The ClientWise Blog

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,

6 Crucial Considerations for Financial Advisors Networking with Attorneys

Posted by Ray Sclafani on Apr 10, 2015 9:43:39 AM

There are seemingly endless opportunities for financial advisors to receive referral introductions from attorneys, but this doesn't mean they are easy to come by. As a financial advisor, it’s important to differentiate yourself from the slew of other advisors who are after similar professional advocate relationships with the attorneys in their networks. Like yours, an attorney’s time is precious and it’s often difficult to get the return on relationship you desire without a little extra effort.

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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, networking,, Center of Influence

The Digital Advocate: Your Online Centers of Influence

Posted by Ray Sclafani on Apr 1, 2015 10:30:00 AM

LinkedIn has become more and more popular amongst financial advisors over the last few years. Even the big wirehouse firms have advisors creating a LinkedIn presence through firm and compliance approved postings, which they can dell out at their own decided rate and choice of articles.

The increase in compliance related products would only suggest that this trend will continue in the coming months and years, encouraging advisors of all types—whether independent, RIA, or wirehouse advisors—to consider the following when determining their LinkedIn presence and how it might affect their business:

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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, Relationship Management

Communicating with Your Loyal Client Advocates

Posted by Ray Sclafani on Mar 21, 2015 11:02:00 AM

We have been discussing the importance of financial advisors connecting with Professional Advocates and Loyal Client Advocates collectively over the past few weeks. It’s important to recognize the subtle differences that exist in each process, however, and to take the appropriate measures to ensure you are working with these differences in mind when looking to your centers of influence for referrals.

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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

Financial Advisors: Has Your Pipeline Left the Building?

Posted by Mitch York on Feb 4, 2015 12:15:32 PM

When three clients talk to me about the same issue in a week, it’s time for a blog post. The issue is pipeline management. 

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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, Marketing Approach, Business 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

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

5 Critical Marketing Questions Financial Advisors Must Ask Themselves

Posted by Alix Purcell on Oct 14, 2014 10:30:00 AM

As of 2013, the number of registered financial advisor representatives with a FINRA-member firm was roughly 700,000. With this number steadily increasing year after year, your marketing strategies must do the same. Research proves that 86% of advisors do not have distinct and/or consistent marketing and client acquisition strategies.  As a financial advisor, progression is key when it comes to marketing, but relying on the same tactics and strategies you've used for previous years will not give you an advantage, nor will it keep you differentiated among your competition.

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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, Marketing Approach, Client Engagement

Help Investors Break Up with Unresponsive Financial Advisors

Posted by Alix Purcell on Oct 3, 2014 10:00:00 AM

Finances are a very scary part of life for many investors, and with this fear also comes the hesitation to make change. In many cases, investors are always ”on the brink” of switching financial advisors. Perhaps they’ve had multiple conversations with other financial professionals, but have yet garnered up the courage to actually move on.

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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, Communication, Trust

9 Creative Ways for Financial Advisors to Acquire Clients

Posted by Alix Purcell on Sep 20, 2014 10:00:00 AM

If the thought of your client acquisition tactics have become tiring or boring, they’re probably also not working very effectively either. The tips below will liven up the process, get you thinking differently about your approach, and likely land you a few 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, Marketing Approach, Innovation