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Ray Sclafani
Stop Undervaluing Your Firm: It’s Time to Upgrade Your Pricing to Reflect Your Services
Pricing. It’s one of the most overlooked levers in your firm’s valuation arsenal. Yet too many advisors treat pricing as a fixed back-office function rather than as a...
Client Engagement: Your New Growth Strategy
Let's clarify a common advisor misconception: client engagement is NOT the same as simply staying in touch. Sending out birthday cards, delivering quarterly market...
The Hidden Cost of Haphazard Growth
It's perhaps the single most misunderstood, misattributed, and mismanaged aspect of our profession – our perception of what constitutes genuine wealth management...
Summer Retreats to Build Culture, Capacity, and Vision
Planning a summer retreat for your team? Excellent. Make time for golf, the spa, or whatever helps your team recharge, but make sure that's not the main event. The elite...
Mentorship with an Expiration Date: Why Great Leaders Recalibrate
In a recent Harvard Business Review study aimed at identifying the qualities that set apart the most effective corporate executives from their peers, 75% of interviewees...
The Complexity-Capacity Gap
Have you ever landed a client that seemed like a perfect fit on paper—only to find that they left your team burned out, your workflows disrupted, and your profitability...
Patriotism in the Work We Choose to Do
This week, I’m taking a break from writing content, recording interviews, or unpacking trends in wealth management. No strategies, no frameworks. Just a few...
“Who Taught You That?” The Power of Training in High-Performing Firms
How did you become great at your job? Was it simply by doing, grinding, guessing and slowly figuring it out? Or was there someone around to help guide and teach you,...
Offboarding with Integrity: How High-Performing Teams Say Goodbye
For high-performing teams, the fit and alignment of each team member are just as important as their individual skill sets. Whether assessing a recent hire or evaluating...
That’s Not Growth—That’s Gravity: Why Confusing Market Returns with Real Business Growth Is Killing Your Firm’s Future
Let’s be blunt: too many advisory firms are fooling themselves. They point to a 12% increase in AUM and pat themselves on the back. They celebrate hitting “record highs”...
Ten Missteps That Keep Advisory Teams from Growing Intentionally
There’s a personal truth I hold that applies to individuals and teams alike: all behavior is truth. In other words, what you do—not what you say—is the most accurate...
The Six Ways to Fuel Organic Growth
Organic growth is a critical indicator of health for every successful advisory business—regardless of size, assets, revenue, or number of clients. It reflects your...
Gratitude in Action: Memorial Day and the Values We Uphold
With our nation mired in so much political conflict and dissent lately, Memorial Day offers a rare opportunity for all of us to come together in a shared national pride...
The Growth Trap
From the outside, your firm may appear to be thriving. Assets have increased, referrals remain steady, and your calendar is full. But here’s the question that matters:...