His coaching service offers programs to reframe a practice, but the book is detailed enough to help readers accomplish that.
Chapters are devoted to making the change from salesperson to wealth advisor; how to hold conversations with clients to learn what works and what needs changing; how to attract millennials to the practice; and how to assemble both a workable team and a list of clients that will be harmonious with your new practice. He also has advice on how to create marketing campaigns to get the word out about a newly structured practice, and how to develop referrals and advocates.
Sclafani says “financial advising is a noble profession.’’ From his experience and from coaching around the country, he says, the end result of successfully reframing a practice comes down to this: “We can fall back in love with the profession and spend our time doing more of what we love.’’
You’ve Been Framed. How to Reframe Your Wealth Management Business and Renew Client Relationships, by Ray Sclafani. John Wiley & Sons, Inc. $40.
Eleanor O'Sullivan is an award-winning journalist and freelance writer for Financial Advisor magazine.