A conversation with Ray Sclafani, CEO and Founder, ClientWise
Overview
Ray 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.
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NOTE: The views and opinions expressed by the guests on this podcast are their own and do not necessarily reflect the views and opinions of Diamond Consultants. Neither Diamond Consultants nor the guests on this podcast are compensated in any way for their participation.
About this episode…
Growth is one topic that’s top-of-mind for most every advisor—regardless of where or how they practice.
Yet growth for growth’s sake isn’t a sound strategy, particularly when looking at the long-term.
The real focus should be upon building an enduring business designed for maximum enterprise value—or “exit value” as Ray Sclafani calls it.
And as the CEO and founder of ClientWise, Ray built a business around helping advisors do just that.
It’s a unique vantage point that Ray first developed in his 20-year tenure at AllianceBernstein. As one of the company’s top sales professionals and executive leaders, his knowledge of how to create and execute on highly successful sales plans and build long-lasting client connections was later utilized as the Founder and Managing Director of the Advisor Institute at AllianceBernstein.
In that role, Ray developed and directed an extensive series of programs that proved invaluable to advisors in creating improved and sustainable motivation, sales, and client relationships.
It was in 2006 that Ray left AllianceBernstein to launch ClientWise to take that experience and help financial advisors and their teams drive sustainable, intentional growth; maximize the value of their enterprises; enhance team performance; and develop next gen advisors to lead the firm into the future.
It’s a roster of services that’s catapulted ClientWise to become one of the top coaching firms to financial advisors in the industry.
Ray joins Mindy Diamond on this episode to share some of his best advice on growth, maximizing value, team building, succession and much more, with advice for independent and employee advisors alike, including:
- The differences between independent and employee advisors—and why Ray considers the latter “intrapreneurs.”
- The real value of building an enterprise—and what he refers to as “exit value.”
- The secret to successful teams—and how to build real “interdependency.”
- The reality about productivity—and what obstacles he feels should be removed at the wirehouses.
- The key focus areas of the best teams—and what they are doing differently than their less successful peers.
- Best practices for developing next gens—and why they’re not going to replicate the approach of the generation before them.
- Asking for referrals vs building client advocates—and which approach works best.
- And much more.
It’s an episode with tangible information and actionable advice for employee advisors and independent business owners alike from one of the most sought-after coaches in the industry.
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Ray Sclafani
Founder & CEO
After 20 years at AllianceBernstein, Ray Sclafani founded and heads ClientWise, the premier coaching and training company exclusively serving the financial services industry. Ray’s passion for serving leaders, advisors, and companies in the financial services sector is reflected in ClientWise and its unique coaching programs and team of credentialed coaches that help advisors and companies find the next level of professional excellence and financial success with greater focus and ease.
Ray’s experience as a seasoned specialist in coaching and training in the financial sector mirrors his long and profitable history in the industry. In his 20 years at AllianceBernstein, Ray was one of the company’s top sales professionals and executive leaders. His knowledge of how to create and execute on highly successful sales plans and build long-lasting client connections was later utilized as founder and Managing Director of the Advisor Institute at AllianceBernstein. In that role, he developed and directed an extensive series of programs that proved invaluable to advisors in creating improved and sustainable motivation, sales, and client relationships. Ray completed his transition to founding ClientWise through significant coaching education and practice that led to his recognition as a Professional Certified Coach (PCC) from the International Coach Federation, the leading independent professional association for coaches.
As a complement to his coaching skills, he also holds a Master’s Certification in Neuro-Linguistics from the International Association for Neuro-Linguistic Programming and has participated in The Strategic Coach® Program for 17 years.
Ray’s expertise as a coach and trainer is recognized and sought out by leaders within the profession. Through ClientWise, he has provided coaching or created and presented workshops for, among others, Merrill Lynch, Morgan Stanley Wealth Management, LPL, Raymond James Financial, Ameriprise, and Northwestern Mutual. In addition, he has spoken on request to major industry conferences and company events for firms such as Merrill Lynch for their Diversity & Training programs, LPL, Morgan Stanley Institutes Conferences, Raymond James, FSC Securities, as well as the FPA National Conference, John Hancock Funds Wholesaler Conference, Nationwide Financial Summit Sales Conference, MetLife Presidents’ Conference, Northwestern Mutual Forum, Northwestern Mutual Annual Meeting, Barron’s Winner’s Circle Summit, and Barron’s Top Advisory Teams Summit.
He has been interviewed and quoted in the Wall Street Journal, Financial Planning magazine, and Registered Rep, to name a few. Ray’s book, “You’ve Been Framed: How to Reframe Your Wealth Management Business and Renew Client Relationships,” was published by Wiley in 2015.
Ray holds a BA from Baylor University. He lives in Flower Mound, Texas with his wife and true life partner, Beth, and their two sons who continually inspire his work and his passion for excellence.
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