Shows
Building The Billion Dollar Business5 Steps for Financial Advisors to Identify Their Ideal Client TypeIn this episode of Building the Billion Dollar Business, Ray Sclafani explores one of the most powerful yet overlooked growth strategies in the financial advisory space: defining your ideal client profile. He shares why the most successful advisory firms aren’t chasing more clients—they’re focused on the right ones. Ray outlines five actionable steps to help advisors gain clarity, specialize effectively, and align their services to deliver greater value. Listeners will learn how ideal client profiling boosts marketing impact, sharpens referrals, strengthens team focus, and drives smarter, more sustainable growth.Key TakeawaysClarity on who yo...2025-07-1506 min
Barron's AdvisorJulia Carlson: Why You Should ‘Fire Yourself’ to Grow Your BusinessThe founder and CEO of Financial Freedom Wealth Management Group also discusses how advisors can create team cultures that thrive. Host: Ray Sclafani.
Learn more about your ad choices. Visit megaphone.fm/adchoices2025-07-0841 min
Building The Billion Dollar Business8 Essential Qualities of Successful Next Generation LeadersIn this episode of Building the Billion Dollar Business, host Ray Sclafani highlights the vital role of succession planning in financial advisory firms and redefines business value as the ability to develop and elevate future leaders. He outlines eight essential qualities every future owner should embody and shares practical strategies for fostering an ownership mindset across your team. With coaching questions to guide meaningful conversations and steps to create real growth opportunities, this episode offers a clear path to building confident, capable leaders who will carry your firm's vision forward.Key TakeawaysSuccession planning is a...2025-07-0809 min
Building The Billion Dollar BusinessPatriotism in the Work We Choose to DoIn this special July 4th episode of Building the Billion Dollar Business, Ray Sclafani steps away from strategies and frameworks to reflect on the deeper meaning of patriotism for business owners and leaders in wealth management. He shares a heartfelt message about the privilege of building something that lasts, the responsibility leaders carry, and why true patriotism is found not just in celebration—but in the work we choose to do each day. Whether you're leading a firm, developing the next generation, or simply navigating a tough quarter, this episode will inspire you to lead with purpose and pride....2025-07-0103 min
Building The Billion Dollar BusinessMentorship with an Expiration DateIn this episode of Building the Billion Dollar Business, Ray Sclafani explores the often-overlooked truth about mentorship: it has an expiration date. Drawing on real-world experience coaching top financial advisors and entrepreneurial leaders, Ray unpacks why mentorship is not just about support, but strategic growth. He shares how the most successful leaders choose their mentors with intention, regularly reassess their relevance, and seek out guidance that aligns with their current leadership challenges. You’ll learn how to identify your learning gaps, test for alignment, and structure mentoring relationships that sharpen your thinking—not just affirm it. Whether you're scaling a fi...2025-06-2409 min
Building The Billion Dollar BusinessHow Performative Opportunities Unlock Leadership Readiness in Advisory FirmsIn this episode of Building the Billion Dollar Business, Ray Sclafani explores how financial advisory firms can unlock leadership readiness by creating intentional, real-world growth experiences. Ray introduces the concept of performative opportunities- purposeful assignments that prepare next-generation leaders for the challenges of firm leadership. He shares insights on implementing Leadership Labs, cultivating autonomy, and building a culture of development and accountability. Whether you're focused on succession planning, scalable growth, or team empowerment, this episode offers actionable strategies to strengthen your firm’s leadership pipeline and long-term stability.Key TakeawaysPerformative opportunities are structured projects that te...2025-06-1710 min
Contrasting Viewpoints with Mark Hurley and Ray SclafaniThe Cyber Risk You Didn’t Sign Up For (But Are Liable For Anyway) (Ep. 15)In this episode of Contrasting Viewpoints, Ray Sclafani and Mark Hurley delve into the evolving landscape of wealth management, discussing the rising demand for financial advice, the implications of new custodial fee structures, the variances in M&A offers, and the critical importance of cybersecurity for advisors. They emphasize the need for advisors to prepare for growth opportunities while managing risks effectively, particularly in the face of increasing cyber threats.Key Takeaways• Demand for financial advice is increasing, especially among affluent clients• Pershing's new fee model signals a shift in cust...2025-06-1632 min
Building The Billion Dollar BusinessFacilitating the Future of Wealth Management with Technology, Talent, and IntegrationIn this episode, Ray Sclafani explores how top-performing advisory firms are reimagining the future of wealth management. He shares a five-step framework for reframing your business model—placing a premium on simplicity, integration, and aligning with evolving client expectations. Ray also dives into the essential role of talent development and retention in building a competitive, future-ready firm, along with practical strategies to harness technology and position your team for long-term success.Key TakeawaysClients want simplicity, integration, and a seamless experience.Top performing advisors are broadening the services they provide.Investing in technology enhances the client ex...2025-06-1012 min
Building The Billion Dollar BusinessSetting the Right Growth Pace by Balancing Ambition and Stability in Financial Advisory FirmsIn this episode, Ray Sclafani discusses the importance of intentional growth in financial advisory firms. He shares a story about a Barron's ranked advisor facing team mutiny due to unmanaged growth, highlighting the need for leaders to balance ambition with stability. The episode covers the risks of unchecked growth, including operational chaos and cybersecurity threats, and emphasizes the importance of sustainable growth strategies. Sclafani provides practical steps for leaders to foster intentional growth, including assessing capacity, phasing growth plans, and investing in team-based models. The episode concludes with reflection questions for leaders to consider in their growth journey.2025-06-0316 minContrasting Viewpoints with Mark Hurley and Ray SclafaniAI Will Change Your Business, But Probably Differently Than You Think (Ep. 14)Featuring Parker Ence, CEO, Jump AIIn this episode, Ray Sclafani and Mark Hurley are joined by Parker Ence, CEO of Jump AI, where they discuss the evolving landscape of wealth management, focusing on the impact of AI, emotional intelligence, and the importance of differentiation in a crowded market. They explore the implications of a fee increase by the CFP board, the potential of sports franchise investments, and the future of advisory fees in light of changing client expectations. In this conversation, Mark and Ray discuss the evolving landscape of wealth management, particularly focusing...2025-05-3047 min
Building The Billion Dollar BusinessRetaining Top-Tier Advisors Through Career Pathing and CompensationIn this episode, Ray Sclafani discusses the critical importance of retaining top talent in financial advisory firms. He emphasizes the need for structured career pathing and professional development to enhance employee engagement and retention. The episode also explores how firms can invest in their future leaders, create clear pathways to partnership, and adapt compensation models to align with the aspirations of high-performing advisors. Coaching questions are also provided so that leaders can reflect on their strategies for talent retention and succession planning.Key Takeaways39% of employees leave due to insufficient career development.Structured career pathing leads...2025-05-2711 min
Building The Billion Dollar BusinessGratitude in ActionWith our nation mired in so much political conflict and dissent lately, Memorial Day offers a rare opportunity for all of us to come together in a shared national pride and gratitude, pausing to honor and remember the brave men and women who have sacrificed to serve our country. This solemn day serves as a poignant reminder of the courage, dedication, and patriotism of those who have fought to protect the freedoms we hold dear.While it marks the unofficial start of summer gatherings and grilling, Memorial Day is so much more - a...2025-05-2302 min
Building The Billion Dollar BusinessThe Modern Advisory Firm PlaybookIn this episode of Building The Billion Dollar Business, Ray Sclafani discusses the evolving landscape of advisory firms, emphasizing the importance of clarity in defining ideal clients, innovative pricing strategies, and the adoption of collaborative team models. He highlights the significance of developing talent from within and integrating technology to enhance client relationships and operational efficiency. The episode concludes with coaching questions aimed at helping leadership teams realign their strategies for future success.Key TakeawaysDefining the ideal client based on complexity and values is crucial.Broad client rosters lead to confusion and inefficiency.The ensemble...2025-05-2007 min
Building The Billion Dollar BusinessScaling Smart in Revolutionary Times feat. Matt Barthel of Barron'sIn this conversation, Ray Sclafani and Matt Barthel, Editor-at-Large for Barron’s Advisor, discuss the evolution of advisory teams, focusing on the importance of value propositions, growth strategies, and the generational challenges faced by financial advisors. They emphasize the need for a human touch in advisory services, especially in the face of increasing technology and AI integration. The discussion highlights the significance of understanding client needs, the impact of wealth transfer, and the necessity for seasoned advisors to let go and empower the next generation of leaders.Key TakeawaysThe French Revolution analogy highlights the shift in...2025-05-1333 min
Building The Billion Dollar BusinessThe Growth TrapIn this episode, Ray Sclafani discusses the common pitfalls of growth in advisory firms, emphasizing that not all growth is beneficial. He introduces the concept of the ensemble model, which promotes teamwork over individual heroics, and highlights the importance of technology as a supportive tool rather than a crutch. The episode concludes with a call to action for firms to grow with intention, aligning their growth strategies with their core values and infrastructure.Key TakeawaysGrowth without structure leads to chaos.Technology should support, not dictate strategy.Successful firms will grow with intention and clarity.Evaluate...2025-05-0606 min
Building The Billion Dollar BusinessThe Complexity Capacity GapIn this episode, Ray Sclafani discusses the complexity capacity gap that many financial advisory firms face when trying to expand their client base. He emphasizes the importance of understanding client expectations, the need for customization, and the challenges that arise when firms are not structured to handle complex relationships. Sclafani advocates for a clear definition of service offerings, intentional team design, and appropriate pricing models to ensure sustainable growth without sacrificing quality or profitability.Key TakeawaysNot every client who meets asset thresholds is a good fit.Customization can lead to inefficiencies and increased stress.Pricing...2025-04-2906 min
Building The Billion Dollar BusinessDo You Know Your True Value?In this episode, Ray Sclafani explores the evolving landscape of financial advisory services, emphasizing the importance of understanding and communicating true value to clients. He discusses the limitations of traditional AUM-based revenue models and highlights the need for advisors to adapt their fee structures to reflect the comprehensive value they provide. Key insights include the significance of effective client communication, the future of advisory compensation, and the necessity of tracking time and value in client relationships. Sclafani encourages advisors to engage in strategic planning to ensure sustainable growth and to meet the changing needs of their clients....2025-04-2220 min
Building The Billion Dollar BusinessCalculating Your Client Acquisition CostsIn this episode, Ray Sclafani discusses the critical importance of client acquisition for financial advisory firms, emphasizing the need to understand and optimize client acquisition costs (CAC). He explores the significance of organic growth, the calculation of CAC, and the evaluation of the lifetime value of clients. The conversation highlights strategies for effective client acquisition and the importance of marketing investments to ensure sustainable growth in a competitive landscape.Key TakeawaysAcquiring new clients is essential for growth.Understanding CAC helps in enhancing enterprise value.High retention rates lead to high lifetime value of clients.Investing...2025-04-1519 min
Building The Billion Dollar BusinessThe Best Defense Is A Good Offense During Market VolatilityIn this bonus episode of Building the Billion Dollar Business, Ray Sclafani discusses strategies for financial advisors to navigate market volatility and strengthen client relationships. He emphasizes the importance of proactive communication during uncertain times, assessing client satisfaction, and identifying at-risk clients. Sclafani also highlights the potential for growth in client acquisition during downturns and the need for strong leadership and self-care among advisors.Key TakeawaysProactive communication can strengthen client relationships.Identifying at-risk clients is crucial for retention.The top advisors grow their client base during downturns.Reassurance drives referrals and client engagement.Strategic actions...2025-04-1015 min
Building The Billion Dollar Business12 Considerations for Building an Enduring FirmIn this episode of Building the Billion Dollar Business, Ray Sclafani discusses the essential considerations for financial advisors and leaders aiming to build enduring firms. He emphasizes the importance of strategic thinking, culture, leadership, value creation, competition, growth, focus, listening, technology, branding, financial security, and succession planning. The episode provides actionable insights and encourages leaders to assess their firms against these key areas to ensure long-term success.Key TakeawaysStrategic thinking requires dedicated time and attention.Culture sets the tone for an enduring firm.Value creation focuses on client needs and innovative solutions.Growth can be...2025-04-0811 minContrasting Viewpoints with Mark Hurley and Ray SclafaniWired For Wealth Tech: Trends Every Advisor Should Track (Ep. 13)In this conversation, Ray Sclafani and Mark Hurley discuss the evolving landscape of the financial services industry, focusing on the rise of AI technology, the emergence of M&A refugees as a new talent pool, and the critical importance of cybersecurity. They also delve into the controversial decision by Ellevest to transition clients and the need for wealth management firms to adapt their marketing strategies to capture the next generation of clients. The discussion highlights key trends in technology usage and the expansion of wealth management services beyond traditional investment management.Click here for...2025-04-0726 min
Building The Billion Dollar BusinessA Fiduciary Perspective on Organic Growth in a Legacy-Driven FirmIn this episode of Building the Billion Dollar Business, Ray Sclafani discusses the critical importance of business development for financial advisors. He shares insights from a conversation with a CEO of a $5 billion RIA who initially resisted the idea of business development. Sclafani emphasizes that growth is not merely a byproduct of market performance but requires intentional strategies and a shift in mindset. He introduces the Organic Growth 10% Rule as a benchmark for new client acquisition and stresses the need for firms to engage the next generation to ensure continuity. The episode concludes with actionable strategies for fostering growth...2025-04-0116 min
Building The Billion Dollar BusinessThe Proven Blueprint for Building Advisory Career PathsIn this episode, Ray Sclafani discusses the critical importance of structured career paths in advisory firms. He outlines five key reasons why career paths matter, including employee retention, skill development, stronger client relationships, succession planning, and enhanced firm value. Ray then presents seven actionable steps to build effective career paths for team members, emphasizing the need for clear definitions, mentorship, measurable milestones, and ongoing conversations about career development. He concludes by addressing common challenges faced by advisors in implementing these strategies and encourages leaders to cultivate talent within their firms for long-term success.Key TakeawaysCreating...2025-03-2518 min
Building The Billion Dollar BusinessTackling Partner Challenges with a COO’s 5-Step Playbook for SuccessIn this episode, Ray Sclafani discusses the often-overlooked topic of partner challenges within financial advisory firms. He outlines a five-step playbook for Chief Operating Officers (COOs) to effectively address these issues, emphasizing the importance of proactive communication, data-driven decision-making, and clear policies. The episode highlights the critical role of COOs in maintaining firm culture and performance, and the necessity of addressing conflicts head-on to ensure long-term success.Key Takeaways Inaction can lead to significant consequences for firms.Data-driven approaches help in addressing partner issues.Proactive policies are essential for managing partner behavior.Open communication fosters a h...2025-03-1810 min
Building The Billion Dollar BusinessThe Intentional Growth Playbook for Financial AdvisorsIn this episode, Ray Sclafani discusses the concept of intentional growth for financial advisors, emphasizing the importance of having a clear vision, strategic planning, and understanding client needs. He outlines six critical questions that advisors should consider to align their growth strategies with their long-term business objectives. Additionally, he highlights the significance of organic growth and managing client relationships effectively to ensure sustainable success in the wealth management industry.Key Takeaways Intentional growth is about growing smart, not just for growth's sake.Advisors must define their vision and long-term objectives clearly.Strategic planning is essential for a...2025-03-1115 minContrasting Viewpoints with Mark Hurley and Ray SclafaniLongevity Is the New Risk—Are You Ready? Featuring: Russ Hill (Ep. 12)This conversation explores the transformative impact of longevity on financial planning and wealth management. Mark Hurley, Ray Sclafani and Russ Hill discuss the need for financial advisors to rethink their approaches to planning for clients who may live significantly longer lives. Key themes include the importance of continuous learning, evaluating the return on education investments, and adapting financial conversations to different age groups.In this conversation, Mark Hurley, Ray Sclafani and Russ Hill discuss the evolving role of financial advisors in the context of longevity and wealth management. They explore how advisors can shift...2025-03-0552 min
Building The Billion Dollar Business4 Team Communication Steps to Build Trust and a Collaborative CultureIn this episode, Ray Sclafani discusses the importance of effective communication in business, particularly within financial advisory teams. He outlines a four-step approach to enhance communication practices, which includes analyzing current communication channels, identifying gaps, building a communication framework, and strengthening communication through practice. The episode emphasizes the ripple effect of improved communication on team dynamics, client experiences, and overall business success.Key TakeawaysEffective communication is crucial for employee retention and profitability.Identifying gaps in communication can lead to significant improvements.Building a shared communication framework fosters collaboration.Training in communication can lead to higher...2025-03-0413 minBarron's AdvisorGeri Eisenman Pell: Succession Planning Tips for Financial AdvisorsHaving recently merged her Ameriprise practice into Rise Private Wealth Management, Pell shares insights about the best ways for advisors to navigate succession planning. Host: Ray Sclafani.
Learn more about your ad choices. Visit megaphone.fm/adchoices2025-02-2543 min
Building The Billion Dollar Business3 More Creative Ways for Financial Advisors to Find New ClientsIn this episode, Ray Sclafani discusses three innovative strategies for financial advisors to expand their client base beyond traditional marketing methods. He emphasizes the importance of creativity in client acquisition, particularly in engaging younger generations. The episode covers starting a podcast, hosting AMA sessions, and writing a book as effective tactics to connect with clients and showcase expertise.Key TakeawaysTraditional marketing approaches are falling short, especially among younger generations.It's important to know your target audience when creating content.Live sessions can drive engagement and attendance.Successful authors find clients are more willing to refer...2025-02-2512 minContrasting Viewpoints with Mark Hurley and Ray SclafaniThe Cyber Jungle: How Cutting Corners Can Get You Killed (Ep. 11)In this conversation, Ray Sclafani and Mark Hurley are joined by Steve Ryder to discuss various pressing issues in the financial services industry, including leadership changes, the impact of AI, trends in mergers and acquisitions, the importance of specialization, regulatory challenges, and the critical need for cybersecurity measures. They provide insights into how these factors are shaping the future of wealth management and the strategies firms should adopt to navigate these changes effectively. This conversation delves into the critical importance of cybersecurity in the wealth management sector, highlighting the rising threats posed by social engineering and the need for...2025-02-1842 minBuilding The Billion Dollar BusinessMaking Your Mission Statement Mean Something PowerfulIn this episode, Ray Sclafani discusses the significance of crafting a powerful mission statement for businesses, particularly in the wealth management sector. He emphasizes that a mission statement should reflect a firm's unique values and objectives, guiding decision-making and providing a sense of direction. He also shares examples of effective mission statements and encourages listeners to create their own concise and memorable statements. There are coaching questions provided at the end to help firms leverage their mission statements effectively.Key TakeawaysCrafting a mission statement reflects a firm's unique values.A mission statement governs the actions...2025-02-1805 minBuilding The Billion Dollar BusinessTen Crucial Conversations for Client ReviewsIn this episode of Building the Billion Dollar Business, Ray Sclafani discusses the importance of intentional client reviews and presents a year-long playbook for financial advisors. He emphasizes the need for deeper conversations with clients beyond traditional investment management, covering topics such as tax strategies, legacy planning, budgeting, insurance, charitable giving, and dynamic financial planning. The episode highlights the significance of building trust and maintaining strong relationships with clients to ensure their financial success.Key Takeaways Intentionality in client interactions strengthens relationships.Legacy planning should evolve with clients' lives.Charitable giving aligns with clients' values and l...2025-02-1115 minBuilding The Billion Dollar BusinessBefore Taking Any M&A Action, Make Sure To Know Your ‘Why’In this episode of Building the Billion Dollar Business, Ray Sclafani discusses the critical importance of succession planning for financial advisory firms, particularly in light of the impending retirements of senior advisors. He explores the role of mergers and acquisitions (M&A) as a strategic option for succession, emphasizing the need for a clear understanding of the motivations behind pursuing M&A. The episode highlights the challenges firms face in planning for the future, the significance of human capital in successful acquisitions, and the importance of intentional growth strategies. Sclafani concludes with coaching questions to help advisors reflect on...2025-02-0411 minBuilding The Billion Dollar BusinessThe Blueprint for High-Performing TeamsIn this episode, Ray Sclafani discusses the blueprint for high-performing teams in financial advisory firms, emphasizing the importance of collaboration, mutual accountability, and a shared vision of success. He outlines six key components that define extraordinary success and provides coaching questions to foster team growth and reflection.Key Takeaways High-performing teams are essential for organizational success.A true team is cohesive with a shared commitment.Mutual accountability enhances team performance.Teams should co-create their vision of success.Open dialogue fosters trust and innovation.For more information click here to visit The ClientWise Blog.F...2025-01-2812 minBuilding The Billion Dollar BusinessThe Paradox of ChoiceIn this episode, Ray Sclafani discusses the paradox of choice and how having too many opportunities can hinder decision-making and productivity. He emphasizes the importance of focus and strategic planning for leaders in wealth management, providing actionable strategies to prioritize effectively and protect team energy. The episode concludes with coaching questions to help teams align their goals and priorities for the year ahead.Key TakeawaysLeadership isn't about saying yes to everything.You cannot do it all.Saying no protects your team's energy.Fear of missing out is a silent killer.Measure success by alignment, not...2025-01-2111 minBuilding The Billion Dollar BusinessBegin the Year with a 20-Year PerspectiveIn this episode of Building the Billion Dollar Business, Ray Sclafani emphasizes the importance of taking bold actions in the financial advising industry. He encourages listeners to reflect on their past and future, innovate client engagement models, invest in their teams, pursue personal development, and nurture client relationships. The episode concludes with actionable questions to help advisors design their legacy and align their daily actions with their long-term vision.Key Takeaways Reflect on the past to shape the future.Innovate client engagement to meet evolving expectations.Invest in your team for sustainable growth.Pursue personal development t...2025-01-1409 minBuilding The Billion Dollar BusinessHold On! Strategies to stem the outflow of assets as they transition to the next generationIn this episode, Ray Sclafani discusses the critical strategies financial advisors must adopt to retain assets during wealth transitions to the next generation. He emphasizes the importance of building genuine connections with clients' heirs, adapting service models, enhancing technology, and integrating estate planning and philanthropy into advisory relationships. The episode also highlights the need for proactive engagement with younger clients and the significance of creating a clear succession plan to ensure long-term success in wealth management.Key TakeawaysMost advisors lose assets during wealth transfer.Building relationships with heirs is crucial.Younger clients prefer planning-focused relationships...2025-01-0713 minBuilding The Billion Dollar BusinessThe Secret Sauce of Great LeadersIn this episode, Ray Sclafani explores the importance of professional development plans (PDPs) in leadership. He shares the story of Sarah, a high-performing leader who realized the need to empower her team rather than solely drive results herself. He emphasizes the shift in mindset required for effective leadership and the strategic framework of PDPs that align individual growth with organizational goals. Sclafani outlines a six-part framework for creating PDPs and discusses the cultural impact of fostering a learning environment within teams.Key TakeawaysProfessional development plans multiply success and build stronger teams.Great leaders empower others...2024-12-3111 minContrasting Viewpoints with Mark Hurley and Ray SclafaniThe Hottest Ticket In Town: A Wealth Manager For Sale (Ep. 10)In this conversation, Ray Sclafani and Mark Hurley delve into the current state of the financial services industry, focusing on mergers and acquisitions (M&A), the impact of sovereign wealth funds, and the significant wealth transfer expected in the coming years. They discuss evolving business models in wealth management, the shift in pricing strategies for advisors, and the importance of succession planning. The conversation also highlights the best RIAs to work for and the dynamics of M&A activity under changing political landscapes, concluding with predictions for the future of M&A in 2025. Key Takeaways2024-12-3035 minBuilding The Billion Dollar BusinessTransfers of TrustIn this episode of Building the Billion Dollar Business, Ray Sclafani discusses the successful strategies employed by WYSIWYG Wealth Management, a high-performing advisory team generating over $10 million in annual revenue. This episode highlights the importance of developing the next generation of talent, implementing a transfer of trust model, and leveraging team capacity for growth. Key TakeawaysThe transfer of trust model enhances client relationships.Clients appreciate the involvement of younger advisors.Mentorship fosters personal connections and knowledge sharing.Forecasting opportunities helps in proactive planning.Utilizing capacity effectively can lead to strategic growth.For more information...2024-12-2415 min
Building The Billion Dollar BusinessWishing You a Joyful Holiday & Peace in the New YearWishing You a Joyful Holiday Season and Peace in the New YearFrom all of us at ClientWise, we extend our warmest wishes to you and your families for a safe, joyful, and peaceful holiday season. We are deeply grateful for the partnerships, trust, and growth we’ve shared this year. The future is bright, and we remain committed to supporting your success every step of the way.2024-12-2301 minBuilding The Billion Dollar BusinessTurning Failures into Fuel for Future PlanningIn this episode, Ray Sclafani discusses the importance of turning failures into valuable lessons for future planning. Using Abraham Lincoln's journey as a case study, he emphasizes the need for resilience and a structured approach to learning from setbacks. The episode outlines a four-step process for teams to reflect on failures, identify core lessons, adjust strategies, and celebrate progress. Additionally, practical exercises and coaching questions are provided to foster a culture of learning and adaptation within teams.Key TakeawaysFailures can serve as catalysts for future growth.A structured framework helps teams extract value from setbacks...2024-12-1710 minBuilding The Billion Dollar BusinessWhen’s the Right Time to Hire a CEO?In this episode, Ray Sclafani discusses the critical decision of when and how to hire a CEO in wealth management firms. He explores the complexities of leadership transitions, emphasizing the importance of recognizing the right time to bring in professional management, the qualities to look for in a CEO, and the challenges of sourcing candidates. The conversation also covers structuring compensation packages and the emotional aspects of letting go as a founder. Through insights and studies, Ray Sclafani provides actionable guidance for firm owners considering this pivotal transition.Key TakeawaysFirms typically feel the need to...2024-12-1014 minBuilding The Billion Dollar BusinessUnlocking Hidden OpportunitiesIn this episode, Ray Sclafani discusses the essential strategies for financial advisors to achieve sustainable growth. He emphasizes the importance of defining growth accurately, enhancing client relationships, building a robust referral system, and setting bold growth targets. Ray Sclafani highlights actionable tactics that advisors can implement to unlock hidden opportunities within their existing client base and pursue new clients effectively. Sclafani also stresses the role of technology, particularly CRM systems and AI tools, in tracking and measuring growth.The three key tactics to set your priorities straight before the new year begins:Build or enhance your...2024-12-0316 minContrasting Viewpoints with Mark Hurley and Ray SclafaniFirst Rule of The Jungle-Don't Get Eaten (Ep. 9)In this conversation, Ray Sclafani and Mark Hurley delve into the current state of the financial services industry, discussing significant issues such as data breaches, client retention strategies, the impact of generational wealth transfer, the debate over remote work, and the evolving role of AI in wealth management. They also touch on investment trends within the RIA sector and the importance of adapting to changing client needs and market dynamics.Key Takeaways:• Data breaches can have significant implications for client trust and regulatory scrutiny.• Building strong relationships with clients' families is c...2024-12-0229 min
Building The Billion Dollar BusinessGobble Gobble! Gratitude! 🦃As the leaves crunch underfoot and the Thanksgiving Holiday season is upon us, it’s time to hit the pause button on the chaos and soak in a little gratitude. Sure, the holiday comes with its fair share of turkey, touchdowns, and family antics, but beneath all the fanfare lies something deeper—a chance to truly appreciate the people who impact our lives and communities.For financial advisors, this time of year reminds us of the profound impact you and your team have on the lives of so many. Your work goes well beyond managing investments or even...2024-11-2702 minBuilding The Billion Dollar BusinessShould You Stay or Step Aside? When Founders Face the CEO DilemmaIn this episode, Ray Sclafani explores the critical decision faced by founders and CEOs in the wealth management industry regarding whether to continue in their roles or step aside for new leadership. He discusses the complexities of this decision, including the emotional journey involved, the importance of developing a strong leadership team, and the role of external advisors in facilitating this transition. The conversation emphasizes the need for interdependence within teams and the significance of professional development plans to ensure sustainable growth for the firm.Key TakeawaysFounders often face the CEO dilemma as their firms...2024-11-2617 minBuilding The Billion Dollar BusinessThe Talent Management Epidemic in Financial ServicesIn this episode of Building the Billion Dollar Business, Ray Sclafani discusses the pressing issue of talent retention in the financial services industry. He outlines a six-part blueprint for developing the next generation of leaders, emphasizing the importance of investing in human capital, creating transparent compensation structures, and fostering open communication. The episode highlights the need for financial advisory firms to adapt their practices to meet the expectations of younger professionals, ensuring they feel valued and supported in their career growth.Key TakeawaysHuman capital is often overlooked despite being a major expense.Neglecting employee engagement...2024-11-1920 minBuilding The Billion Dollar BusinessSchwab’s 2024 RIA Benchmarking StudyIn this episode of Building the Billion Dollar Business, Ray Sclafani explores the key insights from the Schwab 2024 RIA Benchmarking Study, highlighting the factors that separate top-performing advisory firms from their peers. He covers the importance of referrals, client feedback mechanisms, strategic marketing plans, lead tracking, talent acquisition, and enhancing client experience through technology. Sclafani emphasizes the need for firms to document their strategies and focus on building high-performing teams to drive growth and success in the competitive financial advisory landscape.Key TakeawaysReferrals account for over two-thirds of new clients.A well-documented referral plan is...2024-11-1220 minBarron's AdvisorKeith Jacoby: How to Build and Lead a Large Wealth Management FirmWith 30 years of industry experience, the CEO of Clarity Wealth—and “self-confessed process geek”— shares his best advice for advisors in leadership positions. Host: Ray Sclafani.
Learn more about your ad choices. Visit megaphone.fm/adchoices2024-11-0548 minBuilding The Billion Dollar BusinessThe Multi-Tactic Marketing ApproachIn this episode, Ray Sclafani discusses the essential strategies for financial advisors aiming to grow their firms into billion-dollar businesses. He emphasizes the importance of a multi-tactic marketing approach, highlighting the need for effective client acquisition strategies, content creation, SEO, and educational events. Sclafani outlines four pillars that high-growth firms utilize to enhance their marketing efforts and discusses the significance of optimizing marketing expenditures and improving client experiences. He also stresses the importance of building a strong brand and focusing on niche markets to differentiate from competitors. The episode concludes with coaching questions for advisors to reflect on their...2024-11-0519 minContrasting Viewpoints with Mark Hurley and Ray SclafaniThe Talent Fight Club (Ep. 8)In this conversation, Ray Sclafani and Mark Hurley discuss the current state of the wealth management industry, focusing on significant changes such as CEO transitions, the rising costs of talent acquisition, the impact of technology, and the concept of synthetic equity. They also address compliance challenges with the SEC, insights from Schwab's 2024 Independent Advisor Outlook, and the pressing need for new talent in the industry. The discussion emphasizes the importance of adapting to market changes and developing strategies for sustainable growth. Key TakeawaysTalent acquisition costs are rising, making retention crucial.Synthetic equity is b...2024-11-0439 minBuilding The Billion Dollar Business6 Key Insights from Fidelity's 2024 RIA Benchmarking StudyIn this episode, Ray Sclafani discusses key insights from Fidelity's 2024 RIA Benchmarking Study, highlighting challenges and opportunities for financial advisors. The episode covers declining margins and productivity, shifting client demographics, the prevalence of fee discounting, and the importance of both organic and acquisitive growth strategies. Additionally, the episode emphasizes the evolving product offerings and the critical role of technology adoption in enhancing operational efficiency. Ray Sclafani concludes with strategic initiatives that firms should prioritize for future success.6 Key InsightsBoth margins and productivity are decliningClient demographics and wealth tiers are shiftingFee discounting remains prevalent and potentially...2024-10-2911 minBuilding The Billion Dollar BusinessHow Mission, Vision, & Values Impact Your Bottom LineIn this episode, Ray Sclafani discusses the critical role of mission, vision, and values in driving business success. He outlines seven key impacts these principles have on organizations, including improved alignment, decision-making, employee engagement, adaptability, client experience, accountability, and innovation. He emphasizes that regularly revisiting and integrating these core elements can lead to better business outcomes and a sustainable competitive advantage.Key TakeawaysMission, vision, and values are essential for business success.Employee engagement is linked to a strong sense of purpose.Adaptability is enhanced by regularly reviewing core principles.A culture of accountability fosters better...2024-10-2213 minContrasting Viewpoints with Mark Hurley and Ray SclafaniCybercriminals And The SEC Are About To Rock Your World, Featuring Brian Hamburger (Ep. 7)In this episode, Ray Sclafani, Mark Hurley, and Brian Hamburger discuss the critical issues surrounding cybersecurity in the wealth management industry. They highlight the alarming rise of cybercrime, the responsibilities of CEOs in safeguarding their firms, and the impact of cybersecurity breaches on client relationships. The discussion also covers the upcoming SEC regulations and the reputational risks associated with breaches. Ray, Mark, and Brian emphasize the need for wealth managers to understand the tactics used by cyber criminals and the importance of implementing robust cybersecurity measures to protect both their firms and their clients. Finally, actionable steps for both...2024-10-2147 minBuilding The Billion Dollar BusinessDitch the PitchIn this episode, Ray Sclafani discusses the significance of capability decks for financial advisors, emphasizing their role in client engagement, education, and advocacy. He outlines the eight essential components of an effective capability deck and provides insights on how to build and maintain one that resonates with clients and prospects. This episode highlights the shift from traditional sales pitches to a more value-driven approach, fostering deeper relationships and sustainable growth in wealth management.8 Essential Capability Deck ComponentsWhy You Do What You DoWho Your Firm Is Built to ServeKnown Needs of Your ClientsUnknown Needs of Your...2024-10-1522 minBuilding The Billion Dollar Business6 Critical M&A Insights from Billion-Dollar Wealth ManagersIn this episode, Ray Sclafani discusses the evolving landscape of wealth management, focusing on the recent surge in M&A activity among billion-dollar firms. He highlights six critical insights, including the rise of mega deals, the dominance of private equity, valuation pressures, the importance of technology integration, specialization in niche markets, and the emergence of long life capital partners. The conversation emphasizes the need for firms to adapt to these trends to remain competitive and thrive in the industry.Key Takeaways The wealth management industry is experiencing unprecedented M&A activity.Mega deals are becoming more c...2024-10-0813 minBuilding The Billion Dollar BusinessBeyond the 12-4-2In this episode, Ray Sclafani discusses the evolution of client engagement strategies for financial advisors, moving beyond the traditional 12-4-2 model to a more dynamic and episodic approach. He emphasizes the importance of understanding client preferences, leveraging AI and predictive analytics, and fostering deeper relationships through personalized communication. This episode includes practical steps for advisors to enhance their engagement strategies and improve client satisfaction.Key TakeawaysThe traditional 12-4-2 model is outdated and ineffective.A dynamic and episodic approach is more effective for client engagement.Understanding client preferences is crucial for personalized communication.AI...2024-10-0113 minBuilding The Billion Dollar BusinessThe Stockdale ParadoxIn this episode of Building the Billion Dollar Business, Ray Sclafani discusses the Stockdale Paradox and its application in year-end planning for financial advisors. He emphasizes the importance of balancing hope with realism to maintain high performance as the year closes. The conversation covers strategic planning, effective communication, and the significance of team dynamics in achieving long-term success. Sclafani provides actionable steps for conducting productive offsite meetings and highlights the need for data-driven decision-making and alignment with the firm's mission, vision, and values.Key TakeawaysYear-end planning is crucial for maintaining momentum.Engaged teams lead to...2024-09-2411 minContrasting Viewpoints with Mark Hurley and Ray SclafaniBeing Paranoid Doesn’t Mean They’re Not Out To Get You (Ep. 6)In this conversation, Ray Sclafani and Mark Hurley delve into the evolving landscape of wealth management, discussing the need for firms to expand their service offerings, the impact of regulatory changes, and the psychological barriers advisors face regarding retirement. They also explore the rise of breakaway brokers, legal challenges in cash sweep programs, and the absurdities in investment news. A significant focus is placed on the critical issue of cybersecurity, highlighting the threats wealth managers face and the importance of proactive strategies to mitigate risks.2024-09-1833 minBuilding The Billion Dollar Business5 Steps for Prospecting Small Business OwnersIn this episode, Ray Sclafani discusses the challenges and strategies for prospecting small business owners, emphasizing the importance of specialized expertise in exit planning. He outlines five key steps for financial advisors to effectively reach and engage potential clients in this market, highlighting the need for continuous learning and strategic networking.Key TakeawaysMillions of small businesses will change hands in the next decadeSpecialized expertise in exit planning is crucial for successDigital marketing is essential for reaching your target audienceIdentifying unique services can differentiate your firmContinuous learning is vital for staying competitiveExit Planning...2024-09-1707 min
Building The Billion Dollar BusinessGet Out and VoteYou and your team hold a noble responsibility—guiding clients towards financial security and helping shape the current and future well-being of your community. This work leaves a lasting impact, and the duty to lead by example comes with that influence. Voting is one of the simplest yet most powerful ways to contribute to our nation’s future. Let’s honor our veterans and countless others who've sacrificed so much for our freedom, by exercising this right and encouraging others to do the same. Consider using this moment as a team building opportunity—working together to help get out t...2024-09-1202 minBuilding The Billion Dollar BusinessUnleashing Organic GrowthIn this episode, Ray Sclafani discusses the essential truths that financial advisory firms must embrace for organic growth. He focuses on client acquisition costs and the lifetime value of a client, emphasizing the importance of understanding the lifetime value of a client (CLV) and its impact on resource allocation, marketing strategies, and client retention. Ray provides statistics and insights on CLV and highlights the need for efficient and effective spending on client acquisition. He also explores the role of client lifetime value in decision-making, marketing plans, and enhancing client experiences. The episode concludes with coaching questions for further exploration.2024-09-1011 minBuilding The Billion Dollar Business8 Essential Qualities for Identifying NextGen Producing PartnersIn this episode, Ray Sclafani discusses the eight essential qualities for identifying next generation producing partners in a financial advisory firm. These qualities include financial acumen, business acquisition skills, leadership abilities, strategic business insight, project management skills, collaborative skills, commitment to mentorship and shared leadership, and a strong sense of personal responsibility. Sclafani emphasizes the importance of engaging potential future leaders in the firm's future plans to ensure continuity and prevent talent loss to competitors. He also highlights the need for a structured framework for collaboration and a thoughtful strategic approach to leadership development.Key Takeaways...2024-09-0309 minBuilding The Billion Dollar Business9 Ways to Leverage the Pygmalion EffectIn this episode, Ray Sclafani discusses The Pygmalion Effect. The Pygmalion Effect is about setting high standards for your team and creating a culture of growth, innovation, and superior client service. It is a psychological phenomenon in which higher expectations lead to improved performance. This effect can enhance performance, increase client satisfaction, amplify professional development, attract like-minded professionals, foster innovation, and create a supportive environment. Nine tips for leveraging the Pygmalion Effect include leading by example, setting clear and achievable goals, communicating expectations clearly, encouraging ongoing training and development, fostering a supportive environment, recognizing and rewarding excellence, using constructive...2024-08-2713 minBuilding The Billion Dollar Business8 Benefits of a Five-Year Strategic Plan for Your BusinessIn this episode, Ray Sclafani discusses the benefits of having a written five-year strategic plan for financial advisory businesses. He emphasizes the importance of strategic planning and how it can provide clarity of vision, goal setting and accountability, performative opportunities for next-generation leaders, risk mitigation, improved time management, enhanced client communication, competitive advantage, and personal and professional growth. Ray also provides coaching questions for listeners to reflect on and take action.Key TakeawaysA written five-year strategic plan provides clarity of vision and sets clear objectives for the business.Goal setting and accountability are crucial for...2024-08-2012 minBuilding The Billion Dollar BusinessThe RIA Growth IllusionIn this episode, Ray Sclafani discusses the RIA growth illusion and the importance of creating a financial model for organic growth. He emphasizes the need for financial forecasting and modeling to make informed decisions and prepare for future outcomes. Sclafani suggests modeling three scenarios: a normal steady state, a worst-case crash and burn, and an optimistic moonshot scenario. He highlights the benefits of financial modeling, including identifying opportunities and challenges, assessing capacity needs, and enhancing the credibility of your plan. Sclafani also provides five considerations for generating reliable financial models.Key TakeawaysMany firms believe they...2024-08-1316 minContrasting Viewpoints with Mark Hurley and Ray SclafaniThe Rumble In The Jungle Has Begun (Ep. 5)Ray Sclafani and Mark Hurley discuss various topics in the financial services industry, including sovereign debt, SEC regulations, the DOL fiduciary rule, lawsuits among firms, and the challenges of organic growth. They emphasize the need for advisors to think long-term and focus on adding new clients and assets, rather than relying solely on market performance and existing clients. They also highlight the importance of institutionalizing business development and creating a culture of accountability. The conversation provides insights into the current state of the industry and offers guidance for advisors looking to build their businesses.2024-08-0737 minBuilding The Billion Dollar Business5 Strategies to Gamify Your Next-Generation Path to PartnershipIn this episode, Ray Sclafani explores five innovative strategies to gamify the path to partnership in financial advisory firms. By leveraging the principles of gamification, he reveals how career progression can become more engaging through the innate human drive for competition and rewards. The five strategies include establishing a level-based progression system, implementing points and badges, introducing leaderboards and competitions, gamifying training and development, and offering tiered partnership opportunities. These approaches make the journey to partnership more transparent, rewarding, and enjoyable, effectively attracting and retaining top talent. Key Takeaways Gamification can make career progression more engaging an...2024-08-0609 minBuilding The Billion Dollar Business7 Powerful Reasons to Formalize Your Advisory BoardIn this episode, Ray Sclafani discusses the importance of establishing an advisory board for financial advisory firms. He highlights the benefits of having a formal advisory board, including strategic guidance, network access, accountability, specialized knowledge, risk management, long-term vision, and the development of future partners. Ray emphasizes the role of the advisory board in providing valuable insights, guidance, and support to navigate challenges and drive growth. He also provides tips on setting up an advisory board, such as investing time and money, paying board members, and creating a schedule of quarterly meetings.Key Takeaways ...2024-07-3009 minBuilding The Billion Dollar Business6 Key Drivers to Designing Effective Compensation Programs for Future LeadersIn this episode, Ray Sclafani discusses the six key drivers to designing effective compensation programs for future leaders in financial advisory firms. These drivers include developing revenue generators, creating career paths, using performance-based incentives, paying attention to the little things, retaining key contributors, and developing future equity buyers. Ray emphasizes the importance of aligning compensation programs with firm goals and values to attract and retain top talent.6 Key Drivers to Designing Effective Compensation Programs for Future Leaders:Develop Those Who Can Grow Firm Revenue and New ClientsCreate Career Paths so Team Members are Future-FocusedMotivate with Performance-Based...2024-07-2309 minBuilding The Billion Dollar BusinessCareer Pathing & Team IncentivesIn this episode, Ray Sclafani discusses the importance of career pathing and team incentives in building successful financial advisory teams. He shares insights from a breakout session he facilitated at the 2024 Barron's Team Summit in Las Vegas. Key insights are shared by; Jeff Brown, president of Stratos Private Wealth, Tony Parr, partner at Parr McKnight Wealth Management Group, and Jeff Price, managing director of Merrill Wealth Management, on designing clear career paths, conducting regular performance reviews, and creating a flexible work environment. The conversation also explores the use of creative incentives, such as profit sharing and referral rewards, to...2024-07-1611 minContrasting Viewpoints with Mark Hurley and Ray SclafaniAre You Ready For The SEC’s New Cybersecurity Rules? (Ep. 4)Ray Sclafani and Mark Hurley review a litany of current events that impact wealth managers including Supreme Court rulings, the ongoing war for talent, and whether AI will materially change the business. They also do a deep dive into the new SEC cybersecurity rules and the many changes they will force upon the industry.2024-07-1532 minBuilding The Billion Dollar Business7 Essential Metrics for Your CEO ScorecardIn this episode, Ray Sclafani discusses the seven essential metrics for a CEO scorecard that can help measure the performance of financial advisory firm CEOs. The metrics cover various categories such as firm performance, strategic leadership, operational excellence, stakeholder relations, personal development, adaptability and crisis management, and long-term sustainability. Ray provides detailed explanations for each metric and encourages CEOs to set specific measurable targets for each area. He also emphasizes the importance of regularly reviewing and assessing the CEO's performance using the scorecard.Key TakeawaysA CEO scorecard can help measure the performance of financial advisory...2024-07-0907 minContrasting Viewpoints with Mark Hurley and Ray SclafaniWhat's One To Do With $1 Trillion Of Cash? (Ep. 3)Ray Sclafani and Mark Hurley discuss various topics in the financial services industry, including regulatory changes, concerns about blackstone's real estate fund, the impact of aggregation software, the decline in organic growth, and the state of M&A. They emphasize the importance of cybersecurity and the need for wealth managers to focus on organic growth. They also discuss the abundance of cash on the sidelines for acquisitions and the increasing multiples in the industry.Topics Covered:• Cyber• Alarm bells sounded• Aggregation software regulators• Growth matters• M&A2024-07-0229 minBuilding The Billion Dollar Business9 Trends That Will Impact the Future of Your FirmIn this episode, Ray Sclafani discusses nine trends that will impact the future of financial advisory firms. These trends include margin compression, rising labor costs, training of lead advisors, private equity investors, succession planning, next-generation partners, multiple expansion, rigorous compliance oversight, and advancing technology. Ray provides insights and recommendations for each trend, highlighting the importance of adapting and embracing innovation to thrive in the evolving advisory landscape.TakeawaysStay ahead of the curve by embracing the nine trends that will reshape the financial advisory industry.Implement the 40-30-30 rule to effectively manage resources and ensure...2024-07-0213 minBuilding The Billion Dollar Business7 Steps to Building Your ‘Firm of Dreams’In this episode, Ray Sclafani discusses the seven steps to building your firm of dreams. He uses the metaphor of the movie 'Field of Dreams' to explain the importance of having a clear vision and taking a leap of faith. The seven steps include defining your firm's vision, creating a detailed plan, building the right team, attracting the right clients, delivering outstanding service, embracing change and innovation, and engaging with the community. Ray provides insights and strategies for each step, emphasizing the importance of client focus, continuous improvement, and community involvement.Click here to view this...2024-06-2413 minBarron's AdvisorTony Parr and Jeff Price: Empowering Advisor Teams to SucceedThe founding partner at Parr McKnight and managing director at Price & Associates at Merrill Lynch discuss strategies around crafting incentive structures that reward employees and collaborative achievement. Host: Ray Sclafani.
Learn more about your ad choices. Visit megaphone.fm/adchoices2024-05-2840 minContrasting Viewpoints with Mark Hurley and Ray SclafaniHow Longevity Affects The Future Of Your Clients And Business (Ep. 2)Mark Hurley and Ray Sclafani provide different viewpoints and insights on what is really going on in the wealth management industry as well as take an in-depth look at the immense opportunity ahead over the next ten to fifteen years and what firms will need to do to capitalize on it.For more podcasts, news, and insights, visit famagazine.com2024-04-2936 min
The Fine PrintStrategies for Building Enduring Wealth Advisory Firms With Ray Sclafani Part 2 (Ep. 20)Finding talent can be hard. But you don’t always need to find it, with the right approach you can develop it within anybody.This episode is a continuation of David Grau Jr.’s conversation with Ray Sclafani, Founder and CEO at ClientWise, LLC. Join them as they’re dedicated to uncovering the secrets behind flourishing financial advisory firms as they explore the synergy of digital marketing, the power of client referrals, and the benefits of strategic partnerships. Ray’s knowledge in talent development shines as he discusses innovative onboarding and training strategies, that ensure new hires evolve in...2024-04-0147 minThe Fine PrintStrategies for Building Enduring Wealth Advisory Firms With Ray Sclafani Part 1 (Ep. 19)Finding talent can be hard. But you don’t always need to find it, with the right approach you can develop it within anybody.This episode is the first part of David Grau Jr.’s conversation with Ray Sclafani, Founder and CEO at ClientWise, LLC. Join them as they’re dedicated to uncovering the secrets behind flourishing financial advisory firms as they explore the synergy of digital marketing, the power of client referrals, and the benefits of strategic partnerships. Ray’s knowledge in talent development shines as he discusses innovative onboarding and training strategies, that ensure new hires evo...2024-03-1855 minContrasting Viewpoints with Mark Hurley and Ray SclafaniAre You Thinking Big Enough? (Ep. 1)Mark Hurley and Ray Sclafani provide different viewpoints and insights on what is really going on in the wealth management industry as well as take an in-depth look at the immense opportunity ahead over the next ten to fifteen years and what firms will need to do to capitalize on it.For more podcasts, news, and insights, visit: https://famagazine.com2024-03-1333 minBarron's AdvisorRay Sclafani: How Advisors Can Gain an Edge Today—and TomorrowNext generation team members will only become more important, says the CEO and founder of ClientWise. Host: Greg Bartalos.
Learn more about your ad choices. Visit megaphone.fm/adchoices2024-01-0926 min
THE TRUTH ABOUT YOUR FUTURE with Ric Edelman6/9/23: Revolutionary Elimination of Medical DebtCan you imagine having your crushing medical debt wiped out with just the stroke of a pen? Today, we explore the fascinating world of medical debt relief programs and the non-profit organization, RIP Medical Debt, that's making waves. But we also consider the implications of these programs - do they reward those who don't pay their bills and punish those who do?We're also thrilled to have Ray Sclafani, founder and CEO of ClientWise, join us on this episode to discuss the importance of building multi-generational financial advisor businesses. He shares insights on the ripple effect of...2023-06-0951 min
The Diamond Podcast for Financial AdvisorsBuilding Enterprise Value: A Coach’s Advice for Advisors and TeamsRay Sclafani of ClientWise discusses the key areas that employee advisors and independent business owners can impact to influence sustainable growth, enhance client relationships, and ultimately build “exit” value.2023-03-301h 06
Loan Officer Marketing with Chris JohnstoneClientwise Founder Ray Sclafani Uncovers the Key to Better Business Partnerships!In this episode of The Loan Officer Wealth Podcast, Clientwise founder Ray Sclafani breaks down the concept of 'Framing' and how it can help us better understand our personal brand and the business partnerships we create! https://loanofficerwealth.com/ The Loan Officer Wealth Podcast | Ep. 68 Guest - Ray Sclafani from https://www.clientwise.com/ During this incredibly valuable conversation, we discuss: - The concept of FRAMING and how it affects our behaviors, actions, and ability to build professional relationships. - The dynamic b...2023-01-1733 min
The Evolving Advisor PodcastEp 065: Ray Sclafani: Creating An Enduring Advising FirmIn this episode, Jeff and Ray discuss: What it takes to build an enduring enterprise. Options for phasing yourself out or into other positions as your firm grows. The processes and steps of a transition plan. The war for talent and how you can bring in the right talent for your firm. Key Takeaways: It is hard work building your boutique business into an enterprise. Build a next-generation team that is capable of serving your clients and their families multi-generationally. More freedom is created with each step down in a transition plan. The value for the clie...2022-12-0143 min
Decidedly I Decision Tips for Business OwnersEp.59 HIGHLIGHT I Ray Sclafani I Deciding to Sell Your BusinessWANT THE FULL EPISODE?Check out yesterday's episode, or use this link to listen directly: https://api.spreaker.com/v2/episodes/51601387/download.mp3Many business owners lack firms that can endure beyond their direct ownership. What happens when you sell your business? Have you set that business up to have a thriving legacy without your ownership? Will your life have significance once you’re not the person in charge?Ray Sclafani, Founder and CEO of ClientWise, a coaching and consulting company that through one of its signature programs, Success in Succession™, provides a prov...2022-10-2013 min
Decidedly I Decision Tips for Business OwnersEp.59 I Ray Sclafani I Deciding to Sell Your Business: Building Strong FoundationsMany business owners lack firms that can endure beyond their direct ownership. What happens when you sell your business? Have you set that business up to have a thriving legacy without your ownership? Will your life have significance once you’re not the person in charge?Ray Sclafani, Founder and CEO of ClientWise, a coaching and consulting company that through one of its signature programs, Success in Succession™, provides a proven platform to support financial professionals committed to building enduring firms, joins the show to share his expertise in the realm of business succession."KEY...2022-10-191h 01Barron's AdvisorSuccession Planning, Next-Gen Talent, and What the Best Leaders DoMore advisors are getting serious about the future, says Ray Sclafani, the CEO and founder of ClientWise. Host: Greg Bartalos.
Learn more about your ad choices. Visit megaphone.fm/adchoices2022-09-2022 min
WTF! Women Talk FinanceEP 024 - Living with Intention in a Tiny Home with Guest Kate ShannonKate Shannon is back with us for the third time (does she get a special badge or something?) to discuss her tiny home, how she got there, and how her career and personal life intersect beautifully to let her help others realize their dreams. From the pressure to accomplish and thrive in a certain way, to the symbolism a tiny home can have in the financial space, Kate and our fearless female founders get into it all. Bucking tradition, Kate is challenging the societal norms of what the financial industry looks like, and what home life looks l...2022-09-2017 min
Swift Chats in the Financial Services IndustryCompilation Episode from the IWI ACE Academy 2022In this special edition Swift Chat from the Investments & Wealth Institute's ACE Academy 2022, Marie Swift interviews a range of guests from the IWI Digital Hive including: Jeffrey Levine, Chief Planning Officer of Buckingham Strategic Wealth Partners Stephen J. Resch, Vice President of Retirement Strategies of Finance of America Reverse LLC Dan Wanous, MBA, Business Development Officer of Thrivent Advisor Network Anthony D. Mlachnik, MBA, CIMA®, BFA®, Advisor at NorthRock Partners Roger Ibbotson, Professor at Yale School of Management and Chairman and Chief Investment Officer at Zebra Capital Jess...2022-07-1538 min
Model FA PodcastThe Nobility of Financial Advisors with Ray SclafaniRay Sclafani is the Founder and CEO of ClientWise, a business and executive coaching firm working exclusively with high-performing financial advisory teams. He is a professional certified coach who holds a Master Certification in Neuro-Linguistics. In addition to being a public speaker sought after by industry leaders, Ray is the author of You’ve Been Framed, a step-by-step guide that helps financial firms achieve profitability and sustainability. Before founding ClientWise, Ray worked at AllianceBernstein for over 20 years, serving as its Managing Director before launching his own company. Ray joins us today to discuss the nobility of being a...2022-07-0552 min