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.
There is a riddle that goes like this: A surgeon buys a brand new sports car. He wants to show it off to his son so they go for a drive. The pavement is wet, the road winding along a mountain side and they are going too fast. The car loses traction and they crash…
Since 65% of all healthcare workers are women, and women in general make 80% of the healthcare decisions on behalf of their families, wouldn’t it stand to reason that they should play a significant role in the healthcare profession? One would think, yet sadly, only 30% of the people in senior management positions in healthcare…
When my kids were young, their favorite book was “Princess Backwards.” It’s the story of a princess who lived in a land where everything was done backwards, while she walked and talked forward. However, since she was “different”, they called her Princess Backwards. Of course, in the end, she saved the kingdom and the moral…
While working with female clients sometimes feels like there is a minefield of potential missteps that any advisor should avoid, you should take heart. Women are not looking for perfection. They are looking for advisors who are sincere and authentic. Here are 4 important ways to succeed with female clients: Listen with heart Women want…
Full disclosure: I didn’t come up with the title, Why Men Quit and Women Don’t. It is the title of an article in The New York Times last month by Lindsay Crouse. Not surprisingly, I was drawn to the article because I am a runner. But never for a moment did I imagine that there…
Advisors we’ve talked to assign the following attributes to their ideal client: A person with substantial money to invest One willing to follow a long-term plan One loyal to them who even advocates on their behalf A person who doesn’t bail when the market falters One who understands and appreciates everything he does beyond getting…
Recently, we were in a meeting with the AVP of marketing at a major financial organization. The reason we were invited to the meeting was to share our knowledge regarding women and finances. The conversation revolved around how we could help them provide meaningful content to advisors with regards to retaining and acquiring female clients.…
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.…