The ClientWise Blog

5 Client Acquisition Techniques for Everyday Life

Posted by Ray Sclafani on May 22, 2015 1:23:04 PM

Sometimes we have to break the rut of our networking to find any new successes. If you’ve run into the same people at the past three networking dinners or non-profit events with little to no success, it might be time to diversify your approach a bit. These basic techniques and perspectives will allow you to capitalize on your potential for client acquisition (and hopefully with less effort than previously necessary).

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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, Client Engagement, networking,, Center of Influence

The Power of Listening

Posted by Ray Sclafani on May 20, 2015 3:00:26 PM

I recently heard an inspiring story about a former international tax lawyer. David (name changed for privacy) is currently working to build his own independent practice, after spending decades working with a large international accounting firm. I had the pleasure of learning about how he’s found success, which has everything to do with the power of listening. 

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

Topics: Coaching, Communication, Business Development, Client Engagement

The Future Client

Posted by Ray Sclafani on May 14, 2015 2:38:15 PM

As coaches we always work in partnership with our clients. We are never, so to speak, one step ahead or guiding our client, because we are never thinking for them, only in partnership with them. There are of course times we are afforded (by our neutral perspective) the advantage of foreseeing things that our financial advisor clients might not. One such example of this is: Visualizing the future client and the impact that will have for the future of the business.

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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 Engagement, ClientWise

Key CEO Behavior #26: Meaningful Individual Goals

Posted by Ray Sclafani on May 12, 2015 1:34:49 PM

Financial advisors work in financial services, but this doesn’t mean they are motivated entirely by finances… or at least it shouldn’t. Your work should have meaning to you and everyone with whom you work. Especially as a team leader, you need to drive this idea home for your team members as well, which brings me to another of our Key CEO Behaviors, #26. As a leader, consider your ability to recite the following: “I encourage and support team members to create meaningful individual goals that are related to team goals.”

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

Topics: Leadership, Business planning,

6 Simple, Impactful Ways to Be a Better Financial Advisor

Posted by Ray Sclafani on May 7, 2015 2:24:09 PM

“In a time of universal deceit, telling the truth becomes a revolutionary act.” - George Orwell 

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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, ClientWise

Part II: 5 MORE Business Plan Elements Every Financial Advisor Must Consider

Posted by Ray Sclafani on May 5, 2015 2:27:51 PM

Last week we provided you with 5 items to cover, or at least consider, in your business plan for your financial advisory practice. These elements provide more of a template for you to reconsider through the lens of your ideal vision for you business, the future of that business, and the people or team with whom you work. Much like The ClientWise Professional Advisory Model (PAM)™, it creates a roadmap for your practice. But the task of fleshing out the details that make it uniquely yours are the most crucial piece of this process.

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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, Business Development, Business planning,

Part I: Business Plan Elements Every Financial Advisor Must Cover

Posted by Ray Sclafani on Apr 29, 2015 2:16:24 PM

Sometimes a task that feels like back-tracking can actually give you the momentum to move forward. Our discussions surrounding succession planning have led many of you to ask some significant questions regarding your business: How are you running it today? How would you want it to run in the future? How do you imagine it will continue to run in the event that someone else takes it over?

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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, Succession Planning, Business planning,

6 Keys to Evaluating a Financial Advisory Business For Sale

Posted by Ray Sclafani on Apr 27, 2015 2:40:25 PM

 

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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, Succession Planning, enterprise value

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