The ClientWise Blog

Building an Advisory Team: What is Common Intent And Why is it Important?

Posted by Ray Sclafani on Feb 24, 2015 1:00:00 PM

A commonality amongst all teams is the need for a leader who exhibits CEO-like behaviors.  What ClientWise has discovered in our team-focused coaching approach is that, oftentimes, even those financial advisors with the best production aren’t necessarily in possession of the traits held by the most successful leaders. These traits need to be crafted and honed over time.” Amongst common behaviors is:

 “I engage with and inspire others toward creating a compelling common intent.”

Read More

Enjoyed this article? Click here to subscribe!

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

Topics: Leadership, Team Development

Part II: The Time is Right (Enough) to Team

Posted by Ray Sclafani on Feb 18, 2015 12:12:00 PM

As I mentioned in Part I of this blog, there are several reasons to start a team. Perhaps you’ve reached a point where your production has plateaued and you need to make a change to see significant increase; maybe two or more specializations are coming together to form a more comprehensive group; perhaps an up-and-coming advisor is ready to take on greater responsibility and learning; or else an older advisor starting to think about retirement and wants to begin laying the groundwork for his succession planning.

Read More

Enjoyed this article? Click here to subscribe!

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

Topics: Team Development

Part I: The Time is Right (Enough) to Team

Posted by Ray Sclafani on Feb 16, 2015 3:30:00 PM

 

Sort of like starting family, there is never a "good” time to start a team. It will always take more time, attention and energy than you feel you have to give; but, if you take the necessary steps up front, you will definitely learn something and you are likely to increase your business and performance in the process of creating your team.
Read More

Enjoyed this article? Click here to subscribe!

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

Topics: Team Development

3 Essential Productivity Strategies for Wealth Management Teams

Posted by Ray Sclafani on Feb 11, 2015 10:36:12 AM

Time is the ultimate equalizer, and an important topic for financial advisors to consider when looking at their practice management. According to a recent study, the 2014 FPA Time Management and Productivity Study, only 13% of advisors feel as though they are in control of their time, while 3/4 advisors work more than 40 hours a week, and a more than a third are working 50+ hours a week.

Read More

Enjoyed this article? Click here to subscribe!

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

Topics: Team Development, Time Management

Working in Packs: Take Advantage of Your Wealth Management Team

Posted by Ray Sclafani on Feb 6, 2015 1:30:00 PM


It used to be that advisors worked very much in silos and experienced success based on their ability to do well on their own. This is not the case anymore. The industry has been redefined due to the changing needs and expectations of the client, the aging advisor, the need for continuity and succession planning, and the expectation to connect with the heirs of your clients’ wealth.

Read More

Enjoyed this article? Click here to subscribe!

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

Topics: Business and Operations Management, Business Development, Team Development, Client Engagement, Trust

Financial Advisors: Has Your Pipeline Left the Building?

Posted by Mitch York on Feb 4, 2015 12:15:32 PM

When three clients talk to me about the same issue in a week, it’s time for a blog post. The issue is pipeline management. 

Read More

Enjoyed this article? Click here to subscribe!

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

Topics: Client Acquisition, Marketing Approach, Business Development

Grow Your Wealth Management Team with Competency Based Interviewing

Posted by Ray Sclafani on Jan 31, 2015 9:00:00 AM

One of the greatest challenges leaders experience is finding talented team members who truly complement their teams and work hard to achieve their goals. We encourage our financial advisor clients who are building teams to use competency-based interview questions, which require your potential team members to provide examples of specific circumstances in which they’ve demonstrated particular skills or aptitudes. These questions generally ask the person being interviewed to describe a problem or situation, explain the actions they took to handle the problem, and relate the results of their solution.  

Read More

Enjoyed this article? Click here to subscribe!

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

Topics: Business and Operations Management, Team Development

4 Techniques to Improve Your Advisory Team and Acquire Clients

Posted by Ray Sclafani on Jan 29, 2015 8:30:00 AM

87676305_578722222c_z

One of the greatest gifts at your disposal as a financial advisor is your ability to communicate openly, both with your clients and your team members. As our focus is on teams this month, I will first look at the benefits of using direct communication with your team members, and then  also show how these skills are beneficial in your conversations with clients.

Read More

Enjoyed this article? Click here to subscribe!

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

Topics: Client Acquisition, Business Development, Team Development

Great Questions for Successful Relationships

Posted by Ray Sclafani on Jan 23, 2015 1:00:00 PM


The most successful financial advisory teams are identified by well-defined goals, efficient processes, and strong vision and follow-through, but also by their team members’ ability to work together and have faith in each other to work with their clients.

Read More

Enjoyed this article? Click here to subscribe!

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

Topics: Business and Operations Management, Team Development

Part II: Questions to Ask When Building or Structuring Your Team

Posted by Alix Purcell on Jan 21, 2015 3:00:00 PM

If you’ve had a chance to read Part I of this blog, then you probably have a clearer understanding of your team vision and structure, your team members, and their roles both collectively and individually. 

Now it’s time to dig a little deeper and get into the specifics of how your team works together by considering the questions below. If you have yet to build a team, consider your ideal and how to move forward from there in the building process. If you are working with an existing team, look at these questions based on your current situation and the experiences you’ve had with your team thus far. 

 

Read More

Enjoyed this article? Click here to subscribe!

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

Topics: Team Development