The ClientWise Blog

Zoom Your Way to Loyal Client Advocates

Posted by Ray Sclafani on Sep 23, 2020 10:56:34 AM

Sit down at a lunch table during any advisor conference, and I can pretty much guarantee you that sooner than later, the topic of conversation will gravitate to client referrals. In fact, I can’t think of a more fitting battle flag motto for most advisors than "referrals, referrals, referrals! ” Don’t get me wrong, referrals are great; and by all means you should keep asking for them.

BUT…if you really want your referral game to work big, you need to go small.

Read More

Enjoyed this article? Click here to subscribe!

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

Topics: Social Media, Client Engagement, Learning, loyal client advocates, zoom

Why Aren’t You "Board"?

Posted by Ray Sclafani on Sep 10, 2020 11:24:32 AM

Late last year, I led a working session of sixteen advisory clients – all but one of them managed in excess of $1B in assets (with at least two firms north of $2B in AUM). I was more than a little surprised to learn that not a single one of them had a professional advisory board (not even an informal one).

I’m not talking about a client advisory board. That’s a different animal – focused on relationship building, networking, and client service. Instead, I’m referring to a trusted source of business insights and advice from other entrepreneurs who’ve experienced the same or similar issues, challenges and concerns; a genuinely valuable sounding board for when you’re doing your SWOT analysis and long-term planning.

Read More

Enjoyed this article? Click here to subscribe!

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

Topics: Social Media, Team Development, Learning, Team Engagement

Are Socially Distanced BBQs a Thing?

Posted by Ray Sclafani on Sep 4, 2020 1:04:15 PM

The very first Labor Day was celebrated in New York City on September 5, 1882. And on June 28, 1894, President Grover Cleveland signed a law making the first Monday in September of each year a national holiday to celebrate the social and economic achievements of American workers; the contributions they have made to the strength, prosperity, and well-being of our country.

For most of us, Labor Day has always marked an end to summer – parades, picnics and one last warm weather gathering with friends and family before the kids head back to school and the days become noticeably shorter. It goes without saying, however, that the unprecedented nature of this ongoing pandemic has changed everything this year.

Read More

Enjoyed this article? Click here to subscribe!

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

Topics: Social Media, Team Development, Learning, Team Engagement

Opportunity's Knocking

Posted by Ray Sclafani on Aug 25, 2020 9:38:43 AM

New clients and new talent have never been more accessible

Perhaps all this industry buzz and talk about entering “a new normal” is legitimate, and that the way you conduct the business of advising your clients has irrevocably shifted. Or maybe it’s all just a massive overreaction to a serious (but temporary) disruption – a speed bump on the financial planning highway which a year from now will be just another business war story.

The jury remains out as to which legacy will ultimately prevail.

Read More

Enjoyed this article? Click here to subscribe!

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

Topics: Social Media, Team Development, Learning, Team Engagement

Rethinking Your Personal Productivity Tech Stack

Posted by Ray Sclafani on Aug 11, 2020 1:44:15 PM

Moore’s Law states that every two years the number of transistors on a microchip will double while over the same period the cost of computers will halve. Rather than a traditional law of physics, it’s an observation and projection that we can expect the speed and capability of technology to regularly increase while the corresponding costs decrease.

Yet many advisors get complacent when it comes to technology. If something has served them well thus far, why switch horses in mid-stream? As Marshall Goldsmith points out in his book What Got You Here Won’t Get You There, “successful people believe there is always a link between what they have done and how far they have come—even when no link exists. It’s delusional, but it is also empowering.”

Read More

Enjoyed this article? Click here to subscribe!

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

Topics: Social Media, Team Development, Learning, Team Engagement

It Pays to Know Your Type

Posted by Ray Sclafani on Dec 1, 2015 3:24:22 PM

Building Better Team Cohesion and Communication 

Why do you do what you do? What motivates you and what causes you stress? How do you respond to conflict? How do others on your team differ? 

Self-awareness is the key to growth and improvement – both for you personally, as well as for your team. However, to genuinely understand your behaviors and motivators, you need an objective measurement tool. Relying on simple subjective assessment is just far too arbitrary, and often grossly inaccurate.

Read More

Enjoyed this article? Click here to subscribe!

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

Topics: Team Development, Learning

How to Better Leverage Millennial Financial Advisors

Posted by Ray Sclafani on Sep 17, 2015 3:18:09 PM

 

You’re most likely familiar with the oft-discussed Japanese business concept of Kaizen. Derived from the words“kai” which means change and “zen” which means good, the concept of Kaizen is rooted in the idea that big results come from many small changes accumulated over time. And it necessitates that everyone (especially leaders) must strive to continuously improve.

Read More

Enjoyed this article? Click here to subscribe!

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

Topics: Innovation, Learning, Millennials

What You Know Will Open More Doors Than Who You Know

Posted by Ray Sclafani on Sep 8, 2015 4:20:00 PM

Hopefully this doesn’t come as a tremendous shock, but your clients aren’t just sitting around thinking of friends and associates they could introduce you to. Generating a steady flow of client introductions, however, tends to be a significant challenge for most advisors – constantly concerned about crossing the line between proactive and pushy.

Read More

Enjoyed this article? Click here to subscribe!

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

Topics: Client Acquisition, Communication, Learning

What We Know About “The Best” Financial Advisors

Posted by Ray Sclafani on Jul 22, 2015 1:51:00 PM

 


Great success doesn’t just appear out of thin air. It’s difficult to achieve and takes patience, time, and focus. While many advisers in varying situations can experience success, there are several traits commonly held by the best of the best. We’ve had the honor to witness many of these traits first-hand, through our work with the top financial professionals in the industry today. Here’s what we’ve observed:graph

Read More

Enjoyed this article? Click here to subscribe!

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, Learning

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.

Read More

Enjoyed this article? Click here to subscribe!

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™. 

Read More

Enjoyed this article? Click here to subscribe!

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

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.

 

Read More

Enjoyed this article? Click here to subscribe!

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

Topics: Leadership, Business Development, Learning

Unveiling the ClientWise Research Approach

Posted by Alix Purcell on Sep 2, 2014 1:00:00 PM


At ClientWise, we pride ourselves on the fact that every opportunity in which we engage is a learning opportunity. In fact, we provide the same opportunity for professionals who work with us to embark on their path as “journey learners.” Everything we experience, good or not so good, is never anything less than an opportunity to learn what we can do better. Journey Learners are constantly stopping to assess their successes and failures, and learn from those experiences to better their approach.

Read More

Enjoyed this article? Click here to subscribe!

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

Topics: Coaching, Learning, ClientWise

Share the Love: Introducing ClientWise to Financial Professionals

Posted by Alix Purcell on Aug 27, 2014 11:00:00 AM

Do you know someone in financial services whose business is struggling or plateauing despite the recent uptick in the economy? As financial professionals we’re inclined to help others in the industry because we’re in the business of building relationships. For ClientWise, this means that many of our referrals come from existing clients who’ve benefited from our coaching services, or other professionals who would be indirectly benefited by others within their business using our services. Maybe you had an incredible experience with coaching; or you’re a relationship manager who wants to help their financial advisors improve their businesses, or a business development manager who’s charged with the task of bringing more clients into your firm. No matter your reasoning, you’re someone who is eager to refer our services and help other people. So where do you begin; what do you say?

Read More

Enjoyed this article? Click here to subscribe!

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

Topics: Coaching, Learning, ClientWise

7 Killer Questions You Should Be Asking Your Clients

Posted by Alix Purcell on Aug 12, 2014 10:30:00 AM


Your relationship with your clients is as important as your financial advising of them. They view you as a trusted partner in their day-to-day lives as much as they see you as a keeper of economic knowledge. Rather, I should say, they’re supposed to view you as a trusted partner. In some cases this is too immediately assumed. 

 

Read More

Enjoyed this article? Click here to subscribe!

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

Topics: Coaching, Communication, Client Engagement, Learning