Discover how Michael Konopaski built Designed Wealth from $0 to $7 billion in assets under administration in just 3 years—competing directly against Canada's biggest banks with virtually no marketing budget.

In this episode of Sales Leaders Unscripted, host Justine Tindall sits down with Michael Konopaski, Managing Director of Designed Wealth, to uncover the unconventional sales and business development strategies that helped him succeed where 97% of financial advisors fail.

What You'll Learn:
Sales & Marketing Strategies:

Why direct mail outperforms digital in financial services (and how to use it effectively)
The LinkedIn algorithm secrets that drove 5,000+ hours of organic reach
How to compete against billion-dollar brands with minimal budget
The critical difference between selling features and solving pain points

Business Development:

Managing a 98% failure rate while scaling to 175+ advisors
The 2-3 year sales cycle strategy for high-stakes B2B deals
Why you should never call prospects (and who you should focus on instead)
How to identify and attract advisors ready to make the move

Leadership & Growth:

Transitioning from startup survival mode to sustainable scaling
The hardest part of hiring business development reps (and why salary expectations are crushing startups)
Building a self-managing team as you scale
Why your market should emerge rather than be targeted

Real Talk on Challenges:

Dealing with last-minute deal collapses after 100+ hours of work
Competing against $5-15M signing bonuses from private equity firms
The truth about hiring salespeople who "look great on paper"
Managing 50 head office staff + 175 independent business models

Key Takeaways:
🎯 Stop targeting local markets—think 100x bigger from day one
📧 Old school tactics (direct mail) work when everyone else abandons them
🤝 Authenticity and transparency beat polished corporate messaging in B2B sales
⏰ Accept the long game: B2B sales cycles can span 1-4 years
💰 Performance-based compensation attracts truly motivated salespeople
🎨 Your market will emerge when you solve real problems—don't force it

About Michael Konopaski:
Michael Konopaski is Managing Director of Designed Wealth, bringing 30+ years of experience building and leading investment dealers across Canada and the US. As a former portfolio manager and CPA, he founded the IIAC Small and Independent Dealer Committee and serves on the CRO Ontario District Council. He holds a Master's in Finance, PhD in Management, and CFP and CIM designations.

I hope you enjoy this episode!
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– Justine and the Sales Leader’s Playbook podcast team

Visit Phoenix Coaching Works here: https://sandlertrainingsystems.com/book-a-call

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Welcome to Sales Leader’s Playbook, the podcast that dives into the minds of Ontario’s most driven owner-led businesses. Hosted by Paul Tindall, CEO of Phoenix Coaching Works, this show explores how entrepreneurs in industries from industrial supplies to software, agencies to manufacturing are building, leading, and selling in a constantly changing market. Each episode shares practical insights from business owners still in the trenches — covering lead generation, sales strategies, team management, operational challenges, and the growth lessons learned along the way. Whether you’re running a small sales team or leading a growing firm, Sales Leader’s Playbook delivers real-world stories and strategies you can apply to drive results, overcome obstacles, and seize opportunities.