The ClientWise Blog

Financial Advisors! 6 Keys to Change Your Client Conversations

Posted by Alix Purcell on Dec 19, 2014 1:46:00 PM

As you wrap up the New Year it’s important to set aside some time to sit down with clients, whether to tie up loose ends from 2014 or begin preparations for 2015. As you think about how to make these conversations more meaningful, try reflecting back on the conversations you’ve had that resulted in impactful changes for you. How were they different? What was it that made them stand out in your mind?


The great thing about coaching financial advisors is that the same tactics we use in coaching can be learned and mirrored by our financial advisor clients to deepen the relationships they have with their investor clients.  Powerful questioning, for example, is a tactic we use at ClientWise to partner with our advisors in helping them to achieve their business goals. However, it can also be a key component understanding your clients’ financial needs, oftentimes to a greater extent than even they themselves understand.

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

Topics: Communication, Client Engagement

5 Measurements to Consider in Your 2015 Strategic Business Plan

Posted by Alix Purcell on Dec 17, 2014 11:01:40 AM

Most financial advisors are incredibly focused on measuring their assets under management and anything else that impacts their production, but there are several other important measurement opportunities you may be missing that could directly impact your assets under management.


In 2015 think about your strategic planning a little differently by coming up with processes and tools that take into account the following in your work-flow:

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

Topics: Business and Operations Management, Planning

ClientWise to Offer the Only ACSTH Approved Course for Financial Advisors

Posted by Sophia Harbas on Dec 15, 2014 10:00:00 AM


The Certified Financial Services Coach Training Program™
, offered by ClientWise, LLC has recently been designated by the International Coach Federation (ICF) as Approved Coach Specific Training Hours (ACSTH). This 60-hour course is the only approved course designed specifically to assist financial professionals in obtaining the vital skills needed to become an accredited coach.

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

Topics: Coaching, ClientWise

5 Takeaways for Succession Planning from Built To Sell

Posted by Alix Purcell on Dec 12, 2014 10:49:00 AM

In his best-selling book, Built to Sell, John Warrillow writes what appears at first glance to be a guidebook for creating a solid sales platform. In actuality, the tips outlined help solve one of the biggest challenges of running a sustainable financial advisory business: The art of creating value in your business that is separate from you as the founder or owner. While geared to benefit any business, many of these tips can be applied directly to our industry to help advisors prepare for the eventual succession of their business.


According to Fidelity research, 75% of financial advisors have no succession plan for their businesses. Many advisors ignore the importance of succession planning because, at their most successful, they feel invincible. This is an understandable and powerful feeling that leads 43% of advisors to believe they’ll work "forever". They don't consider succession planning a “top of the list” necessity.

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

Topics: Selling, Succession Planning

7 Smart Tips for Leading & Working with Millennial Financial Advisors

Posted by Alix Purcell on Dec 10, 2014 1:50:00 PM

As the leader of a successful financial advisory team your greatest asset is your human capital. And if you’re looking to increase the sustainability of your business it might be wise to look into hiring a younger generation of advisors to help grow and prepare your team for the future. Millennial financial advisors hold incredible knowledge and first-hand experience regarding the new generation of investors and approaches to their financial planning. Their relationship management skills are beneficial in connecting with the heirs of your clients’ wealth. 


Millennials are also an asset because they bring a very different kind of thinking to the table; born from involved parents, incredible access to information, and the perspective that anything’s possible. While a more seasoned advisor may find it difficult to bridge the gap between his or her mindset and that of the younger generation, it’s worth it to invest in their growth to ultimately help the sustainability and succession planning of your practice. The tips below will guide your thinking as you begin to grow your financial advisory team and welcome these nextgen financial advisors:

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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, Millennials

10 Questions to Ask Before You Partner with Another Financial Advisor

Posted by Alix Purcell on Dec 8, 2014 12:24:00 PM

Teaming is becoming an increasingly popular way to provide improved wealth management services to increasingly sophisticated investors seeking more comprehensive and effective guidance with their financial planning and investments. In most cases, a partnership is as beneficial for the advisors who partner as it is for the investors who work with them. In fact, our ClientWise statistics indicate that practices with multiple partners generate on average 38% more revenue per team member and manage 97% more assets than their solopreneur peers.


And yet anyone in the industry will tell you that partnering isn’t a simple endeavor. More financial advisors choose to work alone rather than attempt to build a partnership or financial advisory team. Why? Because, like any relationship, problems arise when they haven’t fully explored how their current and future endeavors will align. Avoid this problem by asking yourselves the following questions before partnering with another financial advisor:

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

Topics: Team Development, Succession Planning

A Holiday Package from ClientWise to Prepare Your Team for 2015

Posted by Alix Purcell on Dec 5, 2014 11:09:25 AM

They say that the best leaders know how to delegate. At ClientWise we’d argue that the best leaders know how to collaborate. However, part of the challenge of transitioning to a leader is learning to let go of certain responsibilities to share them with team members. The same is true of partnering and collaborating with outside entities who can help you develop that team and gain an outside perspective for greater understanding of exactly how your team collaborates.

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

Topics: Coaching, Business and Operations Management, Business Development, ClientWise, Holiday

How To Host A Client Appreciation Event with Purpose

Posted by Alix Purcell on Dec 4, 2014 10:51:54 AM

It’s that time of year again. Our calendars are quickly filling with holiday parties, both personal and professional, and we’re vying for calendar space to get the best attendance at our own client appreciation events. So how do you get people to come, how do you get them to stay, and—most importantly—how do you achieve the REAL objective of making your clients aware of just how much you appreciate them?

Well, the most obvious is to show your clients that your objective is different from all the other events that crowd their calendar. So rather than generating the reaction “Oh, another cocktail party where I’ll be faced with sales pitches disguised as awkward conversation and over-eating,” go for something else.

Think about the real purpose behind your client appreciation event by considering the following in your planning:

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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

The Honest Conversation that Financial Advisory Teams Need to Have

Posted by Alix Purcell on Dec 1, 2014 12:10:00 PM

Working as a true financial advisory team requires a certain amount of vulnerability and a ton of honesty on your part as the leader. It means letting go of some of the control you’ve had, and in some cases admitting that you’ve been doing this whole teaming thing wrong. Here’s why: Great producers are accustomed to doing everything on their own. Their success is marked by what they alone have accomplished. They’re in competition with everyone else as individuals. However, as indicated by some of the best leaders in the financial services industry, and our Barron’s ranked advisors, true leadership is attained through collaboration and co-creation with your team members. It’s about stepping outside of your role as producer and stepping into your role as CEO and leader of a team.

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

Topics: Business and Operations Management, Leadership, Communication, Team Development

Gratitude for Your Partnership with a Few Fun Facts

Posted by Ray Sclafani on Nov 27, 2014 9:00:00 AM

The opportunity to coach and work with the nation’s top financial advisors and financial professionals has given ClientWise much to be thankful for almost 9 years now. We’ve rejoiced in seeing leaders and influencers make honest, impactful changes that greatly improve the investor experience and strengthen the fabric of our industry.

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

Topics: History, ClientWise, Holiday