Context
Monte Bravo is Brazil’s largest broker-dealer network, recruiting financial advisors at scale to grow assets under management. The team needed a pipeline that could source 500 qualified meetings per semester without scaling headcount linearly.
I was previously Partner & Head of BI at Monte Bravo (2019-2022) — led a team of 7, architected the Salesforce implementation, ran commercial BI for leadership. Returned as an external consultant for this engagement.
What I built
A four-layer pipeline that runs from cold list to scheduled meeting:
- Lead sourcing — Apollo + Sales Navigator queries with precision filters (region, tenure, certifications, firm tier).
- ICP filtering and AI qualification — every profile gets an LLM-generated qualification summary and a tiered score (AA / A / B / C), with personalized outreach copy baked in per candidate.
- Multi-channel activation — WhatsApp outreach via Z-API with randomized send delays, plus LinkedIn connection requests as a parallel touch.
- State management — Supabase as the durable layer (preventing duplicates and re-contact across long cycles), synced to Airtable so the team sees real-time funnel position.
The ICP gate is strict: minimum 1.5 years of experience, CPA-20 certified, R$30M+ AUM under management, evidence of career stability.
Results
- 8,056 candidates analyzed across the engagement.
- 1,193 qualified at AA + A tier.
- 46% month-over-month reply growth on WhatsApp (63 → 92 weekly replies) once the AI-personalized opener was tuned.
- Pipeline sourced multiple high-value advisors, including one with R$1.5B+ AUM transitioning from a top-tier global private bank.
Why this engagement matters
The recruiting flywheel previously depended on partners doing ad-hoc outreach between meetings. The pipeline turned a personal-network process into an institutional one — same team, significantly higher throughput, with the qualification work pushed upstream of the human conversation. Same architecture has since been adapted to other financial-advisory clients.