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 Confidence Builder?

By Paulette Filion and Judy Paradi | September 24, 2015 | Comments Off on Are You a Confidence Builder?

Before our own confidence propels us to achieve things we didn’t think possible, we experience confidence through the support of people we know and respect. These are people who help us see what we can accomplish instead of fearing the future and not even trying. A good friend told me years ago to look up…

Surprise – women don’t judge you on performance.

By Paulette Filion and Judy Paradi | September 21, 2015 | Comments Off on Surprise – women don’t judge you on performance.

The financial industry, probably more so than any other, is and has been traditionally focused on performance. In a male dominated field, performance is the measuring stick used to determine value, value of assets, value of individuals, and value of organizations. It is no wonder that financial advisors talk instinctively about their and their organizations’…

Most advisors don’t listen

By Paulette Filion and Judy Paradi | September 17, 2015 | Comments Off on Most advisors don’t listen

According to a survey of women who invest, the biggest complaint against financial advisors is that they don’t listen. The dictionary defines listening as, “to take notice of and act on what someone says.” The key words are “act on.” While most advisors think they listen to their clients, the problem is often they aren’t…

When a client dies…

By Paulette Filion and Judy Paradi | September 9, 2015 | Comments Off on When a client dies…

As an advisor to older couples, it’s likely you’ll face the death of a client at some point and in many cases that death will be the husband’s. What’s more, you may not have a strong relationship with the wife. Remember: 70% of widows leave the family’s financial advisor. The wife calls to let you…

Women aren’t looking for perfection: they want advisors who are sincere and authentic

By Paulette Filion and Judy Paradi | September 2, 2015 | Comments Off on Women aren’t looking for perfection: they want advisors who are sincere and authentic

Forget about being “superman” or the advisor who always has the answer. Women aren’t looking for perfection. They want advisors who are sincere and authentic. Authentic means “trustworthy” and nothing is more important when it comes to financial advice. But, many times we mean ‘making investment decisions that are in the best interest of a…

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…

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