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Ray Sclafani
6 Considerations for Financial Advisors Networking with Attorneys
There are seemingly endless opportunities for financial advisors to receive referral introductions from attorneys, but this doesn't mean they are easy to come by. As a...
6 Techniques To Maximize Your Relationships with Key Influencers
One of the most rewarding aspects of coaching financial advisors is realizing how the measures we use to create progress in the coaching relationship can also be used by...
The Digital Advocate: Your Online Centers of Influence
LinkedIn has become more and more popular amongst financial advisors over the last few years. Even the big wirehouse firms have advisors creating a LinkedIn presence...
Your Next-Gen Centers of Influence
It’s no secret that there is a lack of young financial advisors in the industry. Only 5% of the 315,000 advisors working in the U.S. are under the age of 30. This is due...
Ask Yourself These 12 Questions To Uncover Your Best COIs
Your client advocate and professional advocate relationships, or centers of influence, are incredibly important for the success of your business. As a seasoned advisor...
Communicating with Your Loyal Client Advocates
We have been discussing the importance of financial advisors connecting with Professional Advocates and Loyal Client Advocates collectively over the past few weeks. It’s...
Not All Referrals are Created Equal. Can You Recognize The Difference?
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...
Stay Connected to COIs Even During Tax Season
When was the last time you sat down with a CPA in your referral network? Probably not in the last few weeks. As an advisor, you are likely to be busier than usual this...
You May Be Unknowingly Contributing to Team Unhappiness: How to Fix it
What is the biggest threat to your team members’ happiness and engagement? You might presume it’s their feelings regarding their compensation, or perhaps perceived lack...
Who’s in Your Room?: The Importance of Who's On Your Team
I recently read a book by Stewart Emery, Ivan Misner & Rick Sapio, called Who’s in Your Room? It essentially asks the question: What do the people you keep around say...
Build an Advisory Team: What is Common Intent And Why is it Important?
A commonality amongst all teams is the need for a leader who exhibits CEO-like behaviors. What ClientWise has discovered in our team-focused coaching approach is that,...
Part II: The Time is Right (Enough) to Team
As I mentioned in Part I of this blog, there are several reasons to start a team. Perhaps you’ve reached a point where your production has plateaued and you need to make...
Part I: The Time is Right (Enough) to Team
Sort of like starting family, there is never a "good” time to start a team. It will always take more time, attention and energy than you feel you have to give; but, if...
3 Essential Productivity Strategies for Wealth Management Teams
Time is the ultimate equalizer, and an important topic for financial advisors to consider when looking at their practice management. According to a recent study, the...