The ClientWise Blog

Unlock Your Firm's Value in 4 Steps

Posted by Alix Purcell on Jul 29, 2014 10:00:00 AM

There has been a lot of discussion surrounding enterprise value as a means to evaluate financial advisory firms, including our most recent blog article on the topic: “To Plan for Succession or to Determine Enterprise Value?“. However, several financial advisory publications take the position of assessing whether or not creating enterprise value is a viable goal for financial advisory firms that rely on a fee-based model. They argue that fee-based firms hinder their potential to create enterprise value because, absent the sale of financial products each year, these organizations are largely unprofitable from a sustainability standpoint. 

 

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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, Entrepreneurs, Marketing Approach

Take The Wheel... It's Time To Drive Your Business

Posted by Helene Mazur on Jul 24, 2014 11:55:00 AM

If you are like most financial advisors you started in the business with one or two clients and over the years have worked really hard to add new names to your client roster. You fill your arsenal with credentials and a growing list of clients, and your days get busier and busier. On some days, it might even feel like your clients are running the show.  

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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, Relationship Management, client management

6 Brilliant Strategies That Will Maximize Your Conference Experience

Posted by Alix Purcell on Jul 22, 2014 11:20:00 AM

As a featured participant at The 2014 LPL Financial Focus Conference in San Diego next month, we’ve been working with many of our LPL clients on maximizing their attendance at these types of events. 

 

No matter how you look at professional conferences—a necessary obligation, a break from an otherwise stressful work week, an opportunity to meet new people, a place to get free stuff—they usually take up a full day and almost always fall short of your expectations.  So how do you avoid this and make what might seem like wasted time, an incredibly productive investment of your time?

 

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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, Social Media, Business Development

What is #NFAW14?

Posted by Alix Purcell on Jul 17, 2014 12:31:00 PM

Prime location, check. Leading financial media outlets, check. Top financial advisors, check. Eager investors, check. Celebrity appearances and life-changing giveaways, check and check! The first ever National Financial Advisor Week has got it all, and Advice IQ, its host, isn’t testing the waters. They’re going in head-first with a full takeover of Times Square, and the result is anticipated to be as impressive as the approach. 

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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, Social Media, Business Development, ClientWise

7 Ways To Make Your Client Service Associate A Superstar

Posted by Mitch York on Jul 16, 2014 10:41:33 AM

CSA_Client Service Associates make a big difference to an advisor’s business. Have great ones, and everything you want to delegate in terms of administrative functions and client care is off your plate. That leaves you able to focus on building relationships with existing clients and Centers Of Influence, and gathering new assets.

 

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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, Team Development

“Go Long” on Oxygen Tanks: A Breakdown on Succession Planning by ClientWise

Posted by Alix Purcell on Jul 10, 2014 12:49:51 PM

All of our financial advisor clients take a planning approach with their clients, so it seemed logical to me that they would do the same for their own business.  But what I’ve learned is that most financial advisors plan on working to their last breath. What they fail to understand is the thinking that needs to occur before that last breath. I’m very concerned about the future of our profession in terms of the amount of thought that’s going into succession planning. As advisors, we owe it our clients to deliver on the promises we’ve made to them. We must not think about succession selfishly, but through the lens of putting our clients first. 

 

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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, Change

To Plan for Succession or To Determine Enterprise Value?

Posted by Alix Purcell on Jul 8, 2014 10:21:09 AM

As advisors you are tasked with the job of measuring value: The value of assets, the value of a trade, the value you bring to  your relationships with your clients. But the ultimate value, that all of these things constantly build to, is the total value of your business. A financial advisory firm’s business is measured in several ways, and a recently prevailing one is what’s known as enterprise value. Enterprise value is the theoretical takeover price for your firm in the event that you are selling it to someone else. It varies significantly from standard market capitalization because it takes into account more measurements of your business, including its debt and, what might be considered by some, the less tangible measurements of your firm’s success.

 

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

Topics: Leadership, Planning, Change

Time to Fire Up the Grill (and Start Cooking with Gas)

Posted by Mitch York on Jul 3, 2014 12:31:40 PM

It's almost July 4th! You know what that means. Hot dogs and burgers on the grill, cold beers in the cooler and – it’s time to do your ClientWise 90-Day Professional Planner!

 

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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, Organizing Priorities

6 Lessons Financial Advisory Teams Should Learn From Watching The World Cup

Posted by Alix Purcell on Jul 1, 2014 12:05:00 PM

At the end of the day the services you provide as a financial advisory team might not seem all too different from what the team down the hall or the firm across the street provides to their clients. Just like in the game of soccer, the rules are pretty much the same for everyone.

 

In soccer, every player follows the same guidelines and finds themselves at the mercy of the refs. Advisors, likewise, follow standard guidelines as set by FINRA, their firms, and the industry overall. However, what sets advisors apart is their processes, their team members, their ability to manage their relationships, and all the other business-related and communication skills we work with advisors on at ClientWise.

 

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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

Are you A Lone Ranger?

Posted by Alix Purcell on Jun 26, 2014 1:34:00 PM

You’re a successful advisor who’s accomplished a lot in his twenty or thirty years in the industry. Maybe you have over 100 million in assets under management, and are consistently performing well for your clients. You’ve spent a lot of time building your business, connecting with your clients, and understanding their needs. You’re good at what you do, and people know it. Professional advocates refer clients to you, and you’ve built a network of peers to occasionally support your pipeline.

 

But lately you’ve felt as though you’ve plateaued. Maybe you’re run down and tired of managing the day-to-day tasks in your business, maybe you feel as though you aren’t spending enough time with your family or even to yourself! Maybe your networking lunches are losing their luster due to distraction, or you feel as though you’ve “lost your touch” on certain days because you just can’t seem to keep track of everything at once. Sound familiar?

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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