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The Advisor Delta™ is your essential guide to mastering the wealth management industry. Hosted by Worldsource Wealth Management, this podcast delivers expert advice, actionable insights, and innovative strategies to grow and elevate your practice.
Join industry leaders for interviews, thought-provoking roundtables, and quick-fire 'Ask Me Anything' Q&A sessions, as we cover everything from emerging trends to leadership development. The Advisor Delta™ is more than just a podcast—it's a partner in your success. We aim to provide high-value industry insights while building a community of like-minded professionals who can learn from each other’s’ experiences.
Start listening today and unlock the tools, strategies, and inspiration you need to elevate your wealth practice with The Advisor Delta™. For more episodes and insights, don’t forget to subscribe and visit us at www.worldsourcewealth.com. And remember, together, we can take your practice to the NextLevel™.
Narrator: Welcome to The Advisor Delta™, the practice management podcast dedicated to helping investment advisors grow their business and reach their goals. Whether you’re looking to scale your practice, streamline operations, adapt to emerging technology, or deliver more value to clients - this is the place for actionable insights, thoughtful leadership and innovative strategies. Brought to you by Worldsource Wealth Management. Let’s dive in!
Ariel: Hi everyone. I'm Ariel McGill, Vice President of Practice Management at Worldsource Wealth Management. And welcome back to The Advisor Delta™. Now, today's guest has been with Worldsource for nearly 30 years, experiencing our growth, our pivots and the industry's shifts from a front row seat. Armed with the CFP, CLU, CEA and CPCA designations, Harry brings deep technical expertise, but it's actually the way that Harry blends that knowledge with his family-first philosophy that has created a practice with remarkable staying power. Please join me in welcoming Harry Perler, Financial Planner at Perler Financial Group.
Ariel: Harry is also the CEO and Co-founder of Perler Financial Group, along with his wife Anita. Now, because the practice of. Now, because the topic of practice longevity has so much depth, we're actually gonna shake things up a little bit today with this episode kicking off a two-part spotlight. Think of today as the foundation, and in part two, we’ll build on it with insights from Perler’s Financial Planner David Olejnik and Branch Manager Leslie Marsden.
Ariel: Finally. I am not flying solo, and I'm joined by a co-host that you probably already know If you've tuned into some of our previous episodes, I am truly pleased to welcome back Pooja Wallia, our Vice President of Partnerships and Business Development. Pooja, welcome and Harry, welcome.
Pooja: Thank you so much, Ariel. I've had the privilege of working closely with the Perler financial team for quite some time now, and have seen firsthand how they operate as a unified values-driven practice in an era where succession planning and durable multi-generational practices are front and center. Harry, your story has always stood out and I'm so excited to dive into the session with you today with Ariel.
Harry: Thanks. I didn't realize I was so important until I listened to the two of you, so thanks and, and welcome here.
Ariel: Now, Harry, since this is our first time meeting face-to-face, I'd love it if we could start at the beginning now, when you and Anita decided to start building Perler Financial Group, what was happening in the industry at that time that made you start feeling that your own firm was the right next step?
Harry: Uh, great question. Uh, Anita and I started September of 92. Uh, and there was a huge shift going on in the insurance what was happening, in my opinion, it was starting to recognize independence. It was starting to recognize the value of money products because it had been very insurance only products, uh, and now it was growing in a different direction.
Harry: I was about two weeks into my career, uh, and someone said, you really have to go to Whistler. They have a fantastic speaker. His name was Jimmy Rogers, he founded the Rogers Group, uh, one of the most respected firms, uh, in Canada. So I listened to this guy on pins and needles for about two hours and after, I went up and talked to him, and I was asking him everything because I really didn't know anything at the time, and I said, well, what are you doing? How did you do this? How did you make your decisions? Why did you go independent? Uh, like why did you leave the insurance industry? And, you know, he told me, Harry, the insurance, uh, industry was a great way for me to start. But, I didn't want someone else controlling my ability to be successful. I wanted the freedom to be able to make the choices I need, uh, to properly service my clients, which entrust me as well as, uh, allow my business to grow as far as I wanted it to grow.
Harry: Uh, and I really took that to heart. And so. After that conversation, I knew that there was just no question. I wanted to be independent and wanted to go down that road.
Ariel: That's fantastic and I, I think we'll explore some of those themes a bit later as well. But going back to how this started because you and Anita built Perler Financial together, it was a business obviously built by family in service of other families from the very start. Now how did that foundation shape the way you think of accountability and decision making?
Harry: Yes. Uh, yeah. We've been a team from, from day one, and I've always teased with Pooja that, uh, uh, that I come from a Leave it to beaver type family. I think when you come from that type of, uh, family, you, you just come up with a caring background, uh, thinking about other people when you make your choices.
Harry: Uh, it's not just, Hey, this is all about me. Uh, and my wife did and does play a massive role in that. you know, in a family, each one of you takes on a role. Mm-hmm. Uh, each one of you has a responsibility, uh, you know, in our house. Believe it or not, my wife looks after all the finances.
Harry: Oh, really? People go, what? Like, and I go, yeah, she's been in the industry forever and I've always found that, uh, you know. I end up not having the time or the desire to wanna look after ours.
Uh, but. You know, understanding the roles and the importance that family plays. Anita and I also looked at our staff and our clients as sort of an extension of our family. And so because of that, uh, we have the same passion of looking after that family members have.
Harry: When, when, when you're looking after your mom or your dad or or a brother and sister. You know, you cannot replace that type of desire to look after people. Mm-hmm. And so that's what we brought to our practice. You know, from our staff, to me, they're, they're like part of our family to our clients, which is like extended family. And I know I'm repeating myself a little bit, but you, you cannot fake caring. And I think that really comes out in the relationships that we have with our clients.
Ariel: I, I will say, um, and I hope this doesn't sound hokey when I walked in today, it felt like a hug, and I can see how your clients feel supported and cared for here.
Pooja: I, uh, it's, first of all, thank you so much for giving that context. So you mentioned 1992 meeting Jimmy Rogers and then, you know, really delving into this money side of the business and starting to give that more holistic approach to your practice, because the insurance side was only looking after one piece. When did you start to look at that from your practice standpoint? So it was even Anita, but when did you start to grow your business?
Pooja: And I, I'll tell you the intention of my asking. One of the things that always tends to stand out for newer, younger advisors is I wanna. Have an assistant or an associate, I do need more support, but should I spend the money there or elsewhere? When do I start growing my business? Do you have any advice with that lens?
Harry: Absolutely. And right away. Okay. Uh, I honestly, uh, Anita and I, when we look back at things, we couldn't afford any of the decisions we made. Uh, but we just had the confidence that we would be able to make it work. Uh, you know, back when we started, like, now you have all these clients, so it's great 'cause you can have a referral only business.
Harry: But when we first started. We had no clients. Uh, my clients were, were picking up the phone and said, hi, you know, my name's Harry Perler. I'm a financial advisor. I work with a lot of business owners out in your area. I'm gonna be out there next week. And I, and I was hoping I might be able to pop by and introduce myself and, uh, you know, I can't tell you how many people told me to take a hike, but you've continued a phone.
Harry: You continue to do that. What happened once I started becoming a little successful, Anita and I, and we were able to, uh, not totally afford a staff, but we decided that we were gonna do is the first thing I, I did when I talked to Jim. He said, if you can afford to pay someone else to do the jobs that aren't worth your time.
Harry: Do it and do it as quickly as possible. Because he said one of the mistakes that I made, uh, was I took too long in making some of my decisions and looking back in hindsight. So I took what, uh, Jim said to me, uh, to heart, and immediately I hired a telemarketer and, uh, they set up all my appointments. Anita was looking after the office and I was basically running around, uh, you know, seeing as many people as I could possibly see to start building that, uh, client base.
Pooja: That's wonderful. Great advice. Thank you. Yeah, I'm sure that's a question a lot of people have, that are coming into the business.
Right? When do we start expanding that team? So thank you for that.
Pooja: Something that you send that resonates was talking about the deliberate nature of your decision making and as someone who's seen firsthand how intentional you are in every decision you make. And as I said, we've been working together seven years and I've yet to find you waiver on any of those.
Pooja: It's very intentional, it's direct, it's quick, and, and that is a key to working with the entire team here. So I can definitely attest to what you just said. Relationships are such a core part of who you are. I'd like to hear more about your perspective on what it really means and requires for an advisor to show up intentionally for their clients, and how do you do that?
Harry: Yeah. Uh, first, uh, thank you and, uh, you know, everything we do is it's by design. Uh, I've always had the old saying that people don't plan to fail, but they fail to plan. Mm. So everything we do is intentional. Uh, we, uh. There's two things that I find critical in, in guaranteeing or I know you can't guarantee, but controlling your own success.
Harry: Uh, number one is you have to have your goals. So, you know, we always have three different goals that we want to accomplish within our business. Every single year. Uh, and then number two is we design a plan to be able to achieve those. And I find that if you do those two things, then you're controlling your own path and you're controlling where you're, uh.
Harry: Firm will end up down the road. It's, it's not by chance, it's by design. Uh, so yeah. I mean, again, tho those are all planned, uh, right. Our, our clients matter to us. Um, they're the most important thing in our day. Mm-hmm. Like, they've entrusted us to help them and their families get to the goals that they want to achieve.
Harry: And, and our role is to show them the most tax and cost effective way of doing that. Right. And it's not always. Easy. Like sometimes you have to be in their lives during difficult times too, right? Uh, help them through in, in different difficult, but again, everything here is by design. And even the people that I'm fortunate enough to get to work with, they're.
Harry: Amazing individuals that care, uh, they want to ensure that people are looked after properly. Uh, so it's just not coming from us. It's intentional from everyone in the firm. It's something that we look for when we're bringing in a new team member. Uh, because you, you can't f fake your heart.
Pooja: I love that you can't fake your heart. I, I like that.
Ariel: I, I took mental note of that as well, actually. Absolutely. That, that's gonna go in my future autobiography.
Pooja: I have a, a quick follow up. I'll give a bit of context here as well as to, as to, well, I think I know how you're gonna answer it.
Pooja: So, when I first came to you last year and said, “Hey. I’m thinking of doing some succession planning work with practice management.” what prompted this topic, was having this unhinged conversation with someone talking about how they're using AI for their financial planning needs.
Pooja: And I had asked you at the time, what are your thoughts on this? And you gave me your opinion. So as an extension of the conversation today, a few years on…how has this view been challenged or deepened? So which position would you take and how has it shifted?
Harry: Great question, Pooja. Um, I think the fundamentals never change. Uh, you know, what really matters with is your relationship. Uh, your relationship is king. Uh, it right dictates everything. You know, AI can come in and it's intimidating. All these different new technologies can come in. I actually look at some of these things coming in as advantages, not disadvantages we can use.
Harry: Like I look at how our own business has developed, uh, you know, communication is one of the key things that we have with our clients, how we communicate with our clients. So has changed over the years. Mm-hmm. Like before, I used to just phone. People, uh, or send them a newsletter. Uh, now we actually do videos, right?
Harry: Yeah. And we send it out twice a month. One is a market update, one is an educational so people can see us. Uh, so again, uh, technology, ai, all these things are. You know, and even the industry itself has gotten more and more complicated.
Harry: But what is important has always stayed the same. The relationship and caring that you have with your clients and your staff, uh, on both sides, that to me never changes some of the tools and the environment around it does, and we just look at how to use those things to make our relationships deeper and simpler.
Pooja: That's wonderful.
Pooja: I really appreciate that, that context and that lens. So as time has continued, have you done anything differently when we think about succession planning from your client side of the business? How do you deepen your relationships with your clients or wrap your arms around them?
Harry: That is also a very good question, Pooja. Um, you know, when I felt so lucky being in this industry and actually making money from it because I just love doing what I was doing. And so one of the things we started off Anita and I was, well, how do we say thank you to our clients?
And so we put on this little client event, and of course it went over super well, and next thing you know, we're starting to get referrals. And we started doing more and more client events, and one of the things that I found was you build a certain relationship when it's business only. But when you are in a social setting with your clients, the type of relationship changes — you become far more than just their financial advisor. You become a trusted friend. And that relationship gets to a whole different level, and I really urge people: don't just deal with your clients in the office. Have events, appreciating what they do for you, and build deeper relationships with them.
Now, Anita and I get invited to our friends and clients' daughters and sons' weddings. On a negative side, you go to funerals. But you're part of their lives. You've become much more, and it enables you to deepen that relationship in a whole new different way.
Pooja: So are your client events just directly with your clients or are they family events where your client's families are also included?
Harry: A hundred percent families are included. And some of them, they're able to bring friends too. Yeah. So it's a great way to make even new relationships.
Pooja: Right. That's wonderful.
Ariel: I think that's really powerful, and again, we sort of go back to what drives a truly strong, deep relationship — really being inside the fabric of their lives and being able to see them and truly understand what's important to them. I want to know that my advisor gets me and gets what myself and my spouse are truly wanting out of life. So I love to hear how you've incorporated that into the Bible of your practice.
Harry: Yeah. Well, a perfect example is we had a casino night at our house. We had people that are obviously friends and clients. We hired a professional photographer, everyone got to go home with a picture, and two years later I'll search and send out a picture — boy, that was a lot of fun. It just enables you to interact and create a relationship that is so much closer than if it was just an office-only relationship.
Ariel: Well, I hope you got a gambling license for your casino night. That'll be my final point on this topic.
Ariel: Excellent. and it's not that surprising how really the foundation of your practice has always been relationships and that probably will never change. But then all of the different ways that's delivered do change. So when we talk about the care, that you instill in your practice. Of course, this really adds up over time, are there any other behaviors that you think have made a substantial difference in how your clients view you with the trust that they do?
Ariel: Because they view you and your team as their trusted advisor, and that is a really powerful position to hold. What's got you there?
Harry: There's definitely been changes along the way. I mean, uh, I think growing up in that, leave it to Beaver family is really what started and, and, and started the process. But one of the understandings that I had a, uh, long time ago was it's can't just be about Anita and I and, and so bringing the team in.
Harry: Creating the relationship with the whole team, not just one person. Uh, really strengthened and grew the relationships that we had with the clients, and we were able to, to service them even better. So instead of just, okay, they're phoning and Harry's gonna deal with it all the time. Now we have a whole team that's servicing Laura, who runs our planning department, Leslie, who's our ops manager.
Harry: We've got. Four different advisors now that are in here, all of us sharing the relationship, all of us, uh, you know, helping to strengthen and, and, and improve that relationship with the clients and make them feel more at ease. Uh, you know, we've got Tyla who looks after all our social media and Kelsey as well.
Harry: Um, again, it's, I think that team approach has really grown. That base value proposition that we have with our, our clients, uh, into this new, uh, new era that we're in. I, I have to say, I love hearing how you describe the value that the team brings to it, because of course, teaming is the future of the industry.
Ariel: We hear about it all the time, but it's rare that I hear an advisor speak about it in the way that you do, and it really allows you to. You know, all those arms that are wrapped around the relationship make it so much stronger as opposed to, you know, somebody being there to take some of the work off of your plate.
Ariel: So I think that's really inspiring and I, I, I will remember that specific answer for a long time. Yeah. And I can jump right in. I mean, one of the exciting things when you see the team grow into that role is actually seeing your client's phone. Not ask for you, you know, you know, they'll ask for one of the other advisors, they'll ask for, uh, you know, Laura in the planning department.
Harry: And it just, I can't tell you the joy it brings me, uh, recognizing that because that also leads into succession planning and how you have to create. A value beyond yourself. Mm-hmm. It can't just be about you. Uh, you know, and if you really care about your clients, you wanna protect them as well. I wanna know that they're okay, God forbid if something happens to me.
Harry: So that again, just is something that excites me. And definitely your clients and their families. Having that financial self-confidence that no matter what happens, they have that support is extremely powerful. So, uh, kudos on that. Thanks. Now we're talking a bit about the team-based model, obviously, uh, that you've just described to us, but we also know that independence.
Ariel: Has played a key role in your firm's, uh, and your practices, development and operation. Maybe from your perspective, you could tell us how the independence has influenced the trajectory of your practice over the years. Yeah, that's also a great question. I think one of the. Biggest values of being independent is that you recognize that you control a lot more of the decision making.
Harry: Uh, you, no one has a hundred percent autonomy. Like you have to work through a dealer, you have to have compliance issues. But being independent, you recognize, I think there's a blurred line with people that are not independent. You know, they, they want all the values of being independent and then they want all everyone else looking after and paying for everything else.
Harry: When you recognize that every decision that you make for your own firm and is up to you and that you get to control your success level, uh, that to me, uh, when I talked to Jim right from the beginning was what excited me the most? It, it's scary. It's. Harder to begin with, but when you get to control your own, uh, destiny, to me, nothing else, uh, can take its place.
Harry: I don't have to be frustrated because I have to wait for someone to approve that. I can say yes or no right away. Uh, and now we're growing to have the team say yes or no. Yeah. It's no longer, uh, you know, sometimes I get out voted and they'll sit there and go, no, Harry, that's not a good idea. And, and I love it because you go, oh, you know, actually, now that you guys put that into that perspective, I actually agree with it.
Harry: Mm-hmm. I, mm-hmm. Take back what I was saying. So yeah, it's a fun time to be. Excellent. Now building on that, What would you say constitutes a really strong dealer advisor relationship, uh, and what that looks like in practice.
Harry: Communication. Uh, I think communication is number one. All of us have our own agenda. Uh, and if you can have a good communication and a great relationship with the people you're working with, like we have with you, mm-hmm. Uh, you know, I can't tell you what an impact that plays because. You Worldsource will have what they need to have.
Harry: Perler Financial Group will have. What they need to have. What we need in, in a strong relationship is to find out how do we marry those two things together? How do we bring the needs of all of us together and then have one plan that we can walk for together? Uh, and if you have good communication and a good relationship. That, to me is a number one value.
Ariel: That's fantastic. Uh, and in light of the fact that you two, Pooja and Harry have worked together in this capacity for several years, I would actually ask you the same question, Pooja. What do you think constitutes in the, in the context of our conversation today, a really strong advisor dealer relationship?
Pooja: Well, I'll go back to our very first meeting. And I'd asked Harry and the team at the time, what is it that you need from us? And. That was the first thing it, it wasn't a, here's what I'm here to talk to you about.
Pooja: Here's my agenda, here's the plan. Here's what we stand for, here's what I stand for. It's what do you need? I'm here to support your business. Mm-hmm. And I got very clear, slightly terse answers on what the need was. And understandably so, right? Because the other half of that was understanding the why, and that why was very clear to me on how to move forward with the relationship.
Pooja: So that open and honest communication, lending back to what Harry was saying earlier, was important for me to understand.
Pooja: I understood the needs analysis differently, and it's now a point of memory for me as to why it's important to reprioritize what I do
Pooja: That's a very long answer for me to say: always be curious and ask why. Always be willing to communicate and check in and see how things are doing, and then stay consistent, right? I think those are the three things.
Harry: Yeah, and Pooja, you just said exactly why the relationship is working because you care and you're asking. It's no different than when the relationship we have with our clients. I have to know, if we're looking five years down the road and I want you to be a raving fan, what do I need to accomplish in the next five years?
Harry: What do I need to accomplish in the next year? What happens is too often I see in other firms, the firms doing all the things for themselves. The advisors are doing all the things for themselves, and both of them are unhappy. Mm-hmm. Now, there's always gonna be issues that you can't. Fix that. You have to go through difficult times together. But if your communication's there, if you have a clear plan that's been designed or participated with both parties, I guarantee you nine times outta 10 you're gonna be successful. And the other one time you'll work your way through. Mm-hmm.
Pooja: That's probably one of the other key things, if I had to add a fourth, is that some people think consistency also means static, but it evolves. It always evolves. The needs of the client evolve.
Ariel: Yeah. That's, you know, it's very interesting to hear you both talking about this. 'cause it reminds me of, you know, when I would ask my mother, what's the secret to a long and happy marriage? It's much the same as what you're talking about here, open communication, allowing it to evolve, understanding where you both are at.
This is a really f uh, fun way of looking at it, so I appreciate that. Yeah, no problem.
Pooja: I will ask a very quick question. Sure. So as you've done this, has hindsight really taught you something or surprised you along the way with the way things have turned out and what ended up mattering more than you expected?
Harry: Ooh, that's a lot of, that's a big question. I mean, it's, uh. When you first start in the business, you really, you think you know a lot more than you do. Right. Uh, you know, and some of the things that I didn't realize how important were at the beginning was goal setting. Mm-hmm. Uh, and how that can help, actually control your successes or failures.
Harry: 'cause if you do look at most people, uh, when they are. Mapping their way through. They don't have a well-defined plan. They just sort of have ideas in their head and they don't put it down on paper. And, and so when I want to get my clients to get to all of their goals, we build a plan like you do not become a client at Perler Financial Group without a comprehensive financial plan showing you the most tax and cost effective way of you getting to your goals
later on hindsight too was how lucky I was meeting Jim Rogers at that stage because I see other people in the business for. 30 years and they don't even have a personal assistant.
Harry: Mm-hmm. Right? And I'm looking at them thinking you are nuts. That you are doing all of these things yourself, right. When your time needs to be more valuable and you need to start bringing in other people to do those things.
Pooja: That's great. Thank you.
Ariel: Yeah. It sounds like you really benefited from his hindsight.
Harry: Huge. And, uh, he, I can't tell you, and this what I've always said, you don't have to recreate the wheel, look at and find someone who's successful and sort of is in a place where you have a lot of respect for them and you say, that's what I want to be, and sit down with them and find out all the things they're doing, that's your starting point.
'cause I promise you, if you do all the same things, you'll end up getting the same success levels.
Ariel: Now on that note, I'd like to sort of finish off by, you know, asking you for a final takeaway, Harry. We've talked a lot about how your team has grown. Of course new advisors bring fresh perspectives, which you really welcome and value.
Ariel: Now, how has Perler Financial continued to grow alongside these changes without losing your sense of identity?
Harry: I have learned so much from the new advisors that have come into this office,
just their whole perspective on relationships and time, and so it's a firsthand learning experience that you get by bringing in new people and new ideas, and empowering them, to feel comfortable, to be able to share those ideas with you.
I really, really believe in a team approach. But it's not being afraid that you have to be right all the time.
you know, and you empower them to be able to make some of these decisions. Some of them may not work, but a lot of them do and, and I've learned to become a much better advisor and I'm able to service and communicate with my clients way better because of what I've learned from the people coming in here.
Harry: My core values. You know, will never change. I'm family. I care. I, I, I want to ensure that everyone is looked after property. That part never changes, but how I deliver that service, how I deliver that communication, how we create and grow the relationship that gets added to continuously.
Ariel: That's excellent.
Ariel: Thank you very much once again, Harry and Pooja — this has been a truly fantastic conversation. Coming from practice management, I love to hear how you and your team have developed the relationships you have, because that's truly the foundation of what we do and what allows the firm to really grow to be a bigger part of our clients' lives. A hardy thank you to both of you, and I look forward to speaking with some of your team in part two of the series with David and Leslie.
Pooja: Thank you so much, Ariel, for having me as part of the discussion today with Harry. What has really come out of all of this is that you truly are everyone's partner — whether it's your clients, your teammates, or ours at World Source. You're just the best, and it's been so wonderful to have you here sharing all of your thoughts with us today. Thank you.
Harry: Well, thanks both of you. I absolutely love doing this. I love so much what I do and I enjoy talking about it. So thanks again for having me.
Pooja: Our pleasure.
Ariel: Until next time. I look forward to seeing everybody joining us for the second part of this series with Leslie and David, who will be talking about some of the other intricacies of Perler Financial. But again, thank you for joining us today and have a wonderful day.
Narrator: Thanks for tuning into The Advisor Delta™! We hope you found today’s episode valuable to supporting your practice. For more episodes and insights, don’t forget to subscribe and visit us at www.worldsourcewealth.com. And remember, together, we can take your practice to the NextLevel™.
Mutual Funds and Segregated Funds provided by the Fund Companies are offered through Worldsource Financial Management Inc., sponsoring mutual fund dealer. Other Products and Services are offered through Perler Financial Group Inc.
The views and opinions expressed in this podcast are those of the participants only. This podcast is for informational purposes only and does not constitute financial, legal, or professional advice. Listeners are encouraged to seek professional guidance for their specific needs. Worldsource Wealth Management does not endorse any products, services, or companies mentioned in this episode.
Worldsource Financial Management Inc. is a mutual fund dealer. Worldsource Wealth Management Inc. is a dual-registered firm, both as a mutual fund dealer and an investment dealer. Both Worldsource Financial Management Inc. and Worldsource Wealth Management Inc. are members of the Canadian Investor Protection Fund (CIPF) and the Canadian Investment Regulatory Organization (CIRO) and subsidiaries of Worldsource Group of Companies Inc., a wholly owned indirect subsidiary of the Fédération des caisses Desjardins du Québec (FCDQ), which is part of the Desjardins Group.