilal Malas, Head of Client Success and Partner at Lux Sales Consulting, recently sat down with Tyler Milne, Vice President and Senior Investment Advisor at Canaccord Genuity, to discuss how he generated 40+ client appointments monthly and $10M+ in AUM with the SLS Framework.
Bilal Malas: “Today, I’m thrilled to have Tyler Milne with us. Tyler joined Lux Sales Consulting about two months ago and has already achieved remarkable results. He’s generating 45 appointments per month with ideal clients, specifically international mining executives. Tyler has also closed about $2 million in assets under management (AUM), which has translated into approximately $40,000 in revenue. Tyler, it’s great to have you here. Can you tell us a bit about your background and the clients you work with?”
Tyler Milne: “Hi everyone, I’m Tyler Milne, Vice President and Senior Investment Advisor at Canaccord Genuity and the principal of the Milne Advisory Group. I’ve been in the industry for about 14 years, with a focus on mining executives. Canaccord was originally known as a mining shop, so a significant portion of my client base consists of international mining executives. Over the years, I’ve had considerable success, but I started facing a challenge. As my client base grew, I found it difficult to balance servicing clients with prospecting for new leads.”
Bilal Malas: “It sounds like managing both aspects was becoming a bottleneck. So before you joined us, you were mainly relying on cold calling to fill the gap. How did this impact your business?”
Tyler Milne: “Exactly. In the past, I was focused on cold calling and prospecting, but as my client base expanded, it became harder to dedicate time to these activities. My revenue was growing, but not at the pace I wanted. When I started recruiting other brokers, I noticed their revenues were increasing faster than mine. That’s when Ramsey from Lux Sales Consulting reached out to me.”
Bilal Malas: “You decided to explore a new approach by joining our SLS framework. Can you share how that transition impacted your business?”
Tyler Milne: “The shift has been incredible. With the SLS framework, I stopped having to cold call and could focus solely on engaging with interested leads. In the past two months, I’ve generated 90 appointments—45 per month—with ideal clients. I’ve closed $2 million in AUM and made $40,000 in revenue. It’s made me feel almost lazy because I have all these leads and I’m not even halfway through them yet. The process has streamlined everything for me, making it much easier to connect with qualified prospects.”
Bilal Malas: “That’s impressive. How does it feel to have this new system in place, and how has it changed your work dynamic?”
Tyler Milne: “It feels fantastic. Having a steady stream of qualified leads has been a game-changer. I can now focus on closing deals rather than hunting for prospects. It’s been a huge time-saver and has allowed me to maximize my efficiency. Even though I’m still using a low-tech approach for my notes—pen and paper—it’s working well for me. The framework has really delivered on its promise.”
Bilal Malas: “Before we wrap up, what advice would you give to other investment advisors who might be considering joining the SLS framework but are on the fence?”
Tyler Milne: “I’d say go for it. It’s a business development expense that’s tax-deductible, and the results speak for themselves. The framework makes it easy to generate high-quality leads without the usual hassle of cold calling. It’s worth every penny. Now, whenever I have downtime, I’m talking to qualified leads instead of scrambling to find them.”
Bilal Malas: “Thank you for sharing your experience, Tyler. We’re excited to see your continued success and help you scale further. It’s been great having you here.”
Tyler Milne: “Thank you, Bilal. I’m looking forward to even more growth and success.”
This interview highlights the significant benefits of integrating the SLS framework into Tyler Milne’s business model, showcasing how a strategic approach can lead to exceptional results in the competitive world of investment advisory.
