Posts by Paulette Filion and Judy Paradi
Underperformance isn’t what you think it is
If you ask any advisor about his performance he is quite naturally likely to quote the rates of return he has achieved for his clients. However performance to women is much more than that. While you may think that you are being hired simply to deliver a good return on your clients’ money, you’re not.…
Read MoreThree questions you MUST ask your clients.
Here are some questions for you to ask every client (after reviewing what you’ve done for them over the last year): “We’ve been working together for xx years. For my part it’s been a good relationship but I want to make sure it works for you. In the spirit of improving the communication between us…
Read MoreTo Grow Your Business, You’re Going to Have to Do Lot More Than Be Great Advisors
For those willing to put in the time and effort, the rewards are gratifying – and prospecting can be made easier.” Understand that you are a sales person, not a portfolio manager While the above seems obvious, given the blank stares we get when we talk about prospecting, we have come to realize that a…
Read MoreWhy 2018 Could be Your Worst Year!
Of course it doesn’t have to be … in fact, with some resolve and not too much effort it could be your best year ever – when you broaden your perspective on how you get and keep your clients. You’d have to have been living in a cave in Siberia not to be aware of…
Read MoreWomen – Can’t Live With Them, Can’t Live Without Them. What’s an Advisor to Do?
When Desiderius Erasmus, a 15th century philosopher and humanist, penned those words he most certainly wasn’t referring to financial advisors. Rather he was making a broad observation that while men and women are very different, often leading to misunderstandings and even conflict – the world would be a poorer place without them. Little did he…
Read MoreAre you alienating clients?
It’s puzzling to us when advisors say they don’t want to brand themselves as “too female friendly” for fear of alienating their male clients. Yet, they seem perfectly okay with alienating their female clients by maintaining a male focused practice. Given that women control 1/3 of all financial assets, which is expected to grow to…
Read More#metoo – should YOU worry?
Chances are excellent that you are one of the countless decent men out there who are no more likely to sexually harass a woman than eat paste! However, there is no denying that the #metoo campaign has put fear into the heart of many a man (financial advisors included). One can almost hear the collective…
Read MoreWomen are NOT a niche market!
In meeting with and talking to advisors and executives of financial companies we often hear them say, very earnestly, that they know that women are an important niche market. And in fact they say, they are already actively marketing to women. (Which, to our dismay, as often as not, take the form of a few…
Read More5 habits of advisors that ladies love.
With research piling up, there is no doubt that very few financial companies do a great job on behalf of their female clients. But there are individual advisors, who do – and their female clients love them. Of all the female investors we’ve interviewed who like their advisor, there are recurring themes. And of all…
Read MoreAdvisors will be extinct in 5 years unless…
I’ve had financial advisors for more than 40 years. Not once in those years have I called my advisor to find out what stock/funds I should buy or sell. But I have called to find out where I should get my first mortgage, when to sell my house, or how much income I could get…
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