The Evolving Advisor Podcast

Ep 004: Ray Sclafani: Reframing Your Wealth Management Business

Episode Notes

In this episode, Jeff and Ray discuss:

• Ray’s evolution from mailroom to entrepreneurial ventures.
• What it takes to be the best in the business.
• The detriments of failing to plan for your own business.
• Consulting closely-held businesses.


Key Takeaways:

• There are two triggers that you have to pull: the heart strings and the purse strings.

• It’s all about human capital – retention, acquisition of top talent, and developing leaders.

• Human capital is an asset, not a liability. The greatest asset on your balance sheet are your people.

• Develop a specialization and go deep with a very specific marketplace. It can be a great part of a client acquisition strategy.

"Founder focused firms are failures if they fail to plan beyond self." — Ray Sclafani

Resources Recommended by Ray

  1. Exit Planning- Certified Exit Planning Advisor (CEPA) Program: Chicago, IL
  2. Boston, MA | Pinnacle Equity Solutions - Exit Planning, Succession Planning, Legacy Planning
  3. Exit Planning Solutions | Business Enterprise Institute: BEI


Connect with Ray Sclafani:

Twitter: @raysclafani


Book: You’ve Been Framed: How to Reframe Your Wealth Management Business and Renew Client Relationships

LinkedIn: Ray Sclafani, PPC


Connect with Jeffrey Concepcion: