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“Tom was the first investment advisor I met that I did not consider an "itinerant money salesman". He and his team came in and took ownership of developing mutually rewarding relationships with the commercial lenders. He understands the sanctity of the client relationships in the commercial division and went about demonstrating he could put a team of professionals in place to meet the high standards of both the lenders and their clients. His team's advice far exceeded my experience with "bank brokers" and proved that synergy within these departments is possible. If you are looking for someone to break down barriers and help integrate the investment business into the core of your institution then Tom is your man.”

—L. Burwell Gunn
President, COO &Vice Chairman
First Virginia Community Bank

Referral Partner Programs

Why This is Important to You

Sourcing new clients is one of the greatest challenges facing most advisors and advisory practices. The challenge grows as firms sharpen their focus on the vaunted high net worth investor and the number of firms trying to serve this segment virtually explodes.

For most advisors, referrals from clients and other centers of influence provide the best path toward adding coveted high net worth investors to their practice. The logic is pretty simple, the more quality referral sources you have; the more likely you are to reach your goals.

One often-overlooked lucrative repository of such clients can be found in your local bank.

How We Work With You

We recommend that you “capture the fort” instead of a soldier at a time. We help those unfamiliar with the nuances of banking and the quirkiness of bankers, navigate the minefield between your practice and that cache of new relationships and assets. Developing one of these successful alliances could provide you with years of a steady stream of qualified referrals. Think Amway on steroids.

We help you identify which banks to approach and exactly how to approach them. We speak both banker and advisor helping you bridge the gap between what are two distinct businesses with even more distinct cultures.

We will meet with the bankers or develop impactful presentations that you can use to quickly pinpoint and address what is important to them. Bankers’ objectives, fears and proclivities are often far different than you might expect.

We help develop the protocols, processes, legalese and other structural components, including fee sharing, that are critical to success.

We work diligently to manage the expectations of both parties to create an alliance that can span decades.

We continue our work with both parties to ensure each is maximizing the available opportunities.

What This Means For You

    Financial Advisor Training Information
  • A lucrative, incremental new source of clients leading to increased income and profits
  • An alliance with a partner than can help your existing client with traditional banking solutions
  • A potential method for attracting new advisors to your practice
  • A process you can replicate with more than one institution
  • The exposure, trust and prestige your firm can gain through an association with a trusted financial institution in your community
  • You reduce the number of competitors in your marketplace
  • You can test-drive a relationship with a potential buyer of your practice (if succession is an interest or goal).

Who Will Help You

Kane Carlton is a consortium of the best and brightest talent in the wealth management industry. This confederation of seasoned professionals combines decades of practical experience in highly specialized disciplines with a no-nonsense, innovative, results driven focus with a singular mission - to help you.

Tom Kane

Thomas C. Kane, Founder and Chief Transformation Strategist

Learn more about Tom and how his 35 years of practical experience in financial services can help you.



Why Kane Carlton

We help our wealth management clients make informed decisions by providing them with research, competitive intelligence, best practices and innovative, objective solutions designed to reduce costs, increase revenue and stay competitive. Yet, unlike pure consulting we pride ourselves on being on the field and in the game with you, focusing on implementing the work product we create.

We understand that the thin line separating a flourishing career from unemployment and a thriving franchise from a failed business is a combination of the decisions you make. So make your first decision the right decision—decide Kane Carlton.

Learn more about our firm and how we help advisors and advisory practices optimize results in the delivery of wealth management products and services.

Who We Have Helped

See a partial list of people and firms that we have helped.

Where You Begin