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To make the grade, Canada’s best fund wholesalers can no longer think as salespeople but must perform as business partners. Industry leaders have shifted their mindset from ‘here’s what we offer’ to ‘here's how we can help you grow and serve your clients better’.
“We work closely with financial planners and referring advisors, and we see firsthand the pressure they face to demonstrate value to clients, manage compliance obligations, and differentiate in a crowded market,” says Chris Arthur, CEO of Bold Wealth Partners. “The best wholesalers understand that and show up ready to help solve those problems, not just move products.”
Advisors are demanding it. They want wholesalers who can engage at portfolio manager depth, not only brochure depth, speaking credibly about correlations, tax efficiency, and “how [a fund] behaves in a drawdown,” not just last quarter’s performance.
This is mirrored by Wealth Professional’s 2026 survey, which determined the Top 50 Wholesalers. Product knowledge was the joint highest-ranked criteria when advisors were asked, ‘What is most important to you from the following criteria in terms of service you get from a wholesaler?’
Having a wholesaler who is a product expert is crucial in today’s industry, Arthur states. He explains, “As a registered portfolio manager, Bold Wealth builds and manages investment solutions on behalf of advisors and their clients, so we need wholesalers who can engage at that level of sophistication rather than defaulting to a surface-level pitch.”
In addition, Arthur was clear that it’s not about calling every week but rather being there when needed.
“I need to know that when there is a time-sensitive question or a client situation that requires clarity, I will hear back the same day. The wholesalers I respect most are honest when they do not know something and follow up with a real answer rather than a vague one.”
This year’s Top 50 Wholesalers embody that ethos. They are fast, deeply informed, and unashamedly partner-oriented.
Advisors shared their expert insight with WP on how important they rate each criterion for their wholesaler.
The best wholesalers set explicit same-day standards, acknowledge queries quickly, and close the loop without being chased, so advisors can confidently promise clients, “You’ll have that answer today”.
The top wholesalers understand how their funds, ETFs, and structures behave through cycles, how competitors are built, and where each solution fits into the puzzle rather than trying to be the whole solution.
The top performers are clear, concise, and relentlessly relevant: they filter noise, summarize complex ideas into client-ready language, and use multiple channels – meetings, calls, webinars, tightly written updates – without flooding inboxes.
Excellent wholesalers treat launches as education instead of a sales blitz, and explain who the product is really for, what it’s replacing in the portfolio, and how it fits current market and regulatory themes. Advisors value wholesalers who bring “details regarding … new funds being launched, educating us and providing KYPs,” so they can satisfy due diligence standards.
The best wholesalers are reachable across channels, backed by a strong internal team, and maintain a rhythm of proactive contact that feels supportive, not intrusive.
They take the time to adapt to each practice and challenge views when needed, while still aligning recommendations with the advisor’s models, clients, and compliance reality.
The top wholesalers act as practice management partners, sharing ideas, tools, and insights that make the advisor more efficient, more differentiated, and better equipped to serve clients, not just better stocked with products.
True to what’s expected today, Dimitri Antonopoulos doesn’t see himself as a wholesaler but as a partner.
Over the past year, he had doubled down on one simple but demanding goal: becoming a stronger colleague and a more effective partner to advisors. For him, that begins with humility.
“In this business, success comes from listening, learning, and relying on the strengths of the people around you,” he says. He recognizes he can’t do everything alone, so he works closely with his team to become more efficient and better equipped to support advisors at a higher level. That discipline frees up what he values most: time to be truly present with clients.
Rather than leading with product, Antonopoulos leads with curiosity. He spends more time:
listening deeply to advisors’ needs
understanding their long-term goals
helping them uncover new opportunities
He focuses on their practice first – processes, positioning, client experience – and only then moves to solutions.
“My job begins by listening and understanding the advisor’s challenges, goals, and opportunities before ever suggesting any solution,” he explains. “I approach every client with the same care I would extend to my own family.”
Every advisor receives a same-day response, no matter how busy the day is. Antonopoulos maintains constant communication with his internal partners to create a seamless experience, so advisors feel supported whether their needs are strategic, operational, or market-related. When the situation calls for it, he brings in portfolio managers, tax specialists, and portfolio construction experts to ensure advisors have clarity and confidence.
Sometimes, that even means recommending a competitor’s product if it better fits the client. Antonopoulos says, “Advisors know they can trust me because my priority is their success and their clients’ interests. Trust is the foundation of my business.”
Antonopoulos is also relentless about adding value beyond the product shelf. He invests significant time helping advisors build better businesses – generating referrals, structuring their practices to be more efficient and scalable, and elevating their client experience. He regularly holds one-on-one sessions with advisors to review processes, identify gap, and implement practical improvements.
“I do not position myself as a wholesaler, but as a partner who helps enhance the client experience, strengthen their value proposition, and grow their business,” he says. “I measure my success by their success. It’s relationship-driven, not transaction-driven.”
With nearly two decades of experience, Antonopoulos integrates sales techniques, market guidance, communication strategies, and marketing support into a full-service value proposition. Products follow naturally once trust and clarity are in place – never the other way around.
That service ethic doesn’t stop at the office. Outside of work, Antonopoulos is deeply embedded in his community. Coaching his son’s hockey team is one of the most rewarding leadership experiences of his life, sharpening his skills in communication, motivation, discipline, and team building. He and his family also volunteer with Sun Youth, and he regularly participates in client seminars aimed at improving financial literacy, taking pride in breaking down complex concepts in clear, engaging language.
For Joanne Cheng, wholesaling is not about pushing product; it is about delivering strategies that genuinely move the needle for an advisor’s business.
At Dynamic Funds, she zeroes in on three core areas where she knows advisors need real, practical help:
sustainable retirement income
business simplification
smarter portfolio diversification with alternatives
First, she regularly leans on Dynamic’s Paycheque portfolios to help advisors deliver reliable, sustainable income through all market cycles, giving retirees confidence that their income can last while markets inevitably move.
As Canada’s client base skews older and decumulation becomes a front-and-centre issue, Cheng is out ahead of the curve. She works closely with advisors to craft strategies that help investors draw down their portfolios effectively, manage longevity risk, and maximize tax efficiency. It is not just about protecting capital, but helping advisors design income plans that support evolving lifestyles and needs.
Cheng’s second pillar is that simplification relates to many advisors drowning in operational complexity and administrative drag. Through Dynamic’s Investment Management Workshops and a growing toolkit of AI-enabled solutions, she helps advisors streamline their practices so they can reclaim time for client-facing work and strategic growth. Whether it is optimizing workflows, refining investment processes, or tightening segmentation, her focus is always on making the business more efficient and scalable.
The third principle is diversification particularly through alternatives. Cheng is passionate about integrating alternatives into traditional portfolios to enhance diversification and better manage risk. She introduces advisors to ideas and structures they may not be using yet, broadening their toolkit and helping them position more resilient portfolios in an increasingly complex market.
“I believe that when advisors are equipped with actionable strategies, the right products naturally follow,” she explains. “I never push my own agenda; I focus on understanding how I can help them succeed.”
That philosophy shows up in how she shows up. Cheng prioritizes accessibility and responsiveness, making herself available beyond regular business hours for client presentations, events, and meetings. She and her team hold themselves to a clear standard: every call and email is returned within the same business day. They take a proactive, question-led approach, listening carefully to understand the real challenges behind an advisor’s surface-level request.
Her guiding principles are simple but sharp: it is not cold calling – it is “gold calling” and the focus must always be on delivering value, not just products. That persistence, anchored in genuine usefulness, is the engine behind her long-term relationships.
Cheng is also deeply engaged in the advisor community. She speaks frequently at client events, sharing insights and strategies that help advisors grow their businesses and better serve investors. She regularly meets with a group of female advisors to exchange successes and challenges, building a network of collaboration and mutual support in an industry where it is still needed.
Redefining what it means to be a wholesaler by acting as an information hub, strategist, and community builder for the advisors is Tesha Gray’s calling card.
Over the past year, she elevated advisor engagement through a disciplined, value-first communication strategy. Every week, she delivers two targeted emails to her advisors.
One focuses on macroeconomic trends, global markets, and key developments from the prior week, helping advisors make sense of fast-moving headlines and translate them into client conversations.
The second zeroes in on product updates, tax and planning insights, and practice efficiency ideas – the kind of practical guidance that helps advisors adapt to industry change and run sharper, more resilient businesses.
Behind that consistency is Gray and her team collaborating closely to ensure advisors are supported promptly and personally. In addition to broad communications, they provide top asset holders with regular, tailored updates and commentary from Mackenzie’s portfolio management team, reinforcing a high-touch, high-calibre service model.
Total Cost Reporting (TCR) rolled out in January 2026, and Gray leaned into her role as a guide through regulatory change. She helped advisors prepare consolidating product lineups where appropriate, incorporating ETFs, and diversifying investment styles to ensure portfolios are built to withstand a range of market environments. She works with branches, teams, and individual advisors to get ahead of potential client questions and position TCR not as a threat, but as an opportunity to demonstrate value and transparency.
Her support goes beyond portfolios and product shelves. Recognizing the growing importance of digital presence, Gray partners with advisors to leverage social media for branding and prospecting. With strong backing from Mackenzie’s practice management team, she helps run workshops that show advisors how to enhance their visibility, communicate more effectively online, and convert attention into meaningful relationships. The sessions are timely, practical and, by all accounts, very well received.
Gray’s business development philosophy is simple: growth has to be mutual. She takes a highly collaborative approach, focused on expanding her advisors’ practices and her own at the same time. She delivers investor education seminars designed to support prospecting efforts and deepen existing client relationships. Topics range from estate planning for individuals to estate and succession planning for business owners, including a specialized session for farming and fisheries owners – a demographic often overlooked but rich with complex planning needs.
She also plays an active role in helping advisors develop and leverage centres of influence. By strengthening their networks with accountants, lawyers, and other professionals, and sharpening their brand visibility, Gray helps create referral pipelines that support sustainable, long-term growth for all parties involved.
Relationships are the foundation of Brent Paul’s business and, after nearly three decades in the industry, he is still treating every advisor like a prospect he needs to earn.
Based in his territory for the past 10 years, Paul brings a simple but disciplined philosophy to every interaction. That means no complacency, even with long-standing supporters. Every meeting, every call, every email is an opportunity to reaffirm why advisors choose to work with him.
Advisors in his region have come to expect a consistent blend of professionalism, preparation, and passion. Paul started in the industry at just 18 years old, and he constantly references past market cycles while staying on top of the current environment, so he can equip advisors with effective, context-aware ideas and solutions.
Accessibility is one of his non-negotiables. Paul and his team commit to same-day responses and to getting answers as quickly and completely as possible. But that is only part of the equation.
He and his team invest time in truly understanding each advisor’s practice – what is important to them, how their business is structured, what their client base looks like, and where they are trying to go. This elevates their entire service model, adding energy and commitment.
Central to Paul’s approach is conceptual selling. Instead of leading with a product pitch, he leads with a discovery mindset. He wants to know the average client age, the types of solutions the advisor is already using, the segmentation of their book, and their growth plans.
The goal is always the same: move away from pushing product and toward presenting tailored solutions that genuinely fit the advisor’s practice and client needs. When advisors feel seen, understood, and supported at that level, trust follows naturally.
Paul’s performance has not gone unnoticed. He has been recognized as part of WP’s Top 50 Wholesalers four years in a row – an achievement he does not take for granted. Rather than treating it as a career highlight to rest on, he sees it as a standard to maintain and exceed.
When sitting across the table from an advisor, Jacob Lamanna is not guessing what life is like on their side – he has lived it.
Lamanna joined Desjardins in late 2022 from a top independent IIROC team and started from scratch in downtown Toronto. He has grown sales impressively and is off the back of a breakout year that sees his territory expand from downtown Toronto to most of the GTA, including Mississauga, Etobicoke, Scarborough, and North York.
In the past year, Lamanna has grown mutual fund sales by 500 percent, supported by strong ETF and principal-protected note (PPN) flows. His team hits its annual sales target roughly halfway through the year.
Lamanna and his inside sales partner run a tightly organized, CRM-driven sales process. Every opportunity is tracked from first prospecting call through to closing and follow up. Responsibilities are clearly divided into:
who leads which part of the meeting
who owns each follow-up step
when touchpoints occur
how different segments are treated
Top supporters and high-potential prospects are prioritized for premium service, business-building support, and high-impact client appreciation events.
“I’m a big believer in process,” Lamanna says. “We want constant touchpoints, meaningful meetings, and social events that actually deepen relationships, not just tick a box.”
What really differentiates him is the range and depth of his expertise. Lamanna is fluent in the full spectrum of solutions advisors use. He can pivot effortlessly between mutual funds and ETFs (active and passive), structured notes (PPNs and PAR autocallables), insured investments (seg funds, annuities, copycat annuity pension transfers) and market-linked GICs and term products.
He sees his role as a liaison between advisors and Desjardins’ portfolio managers and product experts. Along with his team, they provide rapid access to PMs, whether virtually or in person when global managers are in market, and host frequent internal PM sessions, a capability only strengthened as DGAM grows, including its recent acquisition of Guardian funds.
Communication is another pillar. Lamanna’s team runs an email and newsletter program that delivers regular product and economic commentary to their supporters. They tap Copilot AI to summarize complex insights from DGAM’s award-winning economics team into clear, easy-to-digest updates that advisors can quickly convert into client conversations.
On the event front, Lamanna has built a signature franchise: quarterly portfolio manager events at Canoe, one of Toronto’s landmark restaurants. Each quarter, top-tier managers such as PIMCO, Fiera Capital, Mondrian Investment Partners, and DGAM specialists in structured notes and ETFs share their market views, positioning, and solutions. These have become must-attend sessions for many of his top advisors, blending education, access, and client-ready insights.
The true value Canada’s best fund wholesalers offer increasingly centres on advice, not product. As agents have evolved into holistic advisors, they now expect wholesalers to make a similar leap from product presenter to tech-enabled business consultant.
Advisors want help with practice growth, portfolio optimization, investment and risk analysis, and client-ready reporting, not just a new fund slide deck. They are also grappling with the spread of private markets into high-net-worth and mass-affluent channels, which demands stronger investor education, clearer communication about liquidity and risk, and better frameworks to set expectations.
For wholesalers, the challenge is to reframe their role and harness technology – AI, data, and digital platforms – to deliver deeper insight, sharper personalization, and genuine partnership while staying grounded in responsible capital allocation and long-term impact.
To uncover the best wholesalers in the Canadian wealth management industry, the Wealth Professional team undertook a rigorous marketing and survey process, leveraging its connections to thousands of advisors across the country.
Advisors were asked to nominate their wholesalers for consideration and rate them on their product knowledge, communication, response time, accessibility, understanding of the advisor’s business, ability to educate the advisor, and the value they contribute.
The WP team then invited the nominated wholesalers to explain how they have achieved excellence, demonstrated significant, observable growth over the past 12 months, and contributed value to advisors, overall client service, and relationship management.
The team named the sixth annual Top 50 Wholesalers based on the service they provide to advisors and how each individual has made a meaningful and tangible difference in the financial services industry.