Category: Financial Planners

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Advisor fees decreasing and workload increasing; a new option for you

The new fiduciary rules your role as a Financial Advisor are more than just making investment recommendations. With fees decreasing, Advisors are now asked to add more value and make less. Your focus in 2017 must be about adding more value. Value that goes beyond just the investments, which takes more time and energy, you now must do more and make less. But what if you had a process that reduc...

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Want more Female clients? This is what you need!

Many advisors think it’s enough to read a few articles on how to connect with a wealthy female client……but let me assure you, that just won’t cut it! Remember, women can smell lack of commitment a mile away. And wealthy women are especially adept at screening out people who are attracted to their money.If you waste your time dabbling in the women’s market, you will just dilute your p...

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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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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 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 science (r...

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The amazing results when your intro screams “Women”

Lets fast forward in time… You have officially become a certified Women’s Wealth Specialist. Your messaging now validates your deep level of commitment to serving women and it’s getting attention. This great momentum is happening all because you can clearly articulate your focus. Being able to articulate your focus on women will create immediate interest and inspire others to ask about w...

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The Risks of Playing it Safe as a Financial Advisor

I tend to push the limits in most everything I do. I will always push myself a little too far, that has helped me achieve a life filled with incredible experiences and a multitude of accomplishments.  Certainly I could play it a little safer and eliminate some of the physical consequences but then I would have to forfeit my desire to embrace the world, revel in new experiences, challenge my mind...

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Female Advisors have the connection but can’t close the sale with prospects

I was working with a very bright, beautiful woman working as a wealth advisor for a bank in Chicago.  As a single mom with 2 kids she is highly motivated and determined to succeed. She does a fabulous job developing relationships and putting the client or prospective client at ease, her accent combined with her vocabulary and clear articulation creates an almost trance life feeling in the...

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I thought it was just Female Financial Advisors who……..

And I thought it was only women who felt boxed in. Today I visited with a Male Financial Advisor, after reading his brochure I still had no idea who he was.  His message was so generic he was almost invisible and then I learned that was his intention. During my conversation with this young man I could see he was doing some good things but definitely not getting the results he needed for his bu...

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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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The Greatest Legacy

While I have spent years teaching both Male and Female Financial Advisors how to help women who have lost a spouse this month I experienced it for real.  My Dad, after 86 fabulous years died peacefully leaving behind a sizeable estate. My Dad was very proactive in planning for the future; his desire to avoid handing his hard earned money to Uncle Sam motivated him to take all the necessary step...

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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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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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As a Female Advisor are You Letting Them Steal Your Kids?

Yesterday on a coaching call with a female advisor I asked her how much time she takes off a year, she said a few days here and there.  My inner voice was saying “Are you crazy?” but my outer more tactful voice said “Why”. At first she didn’t understand the question so I clarified, “Why are you only taking less than a week off each year?” She told me she ...

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5 Tips to get your Website working for you.

If your website is like most financial advisors it’s boring and does nothing to help you build your business. I am often asked to review the websites for my financial advisor clients.  They are all basically the same, some perhaps a little more creative than others but I use that word lightly as most of my clients or right brained.  When evaluating your website the first thing you have to...

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Financial Advisors Remember Their Purpose

As I watched my son develop during his 16 months in Iraq I realized it wasn’t just the military experience that made the difference it was the sense of purpose he had in what he was doing that accelerated his growth and maturity. This same sense of purpose created a focus and drive he never experienced before. His experience reinforced my belief that we can only achieve our greatness when we are...

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Tribal Seminars Get Results for Financial Advisors

Knowing your Tribe is the single greatest factor when hosting a seminar.  Understanding who your tribal market is can be the single greatest factor in generating the results you want from your seminar. To develop a powerful seminar program you must commit to and totally embrace the concept of Tribal Marketing. No, that wasn’t a typo. I have always been a big believer in “target” marketing ...

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As a Female Advisors are you Willing to Receive to Succeed?

I never knew how hard it is to receive. We go through life focused on not being selfish, giving to others but few women have truly been taught to receive. I know I’m not the only one because most of the female financial advisors I coach have the same problem.  When I ask my clients especially the female advisors “What are you doing well?” there is a long pause as their minds dig deep strug...

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As a Female Advisor You May Have ATBS

I’m sitting in my home surrounded by good looking men. The saw’s are buzzing with paint fumes wafting through the house.  I’m sitting at a makeshift desk positioned in the middle of my living room.  My desk is way too small and all my files are spread out all over the room.  I had to clear out of my office to make room for the workers.  I could easily let this disruption distract me fro...

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How to Create Your Story as a Financial Advisor

How to create your Story Developing your story is powerful tool in developing trust. Allowing others to recognize why you do what you do for reasons other than making money can dramatically enhance your credibility with a prospective client.  While this can be one of your most valuable business building tools it can also be your biggest hurdle. For some advisors their story is simmering just ...

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Why I Hate Business Plans

I read a great article in the Entrepreneur magazine about Business Plans and it was music to my ears. As a former female advisor I was constantly asked to create a business plan for each year. Now I am NOT a detail person, I work based off of a vision, ideas and ACTION. The thought of putting all the details in place on paper as to what I plan and expect to do over the next year much less three to...

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5 Steps to Effective Networking

Women are naturally great networkers which is a valuable asset as a female financial advisor. While women tend to be great communicators in general many female advisors have lost their way.  They are caught between the world of networking, making that valuable connection and selling; when you mix the two, YOU LOSE. I decided it’s time to review the networking process, now I’m not talking abo...

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Even Male Dr.s Experience Female Attrition

On the plane headed to Tampa to present my new workshop “The Key’s to the Ladies Room”  I sat between two Doctors.  While I was reviewing my presentation on power point they couldn’t help but comment.  I explained “The Keys to the Ladies Room” is to help advisors learn how to better connect with the affluent female client. Well boy did this open a can of worms. The Dr. on my right ...

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Financial Advisors Must Think Pink

Last week I presented “The Keys to the Ladies Room” to a group of both male and female financial advisors.  The purpose of the presentation was to help all the advisors become more effective at connecting with the affluent female market.  What they learned was so simple yet so amazing. While they came looking for tools and resources they got something totally different. While all my prese...

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It’s good to get your hands dirty

This evening I spent 2 hours in the yard shoveling snow with my husband. Yes, we have a service to remove the snow but there was an area we were concerned about and decided we just had to get it done. How can working so hard feel so good? It’s like going back to your roots, reminding yourself where you came from and how far you have actually come. It just felt GOOD. As a financial advisor ther...

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The Key’s to the Ladies Room

Next week I’m flying to Tampa, Florida to present a full day workshop called “The Keys to the Ladies Room”. The workshop is being hosted by Response Mail Express a direct marketing company who is committed to helping financial advisors tap into the lucrative female market.  RME (Response Mail Express) is giving me free rein in creating the program; I think they are in for a bit of a surpris...

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Female Financial Advisors Take Note

I have to say I am quite impressed. More male advisors have purchased my new seminar Savvy Women Invest on Purpose than female advisors!  While I have preached the value and benefits of targeting the female market I rarely encounter a male advisor who is really recognizing the time is now.  What is interesting is that many of the male advisors recognize that the more they reach out to the female...

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What would you gain?

I really love my clients. Right now I have the best group of Financial Advisors who are really committed to growing their practice and getting results. Most of my clients are women with a few men sprinkled in and they ALL appreciate my unique and personal approach to helping them succeed but this hasn’t always been the case. Just as with a financial advisor we all have our ideal clients, those ...

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Why Brainstorming can revive your business.

Female financial advisors should model John Boehner’s style.  This morning I read a great opinion piece in the Wall Street Journal talking about the new approach that Speaker John Boehner is bringing to the House of Representatives.  Instead of sticking to what is safe, what is favored by the majority or those in charge Mr. Boehner opened the flood gates allowing a barrage of ideas to be prese...

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Even the Male Advisors Love It

While my real passion is helping female financial advisors better leverage their strengths to accelerate the growth of their business, I get such a kick out of the men I coach.  Perhaps it’s just the kind of male financial advisors that I attract to my business but even they enjoy the bold yet touchy-feely coaching style.  While we assume that its just women that feel smothered and restraine...

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One Simple Question…

While I tend to focus my daily life on improving and growing,  with New Years just around the corner I can’t help but find myself preparing and reflecting on the past year, my business, my marriage, all aspects of my life. During this time of reflection I came across a simple question that caused me to pause.  “If failure wasn’t possible what would I do differently?” So much of w...

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Female Advisor Strength #2

Since the beginning of time women have used community settings to accomplish more, learn more and support and encourage each other. In an industry where women are such a small minority,  most female financial advisors lack that community feeling. While many female advisors feel isolated in an independent office, others feel isolated in an office dominated by men. Regardless of your envi...

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How to have “no shows” for a seminar and still open a new account.

Seminars are NOT just about filling the seats, if that is your whole focus you’re missing the point. Most all Advisors whether male or female focus 100% of their efforts on filling the seats at an event or seminar when that is just one way of leveraging events to grow your practice. While building my own practice with seminars there were times when I had no one show up for the event yet becaus...

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New Seminar to Attract the Women of Affluence

For years I have been coaching and helping female financial advisors better leverage their strengths as women to accomplish more as a financial advisor. When they stop relying solely on the mans way of doing business and begin to incorporate more of their natural strengths as a woman amazing things happen.  Business becomes more focused, they begin to work more efficiently and their confidence an...

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How to turn Recovery into Productivity

I’m sitting in my recliner totally laid up after having extensive foot surgery and I’ve never been more productive with my business.  Just being forced to stay away from my office, sitting in a new environment with my laptop in my lap I am free to create, review, reflect and redesign my business.  I have written a business plan, a business budget for 2011, redesigned my professional team.  ...

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Female Advisor Strength # 1

Ladies, it’s time to start leveraging your strengths as a woman to accomplish more as a Female Financial Advisor.  As a woman your true power comes when you are using all of your feminine strengths in every aspect of your business and life.  Therefore over the next few weeks I will be sharing with you some of the most important natural strengths of women and how those strengths can enhance you...

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Why Gifting to Clients Adds to your Business

This morning there was a great article in the Wall Street Journal about gratitude. They have found scientific evidence that feeling grateful in all aspects of your life has an amazing impact on the quality of your life.  While many of us have been reading books, attending teleclasses and live workshops focused on gratitude and the law of attraction, today science has validated this concept giving...

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45 Female Financial Advisors GOT IT and it STUCK

I just ended a follow up call with the female financial advisors at RW Baird.  Last week I was in Chicago sharing my Breaking the Mold workshop with 45 female advisors from RW Baird, I’m thrilled to say they GOT IT.  Not only did they GET IT but it STUCK.  For those that weren’t there let me explain. My Breaking the Mold workshop is designed for the female financial advisor. Our objective ...

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How to Add More Raving Fans

Just listened to a great call sponsored by Vanguard about how and why female clients quickly become your RAVING FAN.  What I loved was that everything she said only validated the work I do with the financial advisors I coach.  Here are some of the statistics that I found of interest: Just over 50% of the women with wealth have earned it the rest have acquired The greatest motivator for women ...

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Financial Advisor Seminar Tip #5

Seminar Tip #5:  How to Engage, Educate and Close for the business Every event must incorporate 3 components:  Engage, Educate and Elevate.  Whether you are hosting an appreciation or educational event these 3 components are essential to your success.  While Financial Advisors tend to be strong in the “educational” aspect of the event they tend to neglect the Engaging and Elevating aspe...

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Financial Advisor Seminar Tip #4

Seminar Tip #4:  How to Elevate the Commitment While your RSVP rates may be high your turn out rate may be less than expected.  It’s not enough to know they have agreed to come, in today’s market you must incorporate a process to elevate that commitment.  By incorporating pre-work, enthusiastic confirm calls even logistical calls leading up to the event you can enhance the commitment and...

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Financial Advisor Seminars Tip #3

Seminar Tip #3:  Marketing the Plan   Knowing how to market your events and fill the room can be the single most important factor in generating results.  Selecting a process that works can dramatically reduce the stress typically associated with hosting seminars.  Knowing when to use Direct Marketing, Emails, Advertising, Custom Invitations and even Verbal Invites is essential to your succ...

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