The ClientWise Blog

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

5 Lessons from the Wisdom of Steve Jobs

Posted by Ray Sclafani on Sep 9, 2016 11:57:33 AM

As we approach the 5-year anniversary of the death of Steve Jobs, he continues to remain one of the world’s most respected business visionaries and innovators. A creative genius and passionate non-conformist who never accepted conventional wisdom at face value, but instead rebelled against the inherent laziness of “business as usual.” 

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

Topics: Organizing Priorities, Marketing Approach, Team Development

Financial Advisor Client Events: Making a Lasting Impression

Posted by Ray Sclafani on Mar 16, 2016 11:00:00 AM

Intimacy and engagement: those are the qualities that separate truly memorable client events from the merely enjoyable; they’re the qualities that resonate at a deeply personal level, strengthen relationship bonds and leave a lasting impression. But how do you go about raising your own client appreciation events from average to amazing?

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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, Client Engagement

3 Key Ways to Maximize Your Financial Advisor Marketing

Posted by Ray Sclafani on Jan 21, 2016 4:25:32 PM

Far too many advisors view their firm website with the same sort of fear and trepidation that results in dated, uninspiring advisor websites that say very little and rarely change. The most successful wealth management teams out there are the ones who don't miss out on the lead generation opportunities that the digital world has allowed for. So…how does a financial advisor even begin to distinguish themselves and their practice through technology? 

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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, SEO

Social Media for Advisors: Silence is NOT Golden!

Posted by Ray Sclafani on Jan 12, 2016 4:24:27 PM

No matter how capable of a writer you are, the simple truth is that it’s vital you have an opinion and are willing to share it. Your clients are counting on that. If you want to be an excellent client service partner and an exemplary marketer, you need to have a voice. But what steps do you need to take to get your voice out there? 

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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

Are Your Marketing Efforts Stuck in the '80s?

Posted by Ray Sclafani on Oct 1, 2015 4:10:31 PM

Blue Horseshoe loves Anacott Steel!

For many of us, the image of Bud Fox’s tenacious efforts to bag the elephant and secure a new client relationship with Gordon Gekko is permanently etched in our mind. In fact, that movie provided a reasonably realistic depiction of the type of survival-of-the-fittest mentality that was pervasive throughout the brokerage world in the 1980s. It was the epitome of brute force, individualistic marketing–sink or swim, you were on your own: “Here’s your phone book, now smile and dial.” You kept your legal pad of promising leads, made your phone calls and follow-up calls, set your appointments, and either converted prospects to clients or started searching for a new career.

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

Topics: Leadership, Marketing Approach

Catching Keyser Soze - Building a Powerful Reputation Starts with Narrowing Your Focus

Posted by Ray Sclafani on Sep 3, 2015 5:06:00 PM

For those familiar with the film The Usual Suspects, the name Keyser Soze will no doubt be immediately recognizable – and wholly unforgettable. Yet, while the illusive Soze is the driving force of the film, he remains an invisible phantasm throughout. As the character Verbal Kint explains it, “nobody ever saw him or knew anybody that ever worked directly for him, but…anybody could have worked for Soze. You never knew. That was his power.

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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

An Argument for Content Marketing for Financial Advisors

Posted by Ray Sclafani on Jul 6, 2015 1:46:00 PM

 

 

The question of whether or not stories sell better than ads is long settled by now. We live in an information driven age in which consumers crave knowledge with purchase. The decision to buy goods or services is driven as much by a desire to gain insight as it is the eventual outcome that results from using that product or service. So what does this mean for you?

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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, Business Development

Part II: Start Planning While You're Still Growing

Posted by Ray Sclafani on Jun 17, 2015 12:11:00 PM

Last week, we posted Part I of this blog, which talked about the best way to tackle succession planning by starting to plan while you’re still growing your business. To make this incredibly overwhelming thought a little more manageable, we broke it down by our ClientWise Professional Advisory Model™. Then, we broke it down further into three different periods of time. Using this multi-layered thinking will help you be more efficient in evaluating your business and preparing you for succession.

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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, Marketing Approach, professional advocate, loyal client advocates

Not All Referrals for Advisors are Created Equal. Can You Recognize The Difference?

Posted by Ray Sclafani on Mar 19, 2015 10:30:00 AM

As we move around the Professional Advisory Model (PAM) ™, our focus for March and April will highlight our client and professional engagement models, which we introduced last week in our blog “Stay Connected with to COIs Even During Tax Season.” 

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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, Relationship Management

Financial Advisors: Has Your Pipeline Left the Building?

Posted by Mitch York on Feb 4, 2015 12:15:00 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

Keep Your Marketing in Mind Even After You’ve Snagged the Client

Posted by Alix Purcell on Nov 14, 2014 3:00:00 PM

Keep Your Marketing in Mind Even After You’ve Snagged The ClientIf financial advisors choose to invest the time and money to create an online presence, they better believe that people are going to place some value in it and except to see that carried through in their experience as the client. Content marketing works because people take to heart, or want to take to heart, what they read. The phrase "don't believe everything you read online" was coined specifically because of people's propensity to do so.

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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, 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

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

Financial Advisors, Could Your Webpage Be Costing You Clients?

Posted by Alix Purcell on Sep 16, 2014 12:58:00 PM

You are probably at a point in your career where you're acquiring clients in a variety of ways.  If you have an active professional network, you might be finding centers of influence in lawyers and CPAs who refer you clients. If you have developed strong relationships with your current clients, you are probably also receiving referrals from them on a somewhat regular basis. Perhaps when you receive these referrals you’re introduced via email, maybe even in person. Either way, you can almost guarantee that when it comes time to make a decision, that referral will visit your website before they contact you.

 

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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, Marketing Approach, SEO, Client Engagement, Website Design