Ray Sclafani

• The High-Performance Coach: Building Loyal Client Advocates

  By Ray Sclafani  |  May 1, 2010

  In this month's column, we will introduce the concept of Loyal Client Advocates. One of our coaching observations is that high-performing advisors reject the general...

• Case Study: Don Hurd

  By Ray Sclafani  |  May 1, 2010

  Don Hurd (not his real name) is a top-performing advisor who works for a wirehouse, and is based in a large metropolitan area in the...

• Case Study: Michael and Tina Tannery

  By Ray Sclafani  |  May 1, 2010

  Michael and Tina Tannery, of Tannery Wealth in Richardson, Texas, are one of the top-performing teams within LPL. After careers in the wirehouses, the two...

• Demystifying Referrals

  By Ray Sclafani  |  April 1, 2010

  Advisors' desire to grow their businesses has never been greater. From peak to trough, advisors saw assets and revenues decline 20% to 40% during the...

• The High Performance Coach: Building, and Restoring, Trust

  By Ray Sclafani  |  March 1, 2010

  All the world's a stage, And all the men and women merely players In this oft-quoted soliloquy from his comedy "As You Like It," Shakespeare shows the...