The ClientWise Blog

Join us - Business Planning Webinar: Planning for Continued Relevancy and Sustainability in a Changing World

Posted by Ray Sclafani on Dec 7, 2017 9:25:35 AM

You are invited to join an exclusive webinar about
BUSINESS PLANNING: Planning for Continued Relevancy and Sustainability in a Changing World

December 13th @ 12:00-1:00pm (EST)  Register NOW

The best advisors in the business understand that “what got them here, won’t get them there.” How aware are you of what your business needs are in order to get you there?

In this complimentary 1-hour business planning session, Penny Phillips, Director of Practice Management, will introduce tools and exercises to help you and your teams prioritize your critical business gaps and identify your most important objectives for next year. Please register to attend as well as receive meeting follow-up materials.

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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, Business planning,

The NFL will donate 5$ if you RETWEET! #SaluteToService

Posted by Ray Sclafani on Nov 8, 2017 4:11:58 PM

This past weekend the NFL announced for every Re-Tweet they will make a $5 donation.  will donate up to $5 MILLION! Here's the article but before you go be sure to retweet - http://www.nfl.com/salute.

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

Hurricane Harvey

Posted by Ray Sclafani on Sep 5, 2017 5:53:24 PM

Nearly a week after Hurricane Harvey slammed into the southeast Texas coast, thousands of residents remain stranded without food or water. And the dangers arising from the unprecedented flooding seem to increase by the day – from hospitals forced to shutter and chemical plant fires, to sewage failures.

Over a six day period, this single storm has dumped nearly 27 trillion gallons of water over Texas and Louisiana, seriously damaging or destroying more than 100,000 homes, and a death toll that currently stands at 47 and is expected to significantly rise as the water levels begin to recede.

While it’s still too early to estimate, Harvey may very well end up being one of the costliest natural disasters in U.S. history with a price tag upwards of $70 billion. The cost just to remove debris from the city of Houston will likely approach $100 million.

Stepping-up and pitching-in

The pictures and emails I’ve received from friends and clients across the affected region are genuinely heartbreaking. But just as we as compassionate citizens opened out heart and wallets in the aftermath of Katrina and Sandy, I’m sure we’ll do the same in the wake of this devastating storm.

Many of you have also asked what you can do to help.

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

What is My Future Company?

Posted by Ray Sclafani on Aug 22, 2017 9:43:40 AM

I often ask advisors I work with to describe their future company to me. With very few exceptions, the responses I get overwhelmingly revolve around incremental change. It’s understandable.

As business owners, we reflexively cling to the present when planning the future – falling back on the tried and true “well, we’ve always done it this way,” or “yes, I know technology has improved by leaps and bounds, but let’s first focus on improving things at the margins.” We quickly become stuck in a rut because we think small; looking for ways to add operational efficiency to processes and procedures that quite possibly should be blown up and completely restructured.

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

Continue Your Education with Coaching Skills

Posted by ClientWise on Aug 1, 2017 11:18:54 AM

Most successful financial professionals possess the technical skills and qualifications necessary to help their clients and colleagues maneuver in a fast-changing market and professional environment. However, in a business that is built upon relationships -- knowledge of communication skills is just as important, if not more so, than technical skills. Acquiring coaching skills enables advisors to listen at a higher level to their clients, prospects and colleagues, to ask incisive and challenging questions that will bring important issues to the surface, and empower others to become complete partners in creating their own success. 

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

Topics: Coaching

10 Key Marketing Elements for Successful Financial Advisors

Posted by Ray Sclafani on Apr 18, 2017 9:21:26 AM

It's always a good time for financial advisory teams to fine-tune their marketing plans. It’s vital that the team remains focused on reaching defined marketing and client acquisition goals they set in the beginning of the year. These are 10 practices that our research has shown to be integral to the marketing plans of successful 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: Marketing Approach

Your Most Important Clients? It's Your Team. 

Posted by Ray Sclafani on Mar 24, 2017 8:40:00 AM

If we only had a dollar for every time we’ve heard an advisor say “I’d really prefer not to add new team members because I just don’t like managing people.” Mind you, these are the very same advisors who are phenomenal at managing client relationships – highly adept at deciphering precisely what their clients hope to achieve and creating strategies to help them reach those objectives. So exactly HOW is that any different from managing team member relationships

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

Topics: Leadership, Team Development, team leadership

Developing an Emotionally Intelligent Team

Posted by Ray Sclafani on Mar 16, 2017 8:45:00 AM

The best in the business know that a critical part of their role is mentoring, coaching and developing their team. It's extremely important to gain the skills and experiences they will need in order to be even more valuable to the future team. It begins with developing a higher sense of self-awareness in the individual and a keener awareness of others: two of the most important emotional intelligence skills.

 

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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, emotional intelligence

Advisory Team Leader Non-Negotiables

Posted by Ray Sclafani on Feb 28, 2017 11:55:29 AM

You didn’t become the founder of a successful financial advisory practice without having a host of extraordinary talents – from strong rainmaking and relationship management skills to advisory and technical expertise. Early on, out of necessity, you had no choice but to become a jack-of-all-trades. As your practice grows and matures, however, it’s imperative that you learn to move beyond the lone ranger mindset and more tightly define and constrain your role in the firm. 

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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

Good Stewardship Begins with Your Team

Posted by Ray Sclafani on Jan 26, 2017 1:21:26 PM

Whether you call it outcomes-based financial planning, goals-based wealth management, or some other moniker, there’s no getting around the fact that it’s an essential component of being a true fiduciary. That’s because being a great steward of other people’s money is ultimately about helping each individual achieve the outcomes they dream – whether their goal is a simple comfortable retirement or a second yacht anchored in the Mediterranean.

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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

Imagination: A Critical Tool for Business Growth

Posted by Ray Sclafani on Jan 20, 2017 11:17:53 AM

In general, entrepreneurs are successful because they can see a future that nobody else sees, and imagine things that others simply can’t bring themselves to envision. How many of us twenty years ago could have imagined carrying around a device with more than 120 million times the power of the guidance computer that successfully landed and returned Apollo 11? Yet today, nearly two billion of us worldwide are doing precisely that with our smartphones.

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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, Innovation, Goal setting

Capabilities Decks: A Financial Advisor Marketing Necessity

Posted by Ray Sclafani on Dec 14, 2016 2:45:00 PM

Understandably, very few advisors are natural marketing or branding experts. After all, there are only so many hours in the day, with client and operational demands typically keeping your plate more than full. However, effective marketing materials are essential to acquiring new clients, keeping existing clients engaged and satisfied, and providing your loyal client advocates and professional advocate network with the essential tools to make introductions. 

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

Topics: Marketing Approach, financial advisor marketing

How Successful Wealth Transfers are Built

Posted by Ray Sclafani on Nov 28, 2016 3:20:00 PM

It’s a statistic you’ve all heard repeatedly and one that understandably sends a shudder through most firms: 90-95% of inheritors fire their parents’ advisor once the intergenerational wealth transfer has occurred. However, what’s far less frequently discussed, and directly related to both asset retention, is that upwards of 70% of wealth transfers ultimately fail. 

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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

Advisor Growth Strategies Pt. 2: The Hunt for New Relationships

Posted by Ray Sclafani on Nov 15, 2016 3:30:00 PM

In my last blog, we explored strategies that can help drive a greater share of wallet from your existing clients. Now, we will take a look outside at some potential strategies to drive “inorganic growth” by bringing new clients into the firm. Before you turn your eyes outside to the challenge of acquisition, there are two critical areas that will require a significant amount of strategic thought: your value proposition and your niche. 

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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

Veterans Day: 21 Patriotic Quotes Honoring Our Heroes

Posted by Ray Sclafani on Nov 11, 2016 3:33:15 PM

Veterans Day is an incredibly important day for our nation. It is designated as a day to honor all who have served in the military and to celebrate the sacrifices of our veterans. In honor of these men and women, and all others who have protected our freedom, we’d like to ask you to take a moment to personally thank those in your life who have sacrificed everything to serve for our country.

We wanted to show our gratitude to our Veterans around the nation by collecting our top 21 quotes that celebrate the brave heroes fighting for the freedom of our nation. 

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