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.
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…
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…
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…
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…
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…
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…
Do you think you have a good group of professionals as Centers of Influence (COI)? I am guessing you likely have an accountant, a lawyer, maybe even a real estate agent, all pretty routine, but are they the right people and are they all you need? There is only one way to determine whether you…
The key to winning with women is understanding the differences between men and women, uncovering the opportunities and building a relationship. While there are many similarities between how men and women invest, there are important differences. The differences Generally men tend to compartmentalize investing as an activity separate from their lives. Women, on the other…
Be prepared to rethink how and with who you do business We are all guilty of operating in our comfort zone, especially if we’ve achieved some success doing things a certain way. “What if I try something different and it doesn’t work?” – looms large in our minds. But historically it is the risk takers…
One of the most successful financial advisors we know doesn’t get better results or give better advice than his colleagues – yet his practice continues to grow exponentially. Why? Because he is great at selling and he focuses his efforts on women. He recognized early that as women become more financially empowered and as male…