Ray Sclafani

• Ten Top Ways to Engage Clients Now, Part II

  By Ray Sclafani  |  October 1, 2010

  Last month, we discussed how the best advisors are engaging their clients now--a necessity, as many high-net-worth people are re-evaluating their relationship to money,...

• The High-Performance Coach: Ten Ways to Engage Clients Now, Part 1

  By Ray Sclafani  |  September 1, 2010

  Recently, an advisor client of ours (an independent advisor with over $2 million in annual revenues) received the advisor equivalent of a "Dear John" letter....

• The High-Performance Coach: Preparation: The First Step in

  By Ray Sclafani  |  August 1, 2010

  Having just returned from a weekend of hiking Mount Washington in New Hampshire with my wife and two boys, both of whom are Boy Scouts...

• The High-Performance Coach: The Five Myths of Professional Networks

  By Ray Sclafani  |  July 1, 2010

  As an advisor, have you ever had a business relationship with a CPA or an attorney that is the professional equivalent of unrequited love? Do...

• Case Study: Vernon Cale and His Network

  By Ray Sclafani  |  July 1, 2010

  "You gotta work with Vernon!" Recently, Vernon Cale began a new million-dollar relationship with a client who was introduced to him by a home remodeler...

• What's an Advocate?

  By Ray Sclafani  |  July 1, 2010

  At ClientWise, our research shows us that advisors gain leverage by using professional advocates to get client introductions. But what is a "professional advocate?" We...

• Ask These Questions

  By Ray Sclafani  |  July 1, 2010

  To help its coaching clients build a "professional advocate" network, ClientWise has formulated questions to ask prospective members of your network. Here's a sampling: o How...

• The High-Performance Coach: The Five Types of Leadership for Advisors

  By Ray Sclafani  |  June 1, 2010

  During periods of great change, leadership emerges. Arguably, through the past 22 months, the financial services industry has seen more change than in any previous...

• Leadership Case Study: Jeremy Paul and Bud Sturmak

  By Ray Sclafani  |  June 1, 2010

  Five years ago, a few of Jeremy Paul's more forward-thinking clients came to him expressing a desire for more socially responsible investment (SRI) choices within...

• Leadership Case Study: Geri Pell

  By Ray Sclafani  |  June 1, 2010

  By anyone's measure, Geri Eisenman Pell's career has been a success. She has been a financial advisor since 1986. For the past five years she...