The ClientWise Blog

Curated Content for Financial Leaders (Week of July 13)

Posted by Ray Sclafani on Jul 10, 2020 11:11:00 AM

 
 
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

Curated Content for Financial Leaders (Week of June 29)

Posted by Ray Sclafani on Jun 26, 2020 3:56:58 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

Curated Content for Financial Leaders (Week of June 22)

Posted by Ray Sclafani on Jun 19, 2020 4:18:09 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

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

Effective Investment Charts for Communication with Clients

Posted by Ray Sclafani on Apr 10, 2020 10:20:09 AM

 
"Success is not final, failure is not fatal: it is the courage to continue that counts."
Winston Churchill
 
 
 
 
 
 
 
 
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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

Adversity Gives Rise to Great Leaders

Posted by Ray Sclafani on Apr 9, 2020 2:19:19 PM

Sometimes it’s at the turbulent center of a monumental crisis where true leaders discover their inner strength. Individuals who despite incredible fear and uncertainty found the inner strength to persevere through all the tumult. History is littered with examples; perhaps none so rooted in the American psyche than Abraham Lincoln – a very soft-spoken man from humble origins who somehow managed to hold this country together despite the profound loss of life all around him.

In normal times, an introduction like that would qualify as hyperbole. But as we’re all aware by now, the situation we presently find ourselves in is anything but normal!

As much as your clients want to know that their plan and their portfolio are okay, they also want to know that you and your team are okay. You need to reach out and reassure them that you’re both physically and mentally healthy and fully engaged.

Be self-aware and adaptive

There are seven skills of emotional intelligence – first among those is self-awareness. Take time to ask yourself are you okay and to think about what you’re doing to take care of yourself. Anytime there’s a significant disruption in our day-to-day routines, there’s a tremendous amount of energy required in order to maintain focus, stay organized and remain confident.

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

Topics: Leadership, Adversity, Crisis

A History Lesson in Gratitude, Living and Laughing at it All

Posted by Ray Sclafani on Nov 21, 2018 4:41:03 PM

As we take time to give thanks and reflect on the relationships for which we are most grateful, we invariably recall certain history lessons that serve as important reminders to celebrate a life worth living.

At ClientWise, our team is most grateful for all the many lives we have impacted, the long-standing relationships we have forged, and the milestones and traditions we have celebrated together. We also take time out to give thanks for one another, for what we have achieved together, and to listen to what’s going on in each other’s lives.

There’s an old song from the 1930’s Broadway play Scandals, originally sung by Ethel Merman and later made famous by Rudy Vallee called “Life is Just a Bowl of Cherries.” The lyrics seem as fitting today as they were more than 80 years ago:

People are queer, they're always crowing, scrambling and rushing about
Why don't they stop someday, address themselves this way?
Why are we here? Where are we going? It's time that we found out
We're not here to stay; we're on a short holiday

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

Topics: Leadership

Your Most Important Clients? It's Your Team. 

Posted by Ray Sclafani on Mar 24, 2017 8:40:00 AM

If we only had a dollar for every time we’ve heard an advisor say “I’d really prefer not to add new team members because I just don’t like managing people.” Mind you, these are the very same advisors who are phenomenal at managing client relationships – highly adept at deciphering precisely what their clients hope to achieve and creating strategies to help them reach those objectives. So exactly HOW is that any different from managing team member relationships

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

Topics: Leadership, Team Development, team leadership

4 Ways to Take Team Leadership From Good to Great

Posted by Ray Sclafani on Aug 15, 2016 9:55:17 AM

There’s an old adage that states, “Great leaders don’t tell you what to do; they show you how it’s done.” It’s a point we try to strongly emphasize anytime we work with advisors looking to evolve from Lone Ranger to Leader™.

As team leader, it’s your responsibility to model the behaviors, habits and attitudes that will foster a more cohesive and interdependent team. Often, these are behaviors and habits that may not be a natural part of your team’s DNA. Therefore, they must be cultivated through repetition and practiced by all team members, especially you. The following are four quick rules that can help you become the type of leader who leads by example. 

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

Topics: Leadership, Team Development

The Biggest Inhibitor to Your Firm's Growth? It May Be You.

Posted by Ray Sclafani on Apr 27, 2016 3:05:50 PM

Frequently when I speak at advisor events, I’ll ask attendees what they believe to be the greatest impediment to their firm’s future growth. More often than not, the smarter advisors in the room hone in on “a lack of capacity.” Yet, many of these very same advisors tend to be their own worst enemy in that regard – by holding on too tightly to the reins of their practice. There’s no getting around the fact that sooner or later, any growth-focused firm that’s overly dependent on its senior advisor or founder is going to have capacity issues. So, what can you do about it?

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

Topics: Leadership, Team Development, wealth management teams, wealth management advisors

Creating a Positive Wealth Management Team Culture

Posted by Ray Sclafani on Apr 8, 2016 11:02:52 AM

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 team. It’s a by-product of the fast-paced business we’re in – and anyway, does corporate culture honestly need to be all that high on your priority list? 

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

Topics: Leadership, Team Development, team leadership, team coaching, wealth management teams

What Skills Does Every Leader Need to Master?

Posted by Ray Sclafani on Jan 6, 2016 3:13:31 PM

Love 'em or hate 'em, there’s no arguing that in an industry structured to create franchise parity through salary caps and free agency, the New England Patriots have consistently managed to achieve performance excellence for the better part of two decades – with no apparent end in sight. How? 

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

Topics: Leadership, Communication

Growing Your Business with Purpose and Intent

Posted by Ray Sclafani on Nov 24, 2015 4:02:38 PM

Ask a large group of advisors to list their primary business goals, and odds are “growing my business” will be at or near the top of almost every list. But ask the same individuals WHY they want to grow their businesses and a great many may have difficulty in offering a compelling reason. For many of us, growth has been equated with success as far back as we can remember. Just as a shark that stops swimming ultimately dies, we’ve been conditioned to believe that a firm that stops growing will similarly wither away.

Instead of viewing growth as a goal, you need to start thinking about it as a means to an end. That’s what growth with purpose and intent is – growth aimed at helping you achieve and live the life you want, rather than merely growing for growth’s sake.

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

Topics: Organizing Priorities, Leadership

8 Ways to Get More Out of Your Business Meetings

Posted by Ray Sclafani on Nov 19, 2015 3:57:31 PM

We continually champion the concepts of “partnering” and “collaborative conversations” because they are such critical components to the future success of your business. From developing your vision and crafting your investment philosophy, to designing your client service model, they should serve as constant guides. Even seemingly small details, such as your business meetings, will benefit when partnership and collaboration are the order of the day.

Not only are your team meetings a unique opportunity for team members to come together to solve problems, make decisions and plan, they’re also invaluable for forging greater trust and team identity. Yet all too often, standing weekly meetings start with no truly defined purpose or agenda, end with team members viewing them as “unproductive” or “a waste of time.”

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

Topics: Leadership, Team Development

Succeeding at Succession for Financial Advisors

Posted by Ray Sclafani on Nov 17, 2015 5:48:04 PM

As a conscientious advisor, you take your fiduciary duty to your clients quite seriously. Your entire raison d'être is to serve as their voice of fiscal reason, advising and planning to help ensure they’ll be financially well-protected. Yet when it comes to planning for your own legacy, most of you are woefully unprepared as regards to your single most valuable asset – your practice.

Far too many firm principals convince themselves that they have a succession plan in place, when in fact what they actually have is some vague idea of what they hope will happen. In my new book, You've Been Framed, I shine a light on the ultimate advisor hypocrisy I call the "The Big Fat Lie". You swear up and down to your clients that you’ll be there with them through every life transition…but truth be told, you really don’t have a plan to ensure delivering on that promise!

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

Topics: Leadership, Succession Planning