Blog
Regularly blogging for over two years, both for IRIS and on StrategyMarketing.ca, advisors have come to depend on the insights, wisdoms and practical advice that Paulette and Judy provide.
Recently, an advisor who was taking our course on prospecting, “The Art of Acquiring Female Clients” told us he was struggling with the notion of calling a woman to congratulate her on a promotion and, he asked us when, in that conversation, should he tell her what he did for a living. This is what…
The question we get asked most often by advisors who have taken the first step in recognizing that their future success lies with acquiring more female clients is this: “Where do I find women with money?” Here’s what we tell them: Rule #1 Understand that most people like to congregate with people they have something…
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.…
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…
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…
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…
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…
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…
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…
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…