Retaining Female Clients

ADVISORS DELUSIONALwhen it comes to CRM2

So you think you’ve got strong relationships with all you clients, including all your female clients. And you think that clients really understand the value of the advice you provide and are clear on how much they pay for this advice. Don’t be delusional! The vast majority of your clients don’t know how much they…

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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…

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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…

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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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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…

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