Retaining Female Clients
Learn 4 easy steps you can take to ensure your widowed clients don’t leave
If you have couples clients who are boomers, that is 65 or older – there is a good chance that the husband will die first and the family assets will then be in the control of his wife. Before you think – “no problem, it’s my account anyway,” you should be aware that 8 out…
Read MoreADVISORS 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…
Read MoreYour book is at risk – and it’s not why you think!
If you think your book is at risk because of robo advisors or millennials – think again. The greatest risk to your practice comes from losing the widows and divorcees of your existing couples clients. The facts are unavoidable – male boomers are starting to die and their widows will outlive their spouses by an…
Read More10 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…
Read MoreAre 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…
Read MoreMost 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…
Read MoreWhen 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…
Read More3 Practical tips for engaging the female partner of the couples you serve
As the first male boomers begin to die, their widows will be in control of the family assets long before the kids inherit them. In fact, on average, a widow can spend 16 years without her husband. Yet most advisors with older clients have done little to build a relationship with the wives in these…
Read MoreDifficult 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…
Read More4 things Financial Advisors can do to Keep and Attract Female Clients
1. Listen with Heart Women look for advisors who are sincere and authentic. Take the time to build a genuine honest relationship with her. Really listen to her and the issues that matter to her, even if it has nothing to do with finances. 2. Speak her Language Avoid jargon or a singular focus on…
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