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.


Are you a great advisor? Take the test.

By Paulette Filion and Judy Paradi | January 17, 2017 | Comments Off on Are you a great advisor? Take the test.

Being a great advisor today is not just about getting higher rates of return.If you can’t answer yes to at least 4 of the statements below – then you have work to do. Are you helpful to your clients in other aspects of their lives, not just investing? Are a Center of Influence for more…

5 Ways Sending a Holiday Card can Backfire

By Paulette Filion and Judy Paradi | December 7, 2016 | Comments Off on 5 Ways Sending a Holiday Card can Backfire

If you have female clients and want to keep them, you should be aware that women notice little things. Everything that you do (or don’t do for that matter) says a lot about you and how much you care about them.ay Holiday season is a particularly good opportunity to cement your relationship by showing your…

6 things NEVER to say to female investors

By Paulette Filion and Judy Paradi | December 5, 2016 | Comments Off on 6 things NEVER to say to female investors

“I have a system that helps my clients maximize gains and minimize losses …Let me tell you how I do things.” The fastest way to turn a potential female investor off is by telling her how great you are or your system is. Women look for advisors who they can connect with, someone who shows…

Your book is at risk – and it’s not why you think!

By Paulette Filion and Judy Paradi | November 11, 2016 | Comments Off on Your book is at risk – and it’s not why you think!

If you think your book is at risk because of robo advisors or millennials – think again. The greatest risk to your practice comes from losing the widows and divorcees of your existing couples clients. The facts are unavoidable – male boomers are starting to die and their widows will outlive their spouses by an…

Prospecting — connect with people

By Paulette Filion and Judy Paradi | November 7, 2016 | Comments Off on Prospecting — connect with people

Connecting with people means having an interest in what interests them Once you have identified the group you are comfortable working with, you can start to connect with one or two of them. Whether you chose to pursue all lawyers or just target female lawyers, familiarize yourself with what they do, where they congregate, how…

Prospecting — target

By Paulette Filion and Judy Paradi | October 31, 2016 | Comments Off on Prospecting — target

Targeting makes prospecting easier Getting focused on a smaller well-defined group that you are already familiar with is easier and more effective than trying to sell to everyone. Start by selecting a group you already work with. When you review your client list and see a number of clients who are lawyers or doctors or…

Prospecting — you are not a portfolio manager

By Paulette Filion and Judy Paradi | October 24, 2016 | Comments Off on Prospecting — you are not a portfolio manager

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 huge hurdle for many advisors is understanding that in order to grow their business, they have to do a lot more…

Three tips how to prospect successfully with women.

By Paulette Filion and Judy Paradi | October 17, 2016 | Comments Off on Three tips how to prospect successfully with women.

Years ago while working at Merrill Lynch in New York, I heard eight advisors talk about their practices and how they had become successful. What struck me most was that although they couldn’t have been more different – there was the proverbial red suspenders guy, the quiet shy guy, the newbie etc —- they shared…

3 sure-fire ways to acquire female investors

By Paulette Filion and Judy Paradi | October 14, 2016 | Comments Off on 3 sure-fire ways to acquire female investors

Like most advisors you are likely aware that the female market is no longer a “niche, nice to have” market. Women are the market! Besides making almost 85 % of all purchasing decisions, women, young and old, control more than $3.2 trillion in financial assets. And the good news is – they are looking for…

5 things to listen for when meeting with a female client

By Paulette Filion and Judy Paradi | May 1, 2016 | Comments Off on 5 things to listen for when meeting with a female client

Do you walk away from meeting with a female client thinking things just didn’t “click”? Did she seem distracted and uninterested when you were talking about the current investment strategies? What you are experiencing is a disconnect between her comfort zone and yours. As an advisor you are used to talking about financial plans and…

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