Morrinson Wealth is now working on breaking barriers around wealth management. “There’s a lot of stigma that often comes hand in hand with talking about money,” says Davies. “People don’t often go home and speak openly about the topic – they tend to kind of muddle through. So the educational piece is quite big for us now.”

By accessing a vast pool of potential clients to work with, Morrinson Wealth has diversified their client base.

Financial education has become a new entry point for connecting with customers. Through a broader base of customers, Morrison Wealth can connect with individuals who may not have even considered wealth management previously.

Driscoll adds that Sales Navigator allows them to reach out to diverse clientele: “In the past, we would be largely limited speaking to household names. But now we can speak to independent business owners who would also achieve a lot of value from our services, but would otherwise be too busy to find us, and likewise too small for us to identify them. Sales Navigator has widened the spectrum of people we can add value to.”

Morrinson Wealth offers corporate financial planning and wellbeing services, and Sales Navigator is instrumental in identifying key decision makers at target companies.

Driscoll explains their strategy. “We know which companies and sectors we want to work with. Using Sales Navigator, we can dive into those companies to see the decision makers and their seniority levels. This enables us to be a lot more targeted with our efforts.”

Davies goes on to discuss the impact of Sales Navigator on revenue: “We have had revenue generated with Sales Navigator over a 12-month period. This is also the biggest value return in revenue for any single investment Morrinson Wealth made in lead or demand generation tools and data.”

In a world that is moving toward more data-driven automation, Morrinson Wealth is leaning into data-enabled personalization.

Davies has seen how Sales Navigator is carving out space in the big data environment. “LinkedIn is one of the only and best places I know that can help you become hyper-personalized with your messaging.”

“Our model is very much bespoke, face-to-face financial planning,” says Davies, “And Linkedin helps us to have that bespoke and personalized element to our outreach and thought leadership.”

Morrinson Wealth has seen the benefit of requiring the use of Sales Navigator to conduct business over LinkedIn.

Both the business development team and financial advisors have access to Sales Navigator. “We know how powerful it is,” explains Davies, “And users have the added benefits of enhanced targeting filters and extra InMails.”

This change has created consistency across the organization. “It makes training much easier. It means we’re all on the same page.”