HELPING CLIENTS SEE THE FULL PICTURE

The success of a family business is not only about the numbers—it’s about the personal and professional aspirations that drive it and how they are intertwined. That’s why BMO takes an integrated and comprehensive approach to client relationships, combining expertise in wealth management and commercial banking to provide tailored solutions that align with both the personal and business goals. In Barrington, teams led by Ellaine Sambo-Reyther, Market Manager and Director of Private Wealth Advisor at BMO Wealth Management, and Jim Hess, Managing Director of BMO Commercial Bank, work in close collaboration to support family businesses through every stage of their journey.

“For the majority of our clients, the underlying company often represents the family’s most significant asset,” explains Hess. “We begin by understanding the family’s vision for the future. Conversations usually involve shareholder liquidity, growth, outside capital, next generation, legacy, governance, and risk management to name just a few considerations. Understanding what success looks like is crucial as it guides us in helping them achieve their vision.”

Clients often have a specific need or request but are frequently surprised that the conversation goes much broader than the details of structuring a portfolio or financing arrangement. “There becomes a greater realization as to how much their business and personal sides are truly intertwined,” explains Sambo-Reyther. “Many of our clients have poured their energy into building successful enterprises. Our role often involves ensuring that their personal financial well-being receives the same level of attention as their business endeavors. We recognize where their primary focus is, but we also understand where their attention needs to be.”

Much of that work happens behind the scenes. Whether a client initially engages with Sambo-Reyther or Hess, the next step involves a strategic discussion between BMO’s wealth and commercial teams. This process goes beyond simply delivering on the anticipated requests; it entails presenting a range of options and strategies that align across their business and personal needs.

A recent example illustrates this collaborative approach in action when a client approached Hess to discuss a business loan. When the wealth and commercial teams met, a deeper analysis revealed that behind the business stood a large, multi-generational family and a more elegant solution emerged. “After presenting the various options, we found that the most suitable solution was closely tied to the wealth management side for the corporate entity,” explains Sambo-Reyther. “The solution then evolved into discussions on engaging the next generations—not only within the corporate entity but also in terms of their overall personal wealth and its composition. It was about integrating all these elements to uphold the legacy’s spirit and intent for the future generations.”

BMO’s philosophy is that a comprehensive understanding of both business and personal aspects leads to more effective strategies. For Hess, the combination of business advisory horsepower and family wealth expertise allows BMO to provide proactive strategies and solutions to its clients. “We are there to think ahead, look around corners, and anticipate our clients’ needs by leveraging our collective experience,” he says.

As Sambo-Reyther puts it, “If I have someone providing ideas and giving advice, it just makes my life that much easier. That’s the impact we strive to have in our clients’ lives.”

BMO Wealth Management and BMO Commercial Bank is located at 201 S. Grove Avenue in Barrington, 847-382-5800, uswealth.bmo.com and bmo.com.