The ClientWise Blog

What Do You Do When Your Professional Advocates are Wrong?

Posted by Ray Sclafani on Apr 17, 2015 12:03:06 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), but it’s important to be aware of in instances in which you repeatedly share business. 

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: 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.

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: 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.

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, 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.

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: 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:

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, 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.

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 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.

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 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.

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, Client Engagement

Not All Referrals for Advisors are Created Equal. Can You Recognize The Difference?

Posted by Ray Sclafani on Mar 19, 2015 10:30:00 AM

As we move around the Professional Advisory Model (PAM) ™, our focus for March and April will highlight our client and professional engagement models, which we introduced last week in our blog “Stay Connected with to COIs Even During Tax Season.” 

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: Marketing Approach, Relationship Management

The ClientWise Conversation: The Best Way to Connect

Posted by Ray Sclafani on Mar 16, 2015 3:03:00 PM

Even for the most experienced financial advisor, it’s never “comfortable” to approach a well-respected client or colleague to ask about introductions to potential clients. As business owners, we feel incredibly grateful and indebted to those who serve us in our business, and want nothing more than to show our appreciation and help, rather than have to ask them for help.

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 Engagement