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Ray Sclafani
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...
How to Justify Your Value So Price Doesn't Matter
As the advisor industry continues to churn with speculation regarding the scope and extent of new forthcoming DOL guidance around the transparency of client fees, all...
Financial Advisor Client Events: Making a Lasting Impression
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...
How to Master Your Business Financials
“Revenue is vanity, cash flow is sanity, but cash is king.” It’s an age-old business maxim that too few independent advisors ever fully embrace. As firm owners, many of...
Team Building Activities for Wealth Management Advisors
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...
How Much is that Advisor in the Window?
Perhaps more than any other industry, the financial advisory business is keenly attuned to benchmarks. You carefully watch major indices, craft investment portfolios to...
The Clock is Ticking: Succession Planning for Advisors
Let’s start with a few irrefutable facts. Today, the average age of financial advisors in this country stands at 50.9 years old. According to Cerulli Associates, over...
The Art of WOW: Improve Your Client Engagement Process
“People will forget what you said. People will forget what you did. But people will never forget how you made them feel.” - Maya Angelou That’s the genuine essence of...
How to Convert the Right Clients into Advocates
What exactly constitutes a “client advocate?” Advisors are often rather liberal in their definition, including those clients who, from time to time, provide an...
Build Better Client Relationships: 5-Step Client Engagement Process
With tax season right around the corner, this is a time of year when many advisors are focused on annual and quarterly client reviews. The challenge, however, often lies...
3 Key Ways to Maximize Your Financial Advisor Marketing
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...
Why You Need a NextGen Advisor on Your Team
Let’s get one thing perfectly clear – millennials are NOT the lazy, self-absorbed narcissists who expect you to hand them a VP title and a six-figure salary. About the...