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.
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…
In a previous blog we talked about the importance of asking probing questions, in reference to female clients who you thought might be at risk of leaving. We cautioned that “it is not enough to simply ask questions, you have to be genuine in caring about her as a person. You have to listen, really…
Anyone who has ever been in business has had the gut-wrenching experience of losing a client. Sometimes we see it coming: the client has expressed some level of dissatisfaction or we simply “felt” it was a poor fit. While devastating, at least we’ve had some warning signs, and we can resolve to do better next…
There are lots of web sites advising women how to go about finding a financial advisor, not surprisingly, most are pretty consistent: Review the advisor’s qualifications and do a background check Ask about their track record and past performance Find out how they get paid Read the fine print/the company code of ethics Inquire what…
Recently I had an interesting conversation with a young woman. We were talking about financial advisors when I mentioned that advisors will have to justify their fees by actually delivering service once new fee transparency rules come into play. I was not prepared when she said, “what does ‘providing service’ mean?” I had to think…
It certainly is not news that men and women think and behave differently and while this has traditionally been a great source of material for comedian, it is no laughing matter when it comes to business. When financial advisors “misinterpret” what their clients are saying or visa versa, it can lead to confusion and even…
Financial advisors wishing to brand their practice as female friendly would do well to remember the famous marketing debacle of the 90’s when the ski industry wanted to reach out to women. Instead of talking to them or doing market research, they simply changed the colour of their ski boots to pink and to add…