The ClientWise Blog

5 Tips for Building an Effective Team and Future Company

Posted by Ray Sclafani on Sep 29, 2015 3:10:21 PM

There’s a fundamental and often monumental difference between a “team” and a “work group.” Yet what most advisors refer to as a team, is more often than not, the latter – a group of people who work together to process a great deal of complex work, but with a task-oriented approach rather than a strategic mindset.

How do you know which one you have? Next time you hold a meeting to set team goals, step back and take a look at the level of active participation. If only one or two people are driving the conversation and the rest are silent with blank stares, it’s a pretty clear warning sign that you have a working group rather than a 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, Communication, Team Development

10 Guidelines for More Productive Employee Development Conversations

Posted by Ray Sclafani on Sep 15, 2015 11:00:00 AM

If you’re like most advisors, you probably meet with individual team members on an annual or quarterly basis to provide performance feedback. These evaluations are typically very hierarchical and directive – formal management reviews rather than informal employee development conversations. Yet it’s the latter, not the former, that is far more critical to the ongoing success and continued improvement of 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, Communication, Team Development

How Do You Rate as a Leader?

Posted by Ray Sclafani on Aug 13, 2015 3:43:00 PM

Years of accumulated research has taught us a simple, irrefutable fact. The most effective team leaders guide and manage from within the team structure rather than directing from above. Not only do they see themselves as team members, they have effectively shifted their mindset from personal success to focus on team success.

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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 leadership

Key CEO Behavior #26: Meaningful Individual Goals

Posted by Ray Sclafani on May 12, 2015 1:34:49 PM

Financial advisors work in financial services, but this doesn’t mean they are motivated entirely by finances… or at least it shouldn’t. Your work should have meaning to you and everyone with whom you work. Especially as a team leader, you need to drive this idea home for your team members as well, which brings me to another of our Key CEO Behaviors, #26. As a leader, consider your ability to recite the following: “I encourage and support team members to create meaningful individual goals that are related to team goals.”

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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 planning,

Who’s in Your Room?: The Importance of Who's On Your Team

Posted by Ray Sclafani on Mar 3, 2015 9:15:58 AM

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 about who you are?  It challenges you to take a look at the people you’ve let into your life, determine how each of them affect you, and add to or take away from your goals and your ideal vision for your life or business.

It occurred to me while reading it, that a similar phenomenon exists when you’re building a team. The people you choose to bring on board have a great impact on what you do collectively as a team. Each person’s attributes, characteristics, choices, and beliefs affect the environment of your team. So how do you know who to let into your room? It starts by determining your core values through an exercise that takes you through the experiences you’ve had in your life where you felt most proud or accomplished, and from there determine what values guided you in these situations.

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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

Building an Advisory Team: What is Common Intent And Why is it Important?

Posted by Ray Sclafani on Feb 24, 2015 1:00:00 PM

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, oftentimes, even those financial advisors with the best production aren’t necessarily in possession of the traits held by the most successful leaders. These traits need to be crafted and honed over time.” Amongst common behaviors is:

 “I engage with and inspire others toward creating a compelling common intent.”

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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 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 Honest Conversation that Financial Advisory Teams Need to Have

Posted by Alix Purcell on Dec 1, 2014 12:10:00 PM


Working as a true financial advisory team requires a certain amount of vulnerability and a ton of honesty on your part as the leader. It means letting go of some of the control you’ve had, and in some cases admitting that you’ve been doing this whole teaming thing wrong. Here’s why: Great producers are accustomed to doing everything on their own. Their success is marked by what they alone have accomplished. They’re in competition with everyone else as individuals. However, as indicated by some of the best leaders in the financial services industry, and our Barron’s ranked advisors, true leadership is attained through collaboration and co-creation with your team members. It’s about stepping outside of your role as producer and stepping into your role as CEO and leader of a team.

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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, Leadership, Communication, Team Development

7 Mistakes Financial Advisory Teams Will Make in 2015

Posted by Alix Purcell on Nov 11, 2014 10:00:00 AM


Bringing together a financial advisory team is a huge endeavor and very often a differentiator between solo advisors with moderate success and those who decide to team to experience incredible, sustainable, and truly fulfilling success.

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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, Leadership, Team Development, Goals, Trust

Pay It Forward: Helping Financial Advisors Help Their Clients

Posted by Alix Purcell on Oct 23, 2014 11:00:00 AM


One of our latest blogs, 6 Essential Coaching Skills that ALL Financial Professionals Must Have I outlined the ways in which coaching is explicitly different from consulting, advising or mentoring. The skills that differentiate coaching from these other forms of professional development are also the elements that make it beneficial for financial advisors; not only within their own coaching as it works to improve their businesses, but also when working IN their business while interacting 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: Coaching, Leadership, Communication, Team Development, ClientWise

6 Essential Coaching Skills that ALL Financial Professionals Must Have

Posted by Alix Purcell on Oct 21, 2014 10:00:00 AM


As the premiere coaching company serving financial professionals, ClientWise has several key objectives to accomplish simultaneously. The first and, in many respects, foremost of these, is to disseminate knowledge about what coaching is and what coaching is not. This distinction helps financial advisors gain a clearer understanding of how coaching, different from consulting, advising or mentoring, can help them in the process of improving their practice and their relationships.

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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, Communication, Team Development, ClientWise

The Biggest Oversight Financial Advisors are Making for their Future

Posted by Alix Purcell on Oct 11, 2014 11:00:00 AM


We work with a lot of financial advisors who are in a building phase for their businesses. If anything, they are preparing to join existing financial advisory teams, or perhaps considering partner with their peers, certainly not thinking about the eventual sale of their business. 

 

This is a big oversight: No matter what phase of business you are in, if you lead your own financial advisory practice you should be seriously considering the sale of your business as it relates to its enterprise value and your own succession planning.

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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, Leadership, Trust, Succession Planning

Part III: Changing Your Mindset Can Change Your Business

Posted by Alix Purcell on Oct 1, 2014 11:00:00 AM


The last two ClientWise blogs have gone into depth about how changing your mindset about what you do and who you are can change your business for the better. We’ve outlined a lot of specifics about WHAT to do, but you might be wondering HOW to accomplish it.

 

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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, Leadership, Entrepreneurs, Team Development, Change

Part II: How Changing Your Mindset Changes Your Business

Posted by Alix Purcell on Sep 29, 2014 10:00:00 AM


Since we’ve partnered with Summit Media to launch our joint workshop “Building the Billion Dollar Business™,” ClientWise has been focusing specifically on helping financial advisors transition from thinking like producers running a practice, to thinking like CEOs running hugely successful businesses with the potential to bring in a billion dollars in revenue.

 

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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, Leadership, Entrepreneurs, Team Development, Change

Financial Advisors: How Changing Your Mindset Changes Your Business

Posted by Alix Purcell on Sep 24, 2014 11:00:00 AM


Are you in the 38% of financial advisors who consider themselves business owners over advisors, or do you fall in the larger category of the 62% of financial advisors who consider themselves advisors first and business owners second?

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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, Leadership, Entrepreneurs, Team Development, Change