Category: Financial Advisors

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Financial Advisors Learn Why Women Find Money Boring

What if I told you that women aren’t dense about money… they just find it boring. Starting at an early age male and female brains develop differently. Young girls begin shifting outward, craving more interaction, relationships and communication aspects that are not necessarily associated with solving mathematical problems or waiting or beakers to boil. Thus from an early age math and sci...

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A Coaching Checklist – What you can accomplish

Every coaching program is different and there are thousands to choose from, how do you determine which one will provide the greatest impact on growing your business and enhancing your life? As a former advisor I too used a coach even before business coaching was popular, while I gained some value in the process it was more about the structure and accountability, not really things I needed. I r...

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This movie inspired my business success…

There aren’t too many movies that make me cry and it bothers my husband as I sit dry eyed while he is reaching for the tissues, but if you find me watching the movie “Rudy” you will see me ball. Crazy I know, it’s not a love story and isn’t designed to be a tear jerker but Rudy’s fearless journey to achieve his dream gets me every time. I can totally relate to the many challenges he ...

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Why You NEVER Offer a Free Financial Consultation to Women

Why You NEVER Offer a Free Financial Consultation to Women

Women don’t want to be pushed or cajoled into a meeting, they want to know what is the purpose for the meeting, what will be required of them and what they will leave with. A free consultation is way to ambiguous, they don’t really know what they are signing up for much less what they will get out of the meeting and their underlying fear is that they will be pressured to sign on the dotted l...

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This is a Total Game Changer for Financial Advisors

Your authentic message can be a total game changer with your business. Not being able to articulate what you do in a clear and compelling manner totally undermines your value as a financial advisor. Every advisor is unique but  when asked “What do you do?” few are able to present their uniqueness and value. For many advisors their message feels uncomfortable, boring and sometimes eve...

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Why These Female Advisors Get Emotional

As I walked off the stage women would look me straight in the eye and say “Thank you!” Not the obligatory thank you for making a good presentation, these “Thank you’s” go so much deeper.Some walk right up to me and share their appreciation with a touch, others mouth it as I walk by.They know I am their ally, I understand their challenges and am willing to be their voice and fight for the...

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What happens when your passion and purpose collide Part II?

Click here to read Part I.As I look back on these periods of my life I see a distinct pattern. Each time I was in a position to build and lead a team combined with the ability to support and inspire women.  Sometimes these experiences last years, but in most cases life gets in the way and changes your path sooner than expected. Or perhaps it’s just a moment in time, a short period here and ...

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What if you’re different than the typical industry advisor but can’t articulate how?

You know you are different than most Advisors and you don’t want to be considered typical, in fact you loathe the typical advisory process and often try and distance yourself.You care deeply about your clients, are highly ethical and totally committed to taking your clients on a journey that will lead to financial freedom.You know you are different than the typical industry advisor but can’t f...

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How Marketing to Women becomes a Fountain of Growth for Advisors

    A handful of advisors have found the ‘Fountain of Growth’ for their business. They have found a way to maintain a high level of energy and enthusiasm for years, an internal program that immediately gets results and increases with time, along with a strategy that is not only enjoyable to implement but attracts more referrals consistently with no extra effort. We are all looking for...

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3 Simple MUST HAVE Marketing Tools for Financial Advisors

You find that most of your clients are actually women. You love helping the women in your book of business and they love what you do for them. They appreciate your gentle style and ability to communicate with them, which helps to build a trusting relationship. Without even trying women are referred to you, yet nothing in your message brand or website speaks women.If you are already getting referra...

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Financial Advisors: How To Close With A Softer Touch

‘Closing the deal’ is a term that makes many advisors blood curdle and often creates internal conflicts especially for women. Traditional “closing’ skills feel high pressured, manipulative and calculated with little focus on the needs of the client and totally focused on racking up new accounts and more production for the advisor. While it seems it is the only way to get the business t...

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Financial Advisor Asks: Can women be a secondary market for me?

Dear Adri, If I want to focus more on women do I have to make it my complete focus? What about all my existing clients, if I start marketing more to women will I alienate the men. I see the importance of focusing on women just not sure what’s the best path for me to take. -Signed Ready to focus Dear Ready to Focus, The beautiful aspect of the women’s market is that it can be a primary OR s...

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An Investment Philosophy that gets Women to take action

Women have many questions: Why you care about her? Why you do what you do? Why you make the investment decisions that you do? Yet most advisors, even those who claim to be Women’s Wealth Specialists, tend to drown women (and sometimes men) in long winded explanations of their credentials, experience and investment process.  Many advisors think words such as, ‘asset allocation’ an...

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Not all advisors will choose this path but the impact is amazing

Your story “Why you do what you do” is the heart and soul of your business, it is what inspires others regardless of their age, gender or net worth. Your story is the ultimate source of success culminating in a business that fulfills you emotionally and financially and provides deep and endearing value to your clients.  It builds instant trust, likability and authenticity. It gives others a q...

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The secret to success for advisors is no secret at all

When a financial advisor has a singleness of purpose success is inevitable. But that purpose must come from your soul, it must be a fire that burns inside of you. It must have deep meaning to you and your life and you must be able to articulate WHY it is so important to you.A college education, masters or graduate degrees, and industry training have minimal value to your success in the absence of ...

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She grew by 20% with her new message and focus on women

She grew her business by 20% this year and is moving closer and closer to her million-dollar goal.  When asked what she would credit this increase to she quickly responded, “Better messaging”.  By focusing more on women together we were able to uncover her true passion and compelling message that generated more referrals, interest, conversations and connections with the highly affluent. ...

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What is your 2016 marketing success strategy?

In just a few weeks they transformed their message from an old brown bag process to a ‘Tiffany box approach’ attracting immediate attention from women, men and the millennial generation. Four weeks ago they had no message, no brand and no real strategy, especially when marketing to women. But after a few weeks, 3 group calls and some online coaching their message was transformed. They now had ...

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With Terrorists in Paris why clients turn to their Financial Advisor

Whether it’s a terrorist attack, shifts in the economy, natural disasters or stock market swings clients turn to their financial advisors above all others to gain some sense of perspective and to feel safe. Our hearts, and prayers go out to the citizens of Paris as they should to all those victims of terrorist aggression.  Our country is no longer an isolated mass of land able to ignore the hap...

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Success Lessons that Make Me Cry

There aren’t too many movies that make me cry and it bothers my husband as I sit dry eyed while he is reaching for the tissues, but if you find me watching the movie “Rudy” you will see me ball. Crazy I know, it’s not a love story and isn’t designed to be a tear jerker but Rudy’s fearless journey to achieve his dream gets me every time. I can totally relate to the many challenges he ov...

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How to reassure women in volatile markets

With the recent volatility in the markets, women are even more skittish and tentative about their money and investments. This is your opportunity to build a stronger relationship with her. It’s important that you are proactive and intentional in your desire to ease her fears and concerns. Being able to communicate clearly and helping her understand the long-term impact is critical to your long-t...

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What Women Really Think When They See Your Office Décor

The moment we opened the door I understood the appeal for women. The décor was beautiful, creams and shades of soft pink, the tables and chairs simple but small enough to be more conducive to intimate conversation. Whether it’s called shabby chic or cottage couture, women kept pouring through the door. I too, could feel the sense of comfort, warmth and intimacy; exactly what you want women to...

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Financial Professionals Use Duct Tape To Get Appointments

He got more appointments than ever before from his event. His first event generated 100% appointments from nine couples attending. His second event generated 70% appointments from ten couples attending, and his third event generated an 80% appointment rate. These were his best returns ever and it was all due to duct tape. (more…)...

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As a woman is it time to say goodbye to your “Warrior”?

I had split personalities, three in total, one I just met, another who helped me succeed in business and a third that was holding me back. My “Warrior” had to go. She had served me well for over twenty-five years; she had become my partner, companion and knight in shining armor. She helped me manage life’s complications and succeed when the odds were against me. She helped me survive when ...

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5 Tips For Financial Advisors To Convert Their “Manly” Events into “Womanly” Events

There are significant differences between seminar programs designed for the MAN vs. the WOMAN. So many advisors tell me “seminars don’t work anymore”. Well yeah, if you continue to use the more manly, male oriented seminar process and hope to get more female clients, you are absolutely right they don’t work. But when you convert your MANLY program into a more feminine friendly process a...

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How Advisors turn from ugly duckling to beautiful swan

When they first introduced themselves they had no clue what their real value was as a financial advisor, they couldn’t even describe what they do nor who they do it for in any clear and cohesive manner (sound familiar?). These were not brand new advisors, if they were I could be a bit more accepting of their lack of clarity but these were all seasoned vets who each had more than 10 years of e...

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Top 3 Areas Financial Advisors Need to Focus on for Successful Prospecting

Dear Adri, “If you were a brand new advisor in the business how would you begin your prospecting efforts?” While most advisors jump on the phone and begin cold calling, they start attending networking events and meeting with acquaintances hoping to solicit some new business and in probably EVERY case they are out there shooting blanks.  Before I do anything I would clarify my focus and ...

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Have you reached the Tipping Point in your practice?

There comes a time in every Advisors business when your production gets stuck. You are determined to get to that next level of production but it becomes a struggle.  For many financial advisors this phenomenon can happen more than once as it really doesn’t matter your level of production.  Some advisors get stuck at the $1,000,000 mark others can’t get over $500,000 and still others are st...

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When your Fear becomes exhilarating!

I just LOVE what’s happening.  I can’t tell you how impressed I am with the progress of some of my Financial Advisors.   Those that truly embrace my process are making some fabulous changes in their business and really starting to generate momentum and traction. So many Financial Advisors want results right now but I have found the real long term  sustainable results that last a lifetime ...

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3 Steps to a Compelling Message

In today’s environment there are just two things you need to be successful as a financial professional, a compelling message and a data base.While most financial professionals can over time develop or even purchase a data base few are able to define their practice and articulate their value in a way that entices the listener to want to learn more.  A compelling message is a way of describing wh...

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Financial Advisors are going Tribal – 4 easy steps to defining your Tribal Market

What if I were to tell you that Target Marketing does not work; at least not in your role as a financial advisor? There was a time when target marketing was effective, a time when the business was totally product driven focused on trades and transactions. I might call retirees, sell them a muni bond, I became a source of investment products my client became a source of revenues, over time (...

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Haly B. – RW Baird

A high achiever by nature, Haly was struggling as a financial advisor. A former engineer, Haly had left her technical career to  build a practice as a financial advisor. Her desire to help others was contagious and her technical skills surpassed many more tenured advisors, but unfortunately, after three years, her high expectations were being suffocated by her low performance. Despite he...

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Do you HAVE to or WANT to?

What is this “I have to” ?  or “I should have…”. Whatever happened to “I want to?” When you think of these phrases what image or feeling comes to mind? “I have to”: It’s not a choice, I’m feeling pressure, I really don’t want to do this “I should have”:  What’s wrong with me, I’m irresponsible, shame on me This is what I hear from many of my Female Adviso...

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As a Female Advisor are you working on Auto Pilot?

The more I do the tougher I get, the tougher I get the less I feel, next thing you know I find myself on auto pilot feeling nothing and just doing.  Sure I get a lot done but I often become more callous in my approach to dealing with people.  I really noticed this last week when I spent 7 days in California helping my Mom get readjusted after losing my Dad.  My “Get it done, take char...

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The most effective business builder this coach has ever seen…

If you’re looking to enhance your prospecting efforts, generate more referrals, and get new introductions from your existing clients – consistently and repeatedly – it’s time to consider a seminar program to grow your business. In today’s environment, seminars have proven to be one of the most effective methods to build a successful practice. There are many different kinds of se...

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Day 6 and NO POWER

I’ve never had a greater appreciation for routine in my life, electricity is up there as well.  This is day 6 without power. The storm that hit CT came early when the leaves were still on the trees. The heavy wet snow falling on branches full of leaves caused branch after branch to crack, break and fall.  It was so erie hearing the constant cracking sounds and dangerous just being outs...

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A Taste of my Own Medicine!

Boy did I get a taste of my own medicine last night. My husband who is so calm and mellow by nature was really riled up talking to me about my business.  I just sat there listening and smiling. While I have spent years helping female financial advisors recognize their true value and motivating them to ask for what they are truly worth, here was my husband telling me the same thing and HE WAS RIGH...

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As a Female Advisor do Something Totally Out of Character

What is it about women that make us so masochistic, especially female financial advisors and other successful business women?  I woke up this morning really dragging, I felt it yesterday but just kept on going, and here it is today and I’m still feeling it.  The worst part was I wasn’t listening to my own advice. I can’t tell you how often I am coaching female advisors about the importa...

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When it feels good don’t do it.

How easy it is to allow what feels good get in the way of what IS good. This tends to be particularly challenging for female financial advisors as we always have a hundred things to do on our list. How many times have you looked at your calendar, you know you need to make some follow up calls but you decide to clear some small nagging problems first. Next thing you know the day is over, you n...

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Why Female Advisors Tweet Better

My client is Tweeting!! She is in a pilot program with her firm and they are testing the use of Twitter. My client is the only female advisor in the group and fell into the same old trap; trying to compete with the men on their turf. My client was posting the same old tweets about the same old research reports voluntarily adding herself to the HUGE basin of traditional financial advisors. Whil...

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Female Advisors Use Pity Parties

Let me tell you negative talk get’s you NOWHERE.  This tends to be an issue more with Female Financial Advisors than their male counterparts.  Women LOVE to beat them self up, they struggle to give themselves credit for success, they either call it luck or dismiss it all together (trust me I struggle with it too.) But sometimes I have to put the kibosh on this attitude.  When asked what wen...

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A Lead is NEVER Dead

Over the past two weeks I watched my daughter calling on old leads. This is her first experience prospecting after recently acquiring her insurance license. To start out other agents give her all their old leads, those that they could never reach or lacked interest in their services. While to others these leads seemed dead to her they were a goldmine of opportunity. A lead is NEVER dead. Every ...

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As a Mom and Coach I’m Keeping My Mouth Shut

As a former Female Financial Advisor I have to tell you how WEIRD it is seeing my daughter (22yrs old) calling on insurance leads and trying to book appointments, her resiliency amazes me.  All I see is drive, determination, discipline and that familiar feeling of competition.   She just started out and is working on her own with an independent company. She listens to every training audio, go...

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Financial Advisors are Getting It

This time it’s different, it seems financial advisors are finally getting it.  If you didn’t reach out to all your clients during the recent volatility I guarantee you someone else has.  Just this week one of my female financial advisors learned this for real.  After our coaching call I sent her off to call every client in her book and soon after she sent this email. “I was talking to...

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Sample Script for Financial Advisors to Reach Out to Friends and Family

There is never a better time to reach out to everyone you know to present your value while ADDING value.  Don’t for one minute think that all your friends’ acquaintances and family members really know what you do.  Everyone who has money invested in the markets is scared right now; scared about their financial future, scared about the future of America , our foundation has never been so ...

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Financial Advisors Transformed In Just 6 Hours

There is nothing more fun than watching a group of financial advisors take experiences from life and craft them into a compelling story. That’s exactly what happened this past week during my Keys to the Ladies Room presentation. In order to connect with the female audience you must be ready to answer the question “Why do you care about me?” Most women will assume that the only...

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5 Steps to Appointment Prep

As a financial advisor all of your prospecting efforts culminate in one final meeting. In this meeting you have the opportunity to present your solutions and motivate the prospect to become your client. When so much is at stake why do financial advisors spend so little time preparing for these appointments? Last week I worked with one of my advisors by helping her prep for a closing appointment...

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Ask for what you want

Over the past few months Hannah had been doing a bang up job at attracting affluent prospects. Her seminars were creating a buzz and she was finally reeling in new prospects with millions, the problem? She couldn’t close the business. We spent one whole coaching session focused on her ability to get the prospect to commit to doing business with her and everything we did came down to one s...

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Having A Proactive Process Inspires Referrals

As a client I’m NOT impressed. Since I left production to become a full time coach I have worked with 4 different financial advisors and to be honest few actually provide ongoing value that is worth a dam__. I mean it, other than calling us every once in a while with a suggestion or once a year for a portfolio review how do I even know my advisor is watching my portfolio? Unless your fees are so...

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Financial Advisors Learn from Experience

My client called to tell me his son just admitted himself to a rehab unit. Another client has spent this month managing a manic son who struggles with Bi-Polar disorder. I have another client whose husband is about to undergo a serious spinal surgery and another that with just two days notice adopted a set of infant twin boys. That’s all happened in just one month. Life happens to us all, w...

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Female Advisors become Crystal Clear

Last week on one of my Pink Office Mastermind calls a female advisor finally used it and got it. Paula was at a networking event, one of those events where you get to share who you are and what you do. While this was not a new group and she had shared her message numerous times she finally used the new script we created. Immediately following this event she was approached by an attorney who said...

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