The ClientWise Blog

Financial Advisors: Stop Selling & Start Partnering

Posted by Ray Sclafani on Apr 23, 2015 2:13:00 PM

One of the most challenging aspects of coaching for those who are new to the profession or—as is frequently the case in financial services—those who are accustomed to consulting rather than true coaching, is adjusting the concept of partnership. The participants of our Certified Financial Services Coach Training Program hear about this concept over and over again throughout the course, because it is central to everything that happens in financial services coaching. It is also a huge part of what differentiates coaching from advising, consulting and mentoring, and, further, what differentiates a successful financial advisor from a salesperson.

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ClientWise is the premier financial advisor coach focused on business development and management best practices for financial advisors.

Topics: Coaching, Client Acquisition, Client Engagement, partnership,

Use Financial Literacy Month to Deepen Your Relationship with Clients

Posted by Ray Sclafani on Apr 20, 2015 2:36:00 PM

How have you used Financial Literacy Month to help your clients and deepen your relationships? April offers an excellent opportunity to discuss the importance of financial literacy with your clients and the heirs of their wealth. A natural time of renewal and re-engagement, this period also has many programs associated with it, which help create accessibility to untapped topics with your clients.

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ClientWise is the premier financial advisor coach focused on business development and management best practices for financial advisors.

Topics: Client Engagement, Financial Literacy Month,, education

What Do You Do When Your Professional Advocates are Wrong?

Posted by Ray Sclafani on Apr 17, 2015 12:03:00 PM

Unfortunately in business people don’t always see eye-to-eye. What works for some professionals might not work for others. But what about an instance in which you don’t agree with your professional advocates? In many cases, those same people who refer you business could have a completely different idea of how to interact with clients or, perhaps even more frustrating, an entirely different take on industry-related best practices. This isn’t the end of the world (nor does it have to be the end of the advocate relationship), however it’s important to be aware of in instances in which you repeatedly share business. 

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ClientWise is the premier financial advisor coach focused on business development and management best practices for financial advisors.

Topics: professional advocate, Center of Influence, advocate approach

Include Your Competitors in Your Professional Advocate & Succession Strategy

Posted by Ray Sclafani on Apr 14, 2015 4:25:22 PM

Did you ever consider that an untapped asset in your corner could be those people whom you view as your greatest competition? A mistake many advisors make when building out their center of influence and professional advocate networks, is that they fail to consider including the people who do the very same thing that they do within their network of resources.

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ClientWise is the premier financial advisor coach focused on business development and management best practices for financial advisors.

Topics: Succession Planning, professional advocate, networking,, Center of Influence

6 Crucial Considerations for Financial Advisors Networking with Attorneys

Posted by Ray Sclafani on Apr 10, 2015 9:43:39 AM

There are seemingly endless opportunities for financial advisors to receive referral introductions from attorneys, but this doesn't mean they are easy to come by. As a financial advisor, it’s important to differentiate yourself from the slew of other advisors who are after similar professional advocate relationships with the attorneys in their networks. Like yours, an attorney’s time is precious and it’s often difficult to get the return on relationship you desire without a little extra effort.

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ClientWise is the premier financial advisor coach focused on business development and management best practices for financial advisors.

Topics: Client Acquisition, Business Development, networking,, Center of Influence

6 Techniques To Maximize Your Relationships with Key Centers of Influence

Posted by Ray Sclafani on Apr 7, 2015 12:30:00 PM

One of the most rewarding aspects of coaching financial advisors is realizing how the measures we use to create progress in the coaching relationship can also be used by the financial advisors to create success in their other professional relationships. This makes our jobs twice as effective because we’re not only using coaching to further our coaches in their progress toward their goals, we are providing them with the option to mirror these techniques on their own.

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ClientWise is the premier financial advisor coach focused on business development and management best practices for financial advisors.

Topics: Relationship Management

The Digital Advocate: Your Online Centers of Influence

Posted by Ray Sclafani on Apr 1, 2015 10:30:00 AM

LinkedIn has become more and more popular amongst financial advisors over the last few years. Even the big wirehouse firms have advisors creating a LinkedIn presence through firm and compliance approved postings, which they can dell out at their own decided rate and choice of articles.

The increase in compliance related products would only suggest that this trend will continue in the coming months and years, encouraging advisors of all types—whether independent, RIA, or wirehouse advisors—to consider the following when determining their LinkedIn presence and how it might affect their business:

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ClientWise is the premier financial advisor coach focused on business development and management best practices for financial advisors.

Topics: Client Acquisition, Relationship Management

Your Next-Gen Centers of Influence

Posted by Ray Sclafani on Mar 30, 2015 1:00:00 PM

It’s no secret that there is a lack of young financial advisors in the industry. Only 5% of the 315,000 advisors working in the U.S. are under the age of 30. This is due in part to a hiring freeze in 2008, a direct result of the economic crisis, as well as a number of other more recent contributing factors.

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ClientWise is the premier financial advisor coach focused on business development and management best practices for financial advisors.

Topics: Business Development, Client Engagement, advisors

Ask Yourself These 12 Questions To Uncover Your Best COIs

Posted by Ray Sclafani on Mar 27, 2015 9:30:00 AM

Your client advocate and professional advocate relationships, or centers of influence, are incredibly important for the success of your business. As a seasoned advisor once told me: “Your referrals are as valuable to your business as your clients, if not more so.” I would add to that, that your client advocate and professional advocate relationships are only as valuable as you allow them to be, through the knowledge and understanding you provide them of your business.

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ClientWise is the premier financial advisor coach focused on business development and management best practices for financial advisors.

Topics: Business Development, Client Engagement

Communicating with Your Loyal Client Advocates

Posted by Ray Sclafani on Mar 21, 2015 11:02:00 AM

We have been discussing the importance of financial advisors connecting with Professional Advocates and Loyal Client Advocates collectively over the past few weeks. It’s important to recognize the subtle differences that exist in each process, however, and to take the appropriate measures to ensure you are working with these differences in mind when looking to your centers of influence for referrals.

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ClientWise is the premier financial advisor coach focused on business development and management best practices for financial advisors.

Topics: Client Acquisition, Client Engagement