The ClientWise Blog

How Are you Connecting with Your Clients?

Posted by Ray Sclafani on Jun 19, 2015 1:47:11 PM

At ClientWise, we frequently address the importance of practice management. Practice management involves several elements of your business that are covered in our Professional Advisory Model™ (PAM™). The PAM™ includes areas such as organizing priorities, marketing approach, client acquisition strategy, team development and creating a professional advocate network. At its core, all of these elements work together in support of one thing—your ability to connect with your 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, Communication, Client Engagement, networking,

Part I: Start Planning While You’re Still Growing

Posted by Ray Sclafani on Jun 11, 2015 12:23:42 PM

Succession planning is the buzzword of the year. People are discussing it in every office and reading about it in every publication, but so few of us are actually doing it. Statistics show that only one-third of financial advisors have even started thinking about succession planning for their businesses, while those who have are so close to retirement that their efforts might all be for naught.

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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, Client Engagement, Succession Planning, Business planning,

6 Social Media Secrets for Financial Advisors

Posted by Ray Sclafani on Jun 9, 2015 1:53:48 PM

The social media space can be an overwhelming environment, especially in an industry in which it’s just becoming “acceptable” or commonly practiced. Even our marketing team and digital community managers at ClientWise are constantly commenting on how much they do to keep up with the latest and greatest in the world of social media.

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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, Social Media, Business Development, Client Engagement, networking,

Top TED Talks for Financial Advisors & Leaders

Posted by Ray Sclafani on Jun 5, 2015 2:35:35 PM

After our last post on public speaking, we decided to seek out some of our favorite TED Talks. We were curious to see how the elements we advised were applied (or not) for these speakers. We were so inspired by what we saw here that we wanted to give you an opportunity to experience it for yourself. Here are some of the top TED Talks recommended for entrepreneurs and leaders today:

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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, ClientWise, Business planning,

Public Speaking for Financial Advisors

Posted by Ray Sclafani on Jun 3, 2015 2:27:00 PM

Financial advisors are generally viewed as a gregarious bunch. And while this is true for some, it serves as unnecessary pressure for those who don’t feel as comfortable in front of crowds. This is difficult in an industry in which public speaking and being able to think quickly on your feet has so much impact on your success.

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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, Client Engagement, public speaking,

5 Client Acquisition Techniques for Everyday Life

Posted by Ray Sclafani on May 22, 2015 1:23:04 PM

Sometimes we have to break the rut of our networking to find any new successes. If you’ve run into the same people at the past three networking dinners or non-profit events with little to no success, it might be time to diversify your approach a bit. These basic techniques and perspectives will allow you to capitalize on your potential for client acquisition (and hopefully with less effort than previously necessary).

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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, Client Engagement, networking,, Center of Influence

The Power of Listening

Posted by Ray Sclafani on May 20, 2015 3:00:26 PM

I recently heard an inspiring story about a former international tax lawyer. David (name changed for privacy) is currently working to build his own independent practice, after spending decades working with a large international accounting firm. I had the pleasure of learning about how he’s found success, which has everything to do with the power of listening. 

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

Topics: Coaching, Communication, Business Development, Client Engagement

The Future Client

Posted by Ray Sclafani on May 14, 2015 2:38:15 PM

As coaches we always work in partnership with our clients. We are never, so to speak, one step ahead or guiding our client, because we are never thinking for them, only in partnership with them. There are of course times we are afforded (by our neutral perspective) the advantage of foreseeing things that our financial advisor clients might not. One such example of this is: Visualizing the future client and the impact that will have for the future of the business.

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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 Engagement, ClientWise

6 Simple, Impactful Ways to Be a Better Financial Advisor

Posted by Ray Sclafani on May 7, 2015 2:24:09 PM

“In a time of universal deceit, telling the truth becomes a revolutionary act.” - George Orwell 

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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, Client Engagement, ClientWise

Financial Advisors: Stop Selling & Start Partnering

Posted by Ray Sclafani on Apr 23, 2015 2:13:00 PM

One of the most challenging aspects of coaching for those who are new to the profession or—as is frequently the case in financial services—those who are accustomed to consulting rather than true coaching, is adjusting the concept of partnership. The participants of our Certified Financial Services Coach Training Program hear about this concept over and over again throughout the course, because it is central to everything that happens in financial services coaching. It is also a huge part of what differentiates coaching from advising, consulting and mentoring, and, further, what differentiates a successful financial advisor from a salesperson.

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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, Client Engagement, partnership,

Use Financial Literacy Month to Deepen Your Relationship with Clients

Posted by Ray Sclafani on Apr 20, 2015 2:36:00 PM

How have you used Financial Literacy Month to help your clients and deepen your relationships? April offers an excellent opportunity to discuss the importance of financial literacy with your clients and the heirs of their wealth. A natural time of renewal and re-engagement, this period also has many programs associated with it, which help create accessibility to untapped topics with your 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 Engagement, Financial Literacy Month,, education

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

Communicating with Your Loyal Client Advocates

Posted by Ray Sclafani on Mar 21, 2015 11:02:00 AM

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 important to recognize the subtle differences that exist in each process, however, and to take the appropriate measures to ensure you are working with these differences in mind when looking to your centers of influence for referrals.

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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, Client Engagement

Financial Advisors! 6 Keys to Change Your Client Conversations

Posted by Alix Purcell on Dec 19, 2014 1:46:00 PM


As you wrap up the New Year it’s important to set aside some time to sit down with clients, whether to tie up loose ends from 2014 or begin preparations for 2015. As you think about how to make these conversations more meaningful, try reflecting back on the conversations you’ve had that resulted in impactful changes for you. How were they different? What was it that made them stand out in your mind?


The great thing about coaching financial advisors is that the same tactics we use in coaching can be learned and mirrored by our financial advisor clients to deepen the relationships they have with their investor clients.  Powerful questioning, for example, is a tactic we use at ClientWise to partner with our advisors in helping them to achieve their business goals. However, it can also be a key component understanding your clients’ financial needs, oftentimes to a greater extent than even they themselves understand.

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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