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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.


3 Practical tips for engaging the female partner of the couples you serve

By Paulette Filion and Judy Paradi | July 30, 2015 | Comments Off on 3 Practical tips for engaging the female partner of the couples you serve

As the first male boomers begin to die, their widows will be in control of the family assets long before the kids inherit them. In fact, on average, a widow can spend 16 years without her husband. Yet most advisors with older clients have done little to build a relationship with the wives in these…

Difficult Conversations Build Trust

By Paulette Filion and Judy Paradi | June 30, 2015 | Comments Off on Difficult Conversations Build Trust

Discussing fees is never easy. When I started my first business I found talking about fees extremely difficult. To say, “this is how much I am worth” and then to have the confidence to deliver was hard. So I tended to prevaricate, talk about hourly rates or successes. Eventually, of course I learned that to…

Jargon is about power, not understanding

By Paulette Filion and Judy Paradi | June 9, 2015 | Comments Off on Jargon is about power, not understanding

“Although the high-yield bond market’s overall credit quality has decreased modestly, still-solid earnings and cash flow generation, coupled with an approximately 500 bp spread over similarly dated government bonds, lead us to favour the high-yield market over the government bond market.” Say again? You may think spouting jargon like this impresses your client – it…

Heads up Financial Advisors: 3 reasons why Women Make Great Clients

By Paulette Filion and Judy Paradi | May 27, 2015 | Comments Off on Heads up Financial Advisors: 3 reasons why Women Make Great Clients

They are loyal If they are happy with your service they will stay with you longer –and they outlive men by 5 – 7 years average. JoAnne Sommers, Investment Executive (online), How to Attract Women Clients, July 7, 2014 They seek advice more often than men 46% women seek advice compared to 34% of men…

Are you losing clients before you sign them up?

By Paulette Filion and Judy Paradi | May 20, 2015 | Comments Off on Are you losing clients before you sign them up?

It was the 80’s and I was in my early thirties, married with two young kids. My husband was gainfully employed and on an upward trajectory. I had worked for a few years and just started my own business, which was looking very promising. Apart from a mortgage (which now seems laughably small), we had…

Are you risking frying your client relationships?

By Paulette Filion and Judy Paradi | May 14, 2015 | Comments Off on Are you risking frying your client relationships?

Heads up financial advisors! Literally, because burying your head in the sand isn’t going to cut it when it comes to discussing fees with your clients. CRM2 is not going away and unless you can afford to lose a lot of clients, you’d better start preparing them. Rob Carrick of The Globe and Mail puts…

Winner’s Circle: Why Financial Advisors who focus on women will be winners

By Paulette Filion and Judy Paradi | May 12, 2015 | Comments Off on Winner’s Circle: Why Financial Advisors who focus on women will be winners

Women are Looking for Financial Advice According to one independent study, women claim: – they don’t know a good advisor who they can trust – they don’t think they have enough money for a financial professional to be interested in working with them Selling Financial Services to Women — Hatchet Publishing 2012 There is a…

4 things Financial Advisors can do to Keep and Attract Female Clients

By Paulette Filion and Judy Paradi | May 4, 2015 | Comments Off on 4 things Financial Advisors can do to Keep and Attract Female Clients

1. Listen with Heart Women look for advisors who are sincere and authentic. Take the time to build a genuine honest relationship with her. Really listen to her and the issues that matter to her, even if it has nothing to do with finances. 2. Speak her Language Avoid jargon or a singular focus on…

3 Reasons financial advisors need to pay attention to women

By Paulette Filion and Judy Paradi | May 2, 2015 | Comments Off on 3 Reasons financial advisors need to pay attention to women

80% of women in Canada switch financial advisors within a year of their husband’s death 73% of women report being “unhappy” with the service levels they were receiving from the financial services industry. Women are gaining wealth and power faster than ever before. Women are not simply a “niche demographic,” they are likely the biggest…

Why do we choose to scare rather than cheer on?

By Paulette Filion and Judy Paradi | February 27, 2015 | Comments Off on Why do we choose to scare rather than cheer on?

I’ve been watching the financial services industry and it’s strategies in attracting investors for more than 40 years. Here’s what I’ve observed: When the industry talks to men, they speak of out performance and doing better. They talk more, opportunity and winners. They even talk low volatility these days. But when they think they are…

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