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The ClientWise Blog
Posts by
Ray Sclafani
Is Your Kid the Right Succession Plan for Your Business?
Perhaps no generation is as misunderstood as millennials – the people who represent the future of our financial services business. We tend to haphazardly paint their...
How Top Financial Advisors Can Better Serve Clients' Heirs
While the statistics vary slightly, time and again they all point to the fact that unless you change your process, the likelihood of holding onto your current clients’...
Top 10 Secrets of the Best Financial Advisors in the Business
What is that “secret sauce” that enables Advisor A to take a $10MM AUM solo practice and build it into a $1+ billion multi-advisor business, while Advisor B with the...
I'm on Social Media, Now What?
From time to time, I write about the growing relevance and importance of social media. Unfortunately, for many of you affiliated with broker-dealers, the topic has...
Keeping Your Wealth Management Team Fully-Engaged
At the beginning of the year, you and your team were fired up and ready to rock-and-roll, committed to 2016 being your firm’s best year ever. Like straight-A students on...
Will the Fiduciary Rule Open the M&A Floodgates?
Over the last two weeks alone, I’ve had no fewer than eight clients say to me that they’re throwing in the towel as a result of the DOL’s new Fiduciary Rule. “You know...
How to Avoid Benchmarking Your Way to Mediocrity
Ours is an industry seemingly obsessed with benchmarking – whether it’s the performance of our investment portfolios or the performance of our businesses; we want to...
Short-Term Comp = Long-Term Headaches
In just the past few weeks alone, I’ve come across no fewer than a half-dozen situations where highly successful advisors suddenly find themselves hamstrung by...
Wealth Advisors: What is Your Business Really Worth?
Every advisor – whether thinking about selling their firm or not – wants to know the value of their business. It’s simply human nature to be curious about how much your...
The Biggest Inhibitor to Your Firm's Growth? It May Be You.
Frequently when I speak at advisor events, I’ll ask attendees what they believe to be the greatest impediment to their firm’s future growth. More often than not, the...
8 Accelerators for Transformational Change
I recently came across a terrific older article in the Harvard Business Review that articulated in very specific detail an optimal organizational structure to empower...
Creating a Positive Wealth Management Team Culture
We focus so much on acquisition, portfolio management, client issues and day-to-day operations that we rarely have time to sit back and take stock of the state of our...
Don’t Fear the DOL Rule, Embrace It!
The sky is falling! The sky is falling! Open any financial advisor trade publication these days, and that pretty much sums up the prevailing sentiment. Yet despite all...
Why Your Networking is “not-working!”
Whenever I have a conversation with an advisor client about his or her professional advocate network, invariably they begin to discuss the number of client referrals...