Retaining Female Clients
How not to get fired…
When you work for someone – large corporation or small business, there is always the chance that someday you might be fired. It could be due to any number of reasons – economic downturn, poor sales, obsolete product or even more robust competition. Sadly, you may never know the real reason. When you work for…
Read MoreYou hate it – so why do it to your clients?
There was a time when asset firms trying to sell their products to financial advisors was the norm. They’d show up with a PowerPoint presentation on their newest fund and talk factor investing, management style, star-studded returns and they’d tout the portfolio manager du jour. If your supplier is still flogging their products that way,…
Read MoreAre you making the wrong impression with your holiday greetings?
Holiday season is a minefield of potential errors. Should we send a greeting card or not – if we do what to say, what not to say? By all means take the opportunity to reach out. The holiday season is a particularly good opportunity to cement your relationship with your clients by showing your appreciation,…
Read MoreAdapt or Perish!
Recently I visited the Fram Museum in Norway. It is a fascinating museum dedicated to telling the story of Norwegian polar exploration through artifacts, maps, diaries and journals. One display in particular caught my eye – it featured a quote from a letter written by an explorer – it stated, “you have to adapt or…
Read MoreAre You Losing Business Because You Lack Listening Skills?
What is it about listening that makes it so hard? Is it because we think that what we have to say is so much more interesting than what the other person has to say? Perhaps. Except for making you look a little self centered, it’s not likely to be much of an issue when you’re…
Read MoreGleaning Insights on What Matters Most to Your Clients
There is a saying in business, “You can’t improve what you don’t measure.” Much like runners have to know how fast they are running to be able to get better – similarly, you need to know what your clients think of you to improve what you offer them. However how to ask clients what they…
Read MoreTill Death (or Incapacity) Do Us Part
Since 65% of all healthcare workers are women, and women in general make 80% of the healthcare decisions on behalf of their families, wouldn’t it stand to reason that they should play a significant role in the healthcare profession? One would think, yet sadly, only 30% of the people in senior management positions in healthcare…
Read MoreAdvisors who “Get It” Will Eat Your Lunch
When my kids were young, their favorite book was “Princess Backwards.” It’s the story of a princess who lived in a land where everything was done backwards, while she walked and talked forward. However, since she was “different”, they called her Princess Backwards. Of course, in the end, she saved the kingdom and the moral…
Read MoreUnderperformance isn’t what you think it is
If you ask any advisor about his performance he is quite naturally likely to quote the rates of return he has achieved for his clients. However performance to women is much more than that. While you may think that you are being hired simply to deliver a good return on your clients’ money, you’re not.…
Read MoreWomen – Can’t Live With Them, Can’t Live Without Them. What’s an Advisor to Do?
When Desiderius Erasmus, a 15th century philosopher and humanist, penned those words he most certainly wasn’t referring to financial advisors. Rather he was making a broad observation that while men and women are very different, often leading to misunderstandings and even conflict – the world would be a poorer place without them. Little did he…
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