RIA firms are combining at a furious and unprecedented rate. As industry consolidation gains momentum, Barron's Wealth & Asset Management group analyzed data on how 42 elite RIA firms are navigating through this tumultuous environment. One key takeaway: revenue matters. The scale the best firms are building is creating a competitive environment that requires all independent advisory shops to map out how they’re going to compete in areas like service offerings, pricing, technology, research and compliance. We compiled our findings into our new Intelligence Report: M&A Frenzy: The Laws of Attraction.

In this two part webinar series, Matthew Barthel, Executive Editor, Wealth & Asset Management, Barron’s Group is joined by Barron’s Advisor coaching partner, Ray Sclafani, CEO and Founder of Clientwise, to take a deep dive into the findings of our latest research report. Together, they’ll uncover the data trends we’re seeing among the best RIA firms and what those changes mean for the industry overall.

In Part 2, We'll delve into specific advice for maximizing revenue and client service.

  • With industry-wide profitability on the rise, what steps can you take to avoid service creep?

  • What are the best practices for achieving revenue growth?

  • Every firm needs solid benchmarks to run their firms efficiently. How to identify yours?

Fri, Oct 22, 2021 · 1:00 PM Eastern Time (US & Canada) (GMT -4:00)
Matthew Barthel, Executive Editor
Wealth & Asset Management, Barron’s Group
Matt is Executive Editor in the Dow Jones Wealth and Asset Management group, overseeing the industry-leading financial advisor rankings at Barron’s magazine. A financial journalist for over 30 years, Matt started his career at American Banker, covering consumer payment systems and financial technology. He also has worked at Registered Rep. magazine and the digital marketing firm Digitas. Matt joined Barron's in 2007. Matt has a B.A. in English from the University of Notre Dame, and he is utterly humorless on the subject of his alma mater's football team.
Ray Sclafani, Founder and CEO
ClientWise, LLC
Ray is the Founder and CEO of ClientWise, the premier coaching and training company exclusively serving the financial-services industry. Ray’s experience as a specialist in coaching and training mirrors his long and profitable history in the industry, including 20 years at AllianceBernstein, where he developed and directed programs that proved invaluable to advisors in creating improved and sustainable motivation, sales, and client relationships. Ray is recognized as a professional certified coach (PCC) by the International Coach Federation; he holds a Master’s Certification in Neuro-Linguistics from the International Association for Neuro-Linguistic Programming and a B.A. from Baylor University. His book You’ve Been Framed: How to Reframe Your Wealth Management Business and Renew Client Relationships was published by Wiley in 2015.
Chris Gies, SVP, Advisor Practice Management
Capital Group
Chris is a Senior Vice President, Director of Advisor Practice Management for American Funds, part of Capital Group, where he focuses on training high-level advisors. With more than 35 years of experience, Chris has a broad knowledge of the investment industry. Chris came to Capital Group, home of American Funds, from UBS Financial Services, The Americas, where he was Director of Sales for the Americas. Chris' career with UBS PaineWebber took him through several roles, including Branch and District Manager, Division Sales Manager, as well as National Sales Manager. Chris began his career as an Account Executive for E.F. Hutton. Chris is a graduate of the business school at Eastern Michigan University and received his Certified Financial PlannerTM designation from the College of Financial Planning in Denver, Colorado. His industry registrations currently include FINRA Series 7, 8, 26, 51 and 63.
Mike Van Wyk, VP, Research & Insights
Capital Group
Mike is VP of Customer Insights at Capital Group, home of American Funds. Mike has over 20 years of industry experience and has been with Capital Group since 2015. Prior to joining Capital, Mike was director of global strategy development and advanced research methods at Procter & Gamble. Mike holds a doctorate from Temple University, an MBA from the University of Texas in Austin and a bachelor's degree in horticulture from Michigan State University.