In this Thanksgiving episode, Ray Sclafani reflects on why gratitude is more than a seasonal sentiment for advisory leaders — it is a strategic advantage. Drawing from research, industry insights, and personal experience at ClientWise, Ray explores how appreciation strengthens culture, deepens engagement, and elevates performance across advisory firms.

He highlights why recognizing people’s contributions is essential to leadership, offers meaningful reflection questions for advisors, and underscores that gratitude should lead to action: developing talent, raising standards, investing in future leaders, and preparing for the growth ahead.

Ray closes with a message of appreciation to the ClientWise team and the advisory professionals they serve, encouraging leaders to use this season not as an endpoint but as a launchpad for impact in 2026.

Find Ray and the ClientWise Team on the ClientWise website or LinkedIn | Twitter | Instagram | Facebook | YouTube

To join one of the largest digital communities of financial advisors, visit exchange.clientwise.com.

In this episode of "Building the Billion Dollar Business," host Ray Sclafani delves into the strategies and insights behind successful financial advisory firms, focusing on organic growth and new client acquisition. He outlines six steps to boost growth, emphasizing the importance of client relationships, team collaboration, and strategic planning. Ray also discusses the significance of setting intentional goals and fostering a culture centered around growth.

Key Takeaways

1. Organic growth is a critical indicator of a firm's health.
2. Understanding total relationship value (TRV) is essential.
3. Generational continuity is key for long-term success.
4. A focused marketing plan aligns with client needs.
5. Utilizing CRM effectively identifies growth opportunities.
6. Reframing culture around growth attracts talent.

For more information click here to visit The Best in the Business Blog.

Find Ray and the ClientWise Team on the ClientWise website or LinkedIn | Twitter | Instagram | Facebook | YouTube

To join one of the largest digital communities of financial advisors, visit exchange.clientwise.com.

In this episode, Ray Sclafani discusses the implications of avoiding growth targets in business. He highlights a case where a company decided to stop setting growth targets to focus on client service. However, he argues that this decision led to challenges in managing capacity, planning succession, and fulfilling client promises. The conversation emphasizes the importance of balancing client service with the need for growth targets to ensure effective business management.

Key Takeaways

1. Growth happens whether you plan or not
2. Track revenue per professional, revenue per client, and time per client segment
3. Map retirements against junior advisor readiness and create a 3–5 year development plan
4. Let data guide leadership decisions by using dashboards and metrics to prevent overextension and burnout
5. Prevent “success outgrowing structure” by conducting quarterly capacity checks to evaluate workload, client demand, and team readiness

Find Ray and the ClientWise Team on the ClientWise website or LinkedIn | Twitter | Instagram | Facebook | YouTube

To join one of the largest digital communities of financial advisors, visit exchange.clientwise.com.

In this episode, Ray Sclafani discusses the importance of finishing the year strong and how it impacts the upcoming year. He emphasizes the need for a proactive mindset, strategies for success, and the significance of setting clear goals. He also covers overcoming challenges and maintaining motivation as key components of achieving success.

Key Takeaways

1. How you finish the year will determine how you start next year.
2. Set clear goals for the new year to guide your actions.
3. Overcoming challenges is part of the journey to success.
4. Reflect on your progress this year to identify areas for improvement.
5. Mindset shifts can lead to breakthroughs in performance.

For more information click here to visit The ClientWise Blog.

Find Ray and the ClientWise Team on the ClientWise website or LinkedIn | Twitter | Instagram | Facebook | YouTube

To join one of the largest digital communities of financial advisors, visit exchange.clientwise.com.

In this episode, Ray Sclafani discusses the critical importance of having a well-defined compensation philosophy in financial advisory firms. He highlights the common pitfalls of compensation planning without a clear strategy and emphasizes the need for a structured approach that aligns pay with performance, culture, and profitability. The conversation covers the essential building blocks of a strong compensation philosophy, how to implement it effectively, and the impact it has on employee engagement and trust in leadership.

Key Takeaways

1. More than half the industry lacks a clear compensation strategy.
2. Clear pay philosophies lead to lower turnover rates.
3. Transparency in compensation processes fosters trust among employees.
4. Regularly review and adapt your compensation philosophy to align with business changes.
5. Involve team members in defining key performance metrics.
6. A strong compensation philosophy reflects the firm's values and leadership style.

For more information click here to visit the Best in the Business Blog.

Find Ray and the ClientWise Team on the ClientWise website or LinkedIn | Twitter | Instagram | Facebook | YouTube

To join one of the largest digital communities of financial advisors, visit exchange.clientwise.com.

In this episode, Ray Sclafani explores how advisory firm leaders can move from solo leadership to shared, high-performing teams. Using the metaphor of a musical ensemble, Ray shares lessons from his high school band and real-world coaching with billion-dollar firms to show how clarity, trust, and accountability create lasting success. Learn how to define team roles, foster trust, and lead through leadership transitions while keeping your firm’s performance in harmony.

Key Takeaways

• Leadership is most effective when responsibility is shared across the team.
• Clear roles help every team member understand how they contribute to the bigger picture.
• Trust among team members strengthens performance and accountability.
• Transitions in leadership are opportunities to evolve and sustain firm value.
• Every team member’s contribution is essential, like instruments in a symphony.

Click here for the Decision Making Problem Solving Model™.

Find Ray and the ClientWise Team on the ClientWise website or LinkedIn | Twitter | Instagram | Facebook | YouTube

To join one of the largest digital communities of financial advisors, visit exchange.clientwise.com.

The advisory industry is facing one of its greatest challenges yet; a looming shortfall of nearly 100,000 advisors over the next decade. In this episode of Building the Billion Dollar Business, host Ray Sclafani unpacks how firms can overcome the "Great Talent Squeeze" and become an employer of choice for next-generation advisors. Ray explores the critical mindset, cultural shifts, and strategic investments firms must make to attract, develop, and retain elite talent not just for today, but for the future of the business.

Key Takeaways
1. Culture isn’t invisible, it’s your most powerful advantage. Build an environment rooted in trust, inclusion, and authentic leadership to attract the best.

2. Next-gen advisors expect modern tools. Investing in technology signals that your firm is forward-thinking and committed to advisor productivity.

3. Go beyond salary. Explore rev-share, equity, or performance-based incentives to align advisor goals with firm success.

4. Recruit ahead of capacity needs, benchmark compensation, and hold out for the right candidates to strengthen long-term growth.

5. Focus on potential and leadership qualities. Build a clear career path and communicate it early in the hiring process.

Click here for CFP Board 2024 Compensation Study

Find Ray and the ClientWise Team on the ClientWise website or LinkedIn | Twitter | Instagram | Facebook | YouTube

To join one of the largest digital communities of financial advisors, visit exchange.clientwise.com.

In this short but powerful episode, Ray Sclafani tackles a topic many financial advisors avoid: pricing. As firms expand their services beyond portfolio management into multi-generational planning, tax coordination, and family governance, their value has increased, but too often, their pricing hasn’t.

Ray challenges advisory leaders to view pricing not as a financial figure, but as a leadership decision that impacts enterprise value, team compensation, and client perception. He breaks down the mindset and mechanics required to evolve your pricing model with clarity, confidence, and consistency.

This episode is a must-listen for firms committed to delivering premium services and ready to price like it.

Key Takeaways

1. Most advisory firms are undercharging, not because clients can’t pay more, but because firms haven’t clearly defined and communicated their value.
2. Legacy pricing models (flat AUM basis points) are misaligned with modern, complex service offerings.
3. Advisors must embrace clarity, confidence, and consistency in how they present pricing.
4. Top firms are evolving with tiered basis points, flat planning fees, and project-based pricing to reflect complexity.

Find Ray and the ClientWise Team on the ClientWise website or LinkedIn | Twitter | Instagram | Facebook | YouTube

To join one of the largest digital communities of financial advisors, visit exchange.clientwise.com.