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.


Missed opportunity: Enough about you, let’s talk about me!

By Paulette Filion and Judy Paradi | January 13, 2016 | Comments Off on Missed opportunity: Enough about you, let’s talk about me!

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…

10 Signs Your Client is at Risk of Leaving and 3 Ways to Prevent It

By Paulette Filion and Judy Paradi | November 17, 2015 | Comments Off on 10 Signs Your Client is at Risk of Leaving and 3 Ways to Prevent It

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…

Women don’t care how much you know about investing

By Paulette Filion and Judy Paradi | November 10, 2015 | Comments Off on Women don’t care how much you know about investing

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…

Why one “nice” financial advisor lost two clients!

By Paulette Filion and Judy Paradi | October 27, 2015 | Comments Off on Why one “nice” financial advisor lost two clients!

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…

A Failure to Communicate What Financial Advisors say and what Female clients hear

By Paulette Filion and Judy Paradi | October 20, 2015 | Comments Off on A Failure to Communicate What Financial Advisors say and what Female clients hear

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…

Developing a Female Friendly Brand for your Practice

By Paulette Filion and Judy Paradi | September 30, 2015 | Comments Off on Developing a Female Friendly Brand for your Practice

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…

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…

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