The ClientWise Blog

Managing your OWN fear and uncertainty

Posted by Ray Sclafani on Jun 17, 2020 2:00:00 PM

If you’re not experiencing any; you’re not human!

Assuming you’ve ventured onto ThinkAdvisor, FA-Mag, InvestmentNews or any one of the many other online information resources for financial advisors over the past couple of months, you’ve no doubt seen a barrage of articles about managing and coaching clients through times of crisis. Everywhere you look there’s guidance, best practices and tips on how to quell client fears, keep them focused on long-term goals, and remain committed to their financial plans.

But what about YOUR fears, anxieties and uncertainties?

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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, client appreciation

Stay Connected Recommendations - For You and Your Team

Posted by ClientWise on Jun 15, 2020 1:00:00 PM

Looking for ways to keep your team and your clients focused and engaged? Share with them some of the books, TV shows, movies, podcasts, etc. that have helped lift your mood or provided a welcome distraction. See attached for our recommendations.

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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

Curated Content for Financial Leaders (Week of June 15)

Posted by Ray Sclafani on Jun 12, 2020 3:30:00 PM

 
 
Each of these important articles and podcasts have been thoughtfully curated, timely, and helpful for you and your team.

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

Topics: Leadership, Crisis

Stay Connected Recommendations - For You and Your Team

Posted by ClientWise on Jun 5, 2020 1:00:00 PM

Looking for ways to keep your team and your clients focused and engaged? Share with them some of the books, TV shows, movies, podcasts, etc. that have helped lift your mood or provided a welcome distraction. See attached for our recommendations.

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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

Moving the Right Financial Levers

Posted by Ray Sclafani on Jun 4, 2020 11:31:20 AM

Moving the Right Financial Levers

Avoid permanent outcomes to temporary problems

Unlike countless retail, manufacturing and hospitality businesses, financial advisors should likely emerge from the COVID-19 lockdown in comparatively decent financial shape. Certainly, some clients may become more judicious as to how they utilize your services. Conversely, though, many self-directed investors who’ve enjoyed more than a decade of steadily rising markets may now begin gravitating to professional advisors.

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

Topics: Crisis, financial stimulus, employee retention

Curated Content for Financial Leaders (Week of June 1)

Posted by Ray Sclafani on May 29, 2020 2:09:20 PM

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

Topics: Crisis

Gauging your clients’ confidence

Posted by Ray Sclafani on May 22, 2020 2:37:18 PM

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

Topics: Communication, Client Engagement

The Anatomy of a Client Review

Posted by Ray Sclafani on May 18, 2020 10:00:00 AM

By now, you’ve reached out to check-in with all of your clients – apprising them as to your operating plan during the pandemic, as well as addressing any initial fears and concerns they might have about the state of their financial plan, short-term liquidity needs or other financial matters. But the longer COVID-19 continues, and the longer people are sheltering in place, the key question that often arises is “how do I go back to my clients and structure follow-up conversations with them that provide genuine value?”

In this current environment, the importance of getting your team to coalesce around a common structure of how to thoughtfully “meet” with clients simply can’t be overstated. People are nervous, unsure of the future and desperately looking for both reassurance and a sense of hope. At ClientWise, we advocate employing the following structure (in the specific order presented) in order to get the most out of your conversations with clients during this unprecedented time.

  1. Are you okay? – start each call by checking-in on their life and how they’re coping. Make sure you show your clients that you personally KNOW them. Rather than “how are the kids and how is your wife,” be more specific…”how did Caroline and Michael handle completing the school year online? Is Karen able to work from home? Are you two able to find ways to relax and de-stress?” This not only helps better demonstrate that you value the relationship, but it enables you to connect with your clients at a deeper, more personal and emotional level.
  2. I’m okay! – it’s important to communicate how you are to alleviate any unspoken questions or concerns the client may have. “I’m exercising, eating well, getting good sleep and feeling sharp and attentive.” We all know that this pandemic will eventually pass, but the longer it goes on, the bigger an issue mental health will become. Extended isolation can lead to depression and even PTSD. So, take a little time to reassure your clients that you’re active, engaged and positive.
  3. Our team is okay! – your business is more than just you. Clients need to have a strong level of confidence that the team that serves them is also functioning on all cylinders. “Here’s how we’re operating and functioning remotely…this is how we’re staying connected with morning huddles, etc.” Communicate specific details to show that the team is networked and operating well. And touch on specifics to show them how cybersecurity and information security are still being carefully maintained. Download our ClientWise Connect and Support Check-In™ tool to help you foster closer connections with your team and determine how you can all better communicate.
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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

Stay social, my friends!

Posted by ClientWise on May 15, 2020 4:01:35 PM

By now, we’re all more than a little burned out on Zoom meetings, virtual client reviews, and the seemingly endless litany of daily and weekly online check-ins and team meetings. These virtual get-togethers, which only a few months ago were an interesting novelty, have now become so ubiquitous that it can be incredibly challenging to remain engaged and energetic as you sit in front of your phone or laptop staring at “people in boxes” like the opening theme of The Brady Bunch.

We humans are highly social animals. We crave personal connection; something that given the current state of the world is difficult at best. Yet given the current market volatility and uncertainty, it’s easy to get so focused on managing your clients’ financial health that you forget to pay enough attention to their emotional health – as well as the social health of your team.

If you aren’t already, consider taking a little time to turn one of your weekly online team meetings (perhaps Thursday or Friday afternoons) into a virtual happy hour where everyone can turn off their business minds for a while and simply re-connect with each other on a more personal level. You might also want to seriously consider doing the same with clients once or twice a month – bringing them together online with your team to simply chat about how everyone’s bearing-up while sheltered in place.

Here at ClientWise, we’ve even created a way for you to spice up your next happy hour with our Online Happy Hour Menu. Whether your preference is a crisp Quarantini or an Isolation Old Fashioned, rest assured that we’ve got your next COVID-19 soiree covered.

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

Topics: Team Engagement

Stay Connected Recommendations - For You and Your Team

Posted by ClientWise on May 14, 2020 9:17:15 AM

Looking for ways to keep your team and your clients focused and engaged? Share with them some of the books, TV shows, movies, podcasts, etc. that have helped lift your mood or provided a welcome distraction. See attached for our recommendations.

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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

Keeping Your Team Productive in a Virtual World

Posted by Ray Sclafani on May 11, 2020 4:38:26 PM

Dare I say that just a few months ago, none of us could possibly have fathomed the world we currently find ourselves trying to navigate?! Not only is the human toll of this pandemic heartbreaking, the economic impact of productivity grinding to a virtual halt may have ripple effects that are felt for years to come.

As business leaders, it’s incumbent upon us not only to provide continuity of care to our clients, but also to support our teams and empower them to weather this unprecedented upheaval to “business as usual.” In addition to revisiting and adjusting your 2020 business plan and reviewing roles and responsibilities to ensure that team members can still do their jobs, the following are a few ideas worth considering – creative ways you can help keep your team more productive, better engaged and in good spirits:

  1. Stay focused on objectives and key results – with everyone working remotely, it’s easy to lose traction on your firm’s OKRs. However, there are a host of OKR productivity platforms and tools available to help you maintain team cohesiveness and coordination. Consider a solution like Workboard.com, Weekdone.com, Monday.com or 7Geese.com to keep driving key results.

  2. Upgrade team technology – these last few weeks, it seems as though almost every advisor I talk with brings one or two creative ideas to the table about how they’re actively working to empower their teams. Several have bought their team members new laptops that are more powerful and secure, while others have taken it upon themselves to pay to upgrade Internet upload and download speeds for their team.

  3. Improve workspaces – knowing that the current work-at-home reality may endure for a while, and that not everyone has the financial means or space for a home office, one advisor I recently spoke with opted to send each of his team members an UPLIFT desk for their homes!

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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, Productivity

Stay Connected Recommendations - For You and Your Team

Posted by ClientWise on May 7, 2020 3:15:34 PM

Looking for ways to keep your team and your clients focused and engaged? Share with them some of the books, TV shows, movies, podcasts, etc. that have helped lift your mood or provided a welcome distraction. Here are some of ours to get you started.

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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

Twelve Positive Ways the Crisis Will Impact RIAs

Posted by Ray Sclafani on May 5, 2020 1:58:00 PM

 
This weeks research insights, best practices, and fresh ideas on how to lead your clients and your team... 
 
 
 
 
 
 
 
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ClientWise is the premier financial advisor coach focused on business development and management best practices for financial advisors.

Topics: Crisis

Stay Connected Recommendations - For You and Your Team

Posted by ClientWise on Apr 30, 2020 2:34:28 PM

Looking for ways to keep your team and your clients focused and engaged? Share with them some of the books, TV shows, movies, podcasts, etc. that have helped lift your mood or provided a welcome distraction. Here are some of ours to get you started.

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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

How to alleviate Zoom fatigue

Posted by Ray Sclafani on Apr 28, 2020 12:00:33 PM

 
This weeks research insights, best practices, and fresh ideas on how to lead your clients and your team...
 
 
 
 
 
 
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ClientWise is the premier financial advisor coach focused on business development and management best practices for financial advisors.

Topics: Crisis