Retaining Female Clients
Adapt 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…
Read MoreAdvisors will be extinct in 5 years unless…
I’ve had financial advisors for more than 40 years. Not once in those years have I called my advisor to find out what stock/funds I should buy or sell. But I have called to find out where I should get my first mortgage, when to sell my house, or how much income I could get…
Read MoreHow to Be Your Clients “Forever” Advisor
I have cataracts – so what’s that got to do with financial advice you might ask. A lot but I’ll let you be the judge. Because I’ve worn contacts forever I see an optometrist every few years. After my optometrist retired, he referred me to a new guy, who I didn’t like or dislike since…
Read MoreFinancial advisors: Are you being left behind?
Advisors are increasingly learning that it is more important than ever to provide value from the client’s perspective. Value for them is something that they experience when you do your job in a way that resonates with them. We spoke with a woman who runs her own successful business focused on Millennials and helping organizations…
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