The ClientWise Blog

Why Should You Worry About Generational Wealth?

Posted by Ray Sclafani on Sep 10, 2015 4:53:00 PM

I’m not sure how or when it happened, but my penchant for bands like the Red Hot Chili Peppers and FooFighters is now met with a somewhat dismissive head shake and a barely audible sigh from my college-aged son – a signal of my clearly misguided musical appreciation. Come to think of it, it’s the exact same reaction I had 30 years ago as the songs of Tony Bennett and Dean Martin slowly tortured me.

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

Topics: Trust, Relationship Management, Millennials

Interdependence – The Secret Sauce of Successful Teams

Posted by Ray Sclafani on Sep 1, 2015 5:33:00 PM

Successful wealth management is a team concept and not an independent function. In order for the client’s work to get done, you need a team that willingly engages in the exchange of leadership among themselves. Your team should work together in a manner that evokes meaningful contribution, showcases the strengths of every team member, and advances consistent and effective group decision-making.

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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, Trust, team leadership

Financial Advisors! You’re Talking, but What Are Your Clients Hearing?

Posted by Alix Purcell on Nov 19, 2014 10:30:00 AM


Professionals in any industry have to make a concerted effort to see things from their clients’ perspective. No matter how well-intentioned your efforts, it’s difficult to leave behind your expertise and day-to-day knowledge to communicate from the same vantage point as your clients.

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

Topics: Communication, Trust

7 Mistakes Financial Advisory Teams Will Make in 2015

Posted by Alix Purcell on Nov 11, 2014 10:00:00 AM


Bringing together a financial advisory team is a huge endeavor and very often a differentiator between solo advisors with moderate success and those who decide to team to experience incredible, sustainable, and truly fulfilling success.

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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, Leadership, Team Development, Goals, Trust

How to Gain Return on Your Values

Posted by Helene Mazur on Oct 16, 2014 10:00:00 AM


In business you can’t rest on your laurels; there are no guarantees.

Ethical standards and staying on one’s toes are a basic requirement to sustaining a competitive advantage for large and small companies alike.

Facilitating a strategic thinking and planning process every few years is an ideal way to make sure that you continue to pursue value- driven, forward-thinking strategies.

 

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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, Goals, Trust

The Biggest Oversight Financial Advisors are Making for their Future

Posted by Alix Purcell on Oct 11, 2014 11:00:00 AM


We work with a lot of financial advisors who are in a building phase for their businesses. If anything, they are preparing to join existing financial advisory teams, or perhaps considering partner with their peers, certainly not thinking about the eventual sale of their business. 

 

This is a big oversight: No matter what phase of business you are in, if you lead your own financial advisory practice you should be seriously considering the sale of your business as it relates to its enterprise value and your own succession planning.

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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, Leadership, Trust, Succession Planning

The Secret To Engaging Your Financial Advisory Team

Posted by Helene Mazur on Oct 8, 2014 11:00:00 AM


We all have work relationships that aren’t ideal. Sometimes we even try really hard to bridge those gaps. Often though, we work side-by-side with less than optimal communication for too long.


How would you rate the dynamics on your financial advisory team?

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

Topics: Communication, Team Development, Trust

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

Letting Go to Grow - Team Building for Financial Advisors

Posted by Ray Sclafani on May 20, 2014 1:24:00 PM


Often in life and in business we’re faced with the challenge of letting go of old belief structures in order to create the space necessary to make room for new ones that prepare us for greater successes. In my 20 years of coaching financial advisors, I’ve come to realize that the biggest transition many advisors experience is in reframing their image to clients when they move from being soloprenuers to creating their own team or firm. This can potentially make them more profitable and provide great learning opportunities for them as leaders, but it is not without its challenges.


While this transition is different for every team leader based on his or her individual goals and financial advisory team dynamic, there is a “letting go process” that seems to work for many of our coaching clients. When asked the question “how do I even begin?” I tend to reply with something along the lines of the following:

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

Topics: Coaching, Organizing Priorities, Business Development, Team Development, Client Engagement, Planning, Trust

Critical Factors for Financial Advisors When Onboarding New Clients

Posted by Alix Purcell on Apr 17, 2014 4:02:00 PM


First impressions are incredibly important. The initial moments of a conversation reveal a lot about the person you are talking to; through their voice, their body language, and how they interact with you. The same is true of your first conversations with clients, which provides crucial moments for you to learn about them, establish your expertise and the benefit you provide, and lay the foundation for a relationship moving forward.

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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, Client Acquisition, Business Development, Trust

A Key Ingredient in Financial Advisors’ Marketing to Millennials

Posted by Chris Holman on Mar 11, 2014 11:06:00 AM

Trust is a key factor in any sales relationship. Clients don’t buy from people (or entities) that they don't trust.

For financial advisors who aspire to market to Millennials, the trust factor is even more relevant. In a recent Pew Research study, the different generations were asked this question:

 

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

Topics: Trust, Millennials

Financial Advisor Prospecting: Revealing a Risk for HNW Investors

Posted by Chris Holman on Jun 13, 2013 3:26:00 PM


According to Christine Gaze, directory of practice management for TD Ameritrade, the typical high-net-worth investor works with 3.21 financial advisors.

 

What may not be obvious to these HNW investors is that they are assuming a huge risk in their portfolios that greatly outweighs the presumed benefits of multiple advisors.

 

Why Do Investors Have Multiple Advisors?

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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, Trust

Financial Advisors: A Secret* Ingredient to Jumpstart Growth

Posted by Chris Holman on Jan 3, 2013 10:46:00 AM


Trust!

You already have this, of course. All financial advisors do to some extent. Yet, the really, really good and successful financial advisors know how to leverage trust to the nth degree.

* Trust is not so much a “secret” ingredient of success for financial advisors as it is noticeably underutilized.

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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, Client Engagement, Trust

Financial Advisors, Service, and Stewardship

Posted by Chris Holman on Apr 19, 2012 11:05:00 AM

 

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

Topics: Leadership, Trust

Be the Quarterback!

Posted by Chris Holman on Sep 20, 2011 4:52:00 PM


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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, Trust