Prospecting for HNW Women
Before Bragging That You Treat Women the Same as Men, Consider This…
Are you Guilty of Bias? Read this before you answer We likely can all agree that it’s been an interesting six months since our lives were derailed by Covid-19. Besides everything else, all of us had to rethink how to do business in isolation and under social distancing rules. Nevertheless, it is safe to assume…
Read MoreAre Your Conversations Winning or Losing You Clients?
What do you suppose people think when an advisor says, “I manage my clients’ wealth using a proprietary investment process that helps us manage risk using a strategic asset allocation decision model”. This advisor is successful. This is an advisor I want to work with. This advisor is appropriate for a client like me. I…
Read MoreIf Cold Calling Doesn’t Work With Women, What Does?
Are you still trying to build your practice by cold calling? Remember how it goes. Either you or an assistant pile through lists of phone numbers and start making calls that go something like, “Hi. My name is Steve M. and I’m with M & Associates Wealth Planning. We are looking to meet people who…
Read MoreIs This a Good Time for Financial Advisors to Prospect?
Prospecting is difficult at the best of times but during these unprecedented times, advisors are more conflicted than ever. Many of you are paralysed by your own stresses working from home, possibly sharing the house with a spouse and kids. Then there are those of you who simply can’t face the thought of reaching out…
Read MoreMarkets Are Tanking – What’s an Advisor to Do?
To paraphrase Rudyard Kipling “…. keep your head when all about you are losing theirs.” That is certainly apropos given the recent market mayhem. As a financial advisor, you know that the best action when markets tank is to take no action at all. But saying “stay the course – this too shall pass,” is…
Read MoreWhat NOT to say to women with wealth
When thinking about high net worth women, “where do I find them?” is the question we are asked most often. Actually, it’s not that hard to find them – wealthy women are not nearly as elusive as you might think. But the “where to find” is just the beginning and the topic for another blog…
Read More“Ignoring women comes at a big cost!”
Full disclosure – I copied the entire headline from an article run in the business section of the Toronto Star on November 13, 2019 – Why? Because we couldn’t have said it better ourselves. In fact, it is exactly what we say to financial advisors and the financial community at large. The first paragraph of…
Read MoreTo attract female investors, You’ll have to do more than just pink you practice.
In the process of analyzing our own business – which included interviewing advisors to find out what can we offer the financial community that would be of the most value, and who are the early adaptors – we found some very interesting dichotomies. We encounter advisors who have seen the writing on the wall and…
Read MoreWomen Look for “Good” Rather than “Smart”
We’d all like to think we are smart and indeed many, or we could even say most, financial advisors are smart. After all it takes a fair level of ‘smarts’ to be able to understand the complexities of the financial world, go about the business of acquiring clients and then invest their money profitably for…
Read MoreStop Wishful Thinking
Advisors we’ve talked to assign the following attributes to their ideal client: A person with substantial money to invest One willing to follow a long-term plan One loyal to them who even advocates on their behalf A person who doesn’t bail when the market falters One who understands and appreciates everything he does beyond getting…
Read More