The ClientWise Blog

Grow Your Wealth Mangement 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.  

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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

4 Techniques to Improve Your Advisory Team and Acquire Clients

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

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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.

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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, 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.

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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

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. 

 

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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

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

Posted by Alix Purcell on Jan 19, 2015 1:00:00 PM

Building a team is a complicated endeavor. Bringing more people under your business umbrella means you are expanding your capacity, capabilities and range of services, but it can also feel like clouding what once seemed like a very straightforward approach: providing your clients with services that only you—and you alone—could offer. 

I'll save the benefits of building a team for another blog (we outline many here) but suffice it to say that, for successful advisors, the benefits of having a team in your corner far outweigh the benefits of going it alone. But how do you know if you’re making the most of it? Whether you are in the process of building your team, or you have already built one, carefully consider the following questions to ensure that you are really getting the greatest impact from your investment in human capital.

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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

5 Keys to Reaching Team Goals And Having The Best Year Ever

Posted by Ray Sclafani on Jan 14, 2015 9:30:00 AM

Michael Hyatt recently released a webinar entitled Get What You Want This Year: 5 Secrets for Finally  

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Accomplishing Your Biggest Goals, which includes some really important points about the benefits of things like past failures, setting goals that seem unachievable, and being aggressive in your goals even when you are incredibly busy and feel overwhelmed doing simply the status quo. Unfortunately the replay has run out, but I managed to grab a listen in the final hours thanks to a relationship manager on the ClientWise team. A big shout out to John Moyer for giving me a heads up!

While his points are directed toward individuals for the most part, they are just as important to keep in mind for teams. Here are some of the key observations made by Hyatt that are really in line with our thinking when it comes to goal-setting as a team here 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: Coaching, Business Development, Team Development, Goals

The Porcupine in the Room

Posted by Alix Purcell on Jan 12, 2015 10:00:00 AM

Have you ever experienced a “coaching momentwhere an emotionally charged issue came up for the person you were coaching?

In a recent Certified Financial Services Coach Training Program course, Lyn Allen, one of our Master Certified Coaches at ClientWise, provided an example of one such coaching moment. In this example, the financial advisor being coached compared her interactions with her assistant to dealing with a “porcupine”. The assistant was incredibly difficult to be around and made the coachee feel as though she couldn’t approach her for help with even the smallest task. It was clear that the coachee had some negatively charged emotions surrounding her assistant that would continue to come up for her at work and during her coaching sessions. 

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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

How to Refresh Your Team in 2015

Posted by Alix Purcell on Jan 8, 2015 9:00:00 AM

kidsThe beginning of the year is an exciting time, especially after the close of a successful previous one. All too frequently however, we simply “reconfigure” our strategic plans from the previous year, rather than adjusting our plans moving forward to seriously take into account the growth and success our team has gained over the past 365 days. Sure, this feels like a giant task, and it seems easier to repeat what we’ve done and what we already know, at least in some respects, works. But think about the opportunity you’re missing out on.

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

Topics: Communication, Business Development, Team Development, Innovation, Planning, Learning, Goals, Change, ClientWise, Time Management

The Best Leadership Books from 2014

Posted by Alix Purcell on Jan 6, 2015 9:30:00 AM

Team Leadership is an incredibly important and in-depth topic in today’s world. It’s so important to our financial advisor clients that most of the workshops we hold at ClientWise focus on the techniques of becoming a true team leader. Lone Ranger to Leader and Building the Billion Dollar Business, as well as many of our other ClientWise programs, teach advisors how to step out of the role of solopreneur and into the role of team leader, and to build teams that eventually achieve Total Team Leadership™. 

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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 Development, Team Development, Learning, team leadership

Your Time & Intention as a Financial Advisor

Posted by Ray Sclafani on Dec 31, 2014 10:00:00 AM

 

The end of the year brings with it many things for financial advisors: Year-end planning with clients, finding ways to meet your personal and professional goals, reviewing the accomplishments of your team members and your team overall, creating goals for the New Year, holiday parties and client appreciation events. By the time December has passed, we've hardly had time to realize it has come. 

 

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