The ClientWise Blog

6 Crucial Considerations for Financial Advisors Networking with Attorneys

Posted by Ray Sclafani on Apr 10, 2015 9:43:39 AM

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 financial advisor, it’s important to differentiate yourself from the slew of other advisors who are after similar professional advocate relationships with the attorneys in their networks. Like yours, an attorney’s time is precious and it’s often difficult to get the return on relationship you desire without a little extra effort.

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

Topics: Client Acquisition, Business Development, networking,, Center of Influence

Your Next-Gen Centers of Influence

Posted by Ray Sclafani on Mar 30, 2015 1:00:00 PM

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 in part to a hiring freeze in 2008, a direct result of the economic crisis, as well as a number of other more recent contributing factors.

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

Topics: Business Development, Client Engagement, advisors

Ask Yourself These 12 Questions To Uncover Your Best COIs

Posted by Ray Sclafani on Mar 27, 2015 9:30:00 AM

Your client advocate and professional advocate relationships, or centers of influence, are incredibly important for the success of your business. As a seasoned advisor once told me: “Your referrals are as valuable to your business as your clients, if not more so.” I would add to that, that your client advocate and professional advocate relationships are only as valuable as you allow them to be, through the knowledge and understanding you provide them of your business.

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

Topics: Business Development, Client Engagement

Financial Advisors: Has Your Pipeline Left the Building?

Posted by Mitch York on Feb 4, 2015 12:15:00 PM

When three clients talk to me about the same issue in a week, it’s time for a blog post. The issue is pipeline management. 

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

Topics: Client Acquisition, Marketing Approach, Business Development

4 Techniques to Improve Your Advisory Team and Acquire Clients

Posted by Ray Sclafani on Jan 29, 2015 8:30:00 AM

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One of the greatest gifts at your disposal as a financial advisor is your ability to communicate openly, both with your clients and your team members. As our focus is on teams this month, I will first look at the benefits of using direct communication with your team members, and then  also show how these skills are beneficial in your conversations with clients.

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

Topics: Client Acquisition, Business Development, Team Development

Part I: Questions to Ask When Building or Structuring Your Team

Posted by Alix Purcell on Jan 19, 2015 1:00:00 PM

 

Building a team is a complicated endeavor. Bringing more people under your business umbrella means you are expanding your capacity, capabilities and range of services, but it can also feel like clouding what once seemed like a very straightforward approach: providing your clients with services that only you—and you alone—could offer. 

I'll save the benefits of building a team for another blog (we outline many here) but suffice it to say that, for successful advisors, the benefits of having a team in your corner far outweigh the benefits of going it alone. But how do you know if you’re making the most of it? Whether you are in the process of building your team, or you have already built one, carefully consider the following questions to ensure that you are really getting the greatest impact from your investment in human capital.

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

Topics: Business Development

5 Keys to Reaching Team Goals And Having The Best Year Ever

Posted by Ray Sclafani on Jan 14, 2015 9:30:00 AM

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Accomplishing Your Biggest Goals, which includes some really important points about the benefits of things like past failures, setting goals that seem unachievable, and being aggressive in your goals even when you are incredibly busy and feel overwhelmed doing simply the status quo. Unfortunately the replay has run out, but I managed to grab a listen in the final hours thanks to a relationship manager on the ClientWise team. A big shout out to John Moyer for giving me a heads up!

While his points are directed toward individuals for the most part, they are just as important to keep in mind for teams. Here are some of the key observations made by Hyatt that are really in line with our thinking when it comes to goal-setting as a team here at ClientWise: 

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

Topics: Coaching, Business Development, Team Development, Goals

The Porcupine in the Room

Posted by Alix Purcell on Jan 12, 2015 10:00:00 AM


Have you ever experienced a “coaching momentwhere an emotionally charged issue came up for the person you were coaching?

In a recent Certified Financial Services Coach Training Program course, Lyn Allen, one of our Master Certified Coaches at ClientWise, provided an example of one such coaching moment. In this example, the financial advisor being coached compared her interactions with her assistant to dealing with a “porcupine”. The assistant was incredibly difficult to be around and made the coachee feel as though she couldn’t approach her for help with even the smallest task. It was clear that the coachee had some negatively charged emotions surrounding her assistant that would continue to come up for her at work and during her coaching sessions. 

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

Topics: Coaching, Business and Operations Management, Business Development

How to Refresh Your Wealth Management Team in 2015

Posted by Alix Purcell on Jan 8, 2015 9:00:00 AM


The beginning of the year is an exciting time, especially after the close of a successful previous one. All too frequently however, we simply “reconfigure” our strategic plans from the previous year, rather than adjusting our plans moving forward to seriously take into account the growth and success our team has gained over the past 365 days. Sure, this feels like a giant task, and it seems easier to repeat what we’ve done and what we already know, at least in some respects, works. But think about the opportunity you’re missing out on.

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

Topics: Communication, Business Development, Team Development, Innovation, Planning, Learning, Goals, Change, ClientWise, Time Management

The Best Leadership Books from 2014

Posted by Alix Purcell on Jan 6, 2015 9:30:00 AM


Team Leadership is an incredibly important and in-depth topic in today’s world. It’s so important to our financial advisor clients that most of the workshops we hold at ClientWise focus on the techniques of becoming a true team leader. Lone Ranger to Leader and Building the Billion Dollar Business, as well as many of our other ClientWise programs, teach advisors how to step out of the role of solopreneur and into the role of team leader, and to build teams that eventually achieve Total Team Leadership™. 

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

Topics: Leadership, Business Development, Team Development, Learning, team leadership

The Word of the Year: Culture

Posted by Alix Purcell on Dec 22, 2014 1:50:00 PM


“A nation, a workplace, an ethnicity, a passion, an outsized personality. The people who comprise these things, who fawn or rail against them, are behind Merriam-Webster's 2014 word of the year: culture.” The introduction to AP Mobile’s announcement that Merriam Webster has named ‘culture’ the word of the year got us thinking more about the role that culture plays in the financial advisory space. 

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

Topics: Business and Operations Management, Business Development, Team Development

A Holiday Package from ClientWise to Prepare Your Team for 2015

Posted by Alix Purcell on Dec 5, 2014 11:09:25 AM


They say that the best leaders know how to delegate. At ClientWise we’d argue that the best leaders know how to collaborate. However, part of the challenge of transitioning to a leader is learning to let go of certain responsibilities to share them with team members. The same is true of partnering and collaborating with outside entities who can help you develop that team and gain an outside perspective for greater understanding of exactly how your team collaborates.

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

Topics: Coaching, Business and Operations Management, Business Development, ClientWise, Holiday

Joint Venture Provides Cutting Edge Workshops for Financial Advisors

Posted by Alix Purcell on Sep 9, 2014 11:15:00 AM


We’re thrilled to announce that we have recently partnered with ThinkAdvisor, a company equally committed to helping financial professionals access industry knowledge and grow their businesses. Together, ClientWise LLC and ThinkAdvisor will pool their resources to create one of the most compelling workshops for elite financial advisors committed to building billion dollar businesses

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

Topics: Coaching, Leadership, Entrepreneurs, Business Development, Team Development, ClientWise

9 TED Talks Every Financial Advisor Must Watch

Posted by Chyna Dama on Sep 4, 2014 11:00:00 AM


As a financial advisor, it’s easy to get caught up in day to day activities, working IN your business instead of ON your business.  But making an effort to help grow yourself personally and professionally cannot fall at the wayside.  Taking charge of your personal and professional development will enable you to strengthen your business throughout your career.  Whether it be engaging in private or workshop coaching, or simply attending a lunch & learn, reading articles, subscribing to blogs, or watching short videos/lectures that challenge you, and force you to expand your thinking and potential.  You should never become complacent or comfortable about skill acquisition and knowledge.

 

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

Topics: Leadership, Business Development, Learning

6 Brilliant Strategies That Will Maximize Your Conference Experience

Posted by Alix Purcell on Jul 22, 2014 11:20:00 AM


As a featured participant at The 2014 LPL Financial Focus Conference in San Diego next month, we’ve been working with many of our LPL clients on maximizing their attendance at these types of events. 

 

No matter how you look at professional conferences—a necessary obligation, a break from an otherwise stressful work week, an opportunity to meet new people, a place to get free stuff—they usually take up a full day and almost always fall short of your expectations.  So how do you avoid this and make what might seem like wasted time, an incredibly productive investment of your time?

 

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

Topics: Coaching, Client Acquisition, Social Media, Business Development