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How All Advisors Can Attract Women Clients & Staff
Lynn Ballou, CFP® & Erin Voisin, CFP®, MS, CDFA®, ChFC®
Today’s Journey
• Insights – Communication and Decision-Making
• Building An Exceptional Client Experience For Women
• Developing Opportunities For Women Professionals and Colleagues
Insights –Communication
& Decision-Making
Insights – Communication Styles:Men Women
Direct Indirect/PoliteCompetition Cooperation
Highlight differences Look for similaritiesTransmit information Form connections
Goal oriented Relationship orientedKey points All her criteria
Facts and features Stories and detailsCredentials Values
Solve problems Share problems
Insights – Decision Making:Men Women
Processquickly Processcompletely
Wanttotakeaction Wanttothinkitthrough
Compartmentalized thinking Holisticthinking
Prioritizeoptions Compareoptions
Focusonimmediategains Focusonlong-termbenefits
Short-termplanning Long-term planning
Focusonachievinggoals Focusonachievinggoalsandavoidingbadoutcomes
Motivatedbyrewards Motivatedbyconsequences
Building an Exceptional
Client Experience for Women
Why Are We Here?• 70% of widows/divorcees leave their financial advisor within the
first year
• 44% are the primary breadwinners in their household
• Only 4% of women are not involved in financial decisions, with the remaining 96% either sharing in, or primarily in charge of, financial decisions
• 53% of women do not have a financial advisor• 75% under age 40 do not have an advisor
How To Make A Great First Impression
• Create a welcoming environment
• Put the cell phone away!
• Look her in the eye
• Ask both spouses questions
Develop a Meaningful Bond
•Understand her WHY
•Share your WHY
•Introduce her to your team
Setting the Stage for an Unparalleled Client Experience
• Your guiding motto: set and exceed expectations
• Ask questions- the 80/20 Rule
• Talk honestly about pros, cons, upsides and downsides of all the aspects of planning and investing… and how they relate to her plan!
• Utilize agendas that reflect everyone’s goals for the meeting
• Ensure the meeting is reflective of her learning style… Communicate and educate
The Client Experience
• Show her you care about her and what is important to her
• Collaborate with her team of advisors
• Recap and prioritize the action items
• Host events that educate and empower women
Developing Opportunities For Women
Professionals & Colleagues
Why You Want Women On Your Team
• Organizations with women in key roles adapt to market shifts better
• Businesses with the most women in top teams are more profitable
• Companies with the most diversity have lower turnover
You Can’t Put a Price On Culture
• Flexibility and work-life balance
• Everyone says they have a women’s initiative: how is yours unique?
• Collaboration reputation
• Compensation and opportunities
Hiring: Time to Think Outside the Box
• Embrace diverse backgrounds
• Internships
• Community outreach
• Why isn’t your daughter working at your firm?
• Job fairs
Provide Real Growth Opportunities For Women Employees – Not Just Lip
Service• Create career ladders for all positions, not just planners and advisors
• Provide mentorship and be an advocate whenever you can
• Provide training
• Involve your staff in all aspects of the business
• How many of you have staff here today? Women staff?
Even A Little Encouragement Goes A Long Way
• Goal setting
• Study groups
• Showcase your team!
And a Lot of Encouragement Goes Even Further
• Women cannot be what they cannot see…be seen!
• Share the spotlight!
The comradery and culture you
can build cannot be over-
emphasized. We are living
proof!
Action Items & Takeaways
Let’s make a commitment to each other that we will each work to move that needle by 5% per year until women and men are on
equal footing in this and related fields. Let’s encourage women to be seen and grow together.
Reach out to us on LinkedIn and tell us YOUR success stories.
Now is the time for action!
THANK YOU!
QUESTIONS? COMMENTS?
Lynn Ballou, CFP® - [email protected] Voisin, CFP®, MS, CDFA®, ChFC®- [email protected]