Category: Insurance Agents

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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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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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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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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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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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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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I Double Dare You to Hold me Accountable!

In my last blog I talked about being stuck in my comfort zone.  By not pushing myself beyond my comfortable activities I became somewhat bored and unmotivated with my business. So now my task at hand is to determine what are the best activities that will help move me into the Learning Zone (where I am uncomfortable) but that will also help my business grow.  I can already tell you the answers, i...

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I Got Stuck in My Comfort Zone

Last night I realized I wasn’t practicing what I preach.  For the past two weeks I have felt very unmotivated which is highly unusual for me. I love what I do and so enjoy my clients but for some reason the past two weeks have been tough.  It could have been all the recent distractions, my daughter moving home from studying in Europe, two of our kids graduating college next week combined with ...

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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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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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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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As a working Mom you have an Advantage.

As a female Financial Advisor and working Mom you may feel as if you are sometimes handicapped when building a business but actually the contrary is true.  By being a working Mom you have a priority system that can’t be replicated artificially.  Working Mom’s tend to work smarter, more efficiently, are more discerning as to who they will work with and are motivated by something more powerful...

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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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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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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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50 Female Financial Advisors are “Breaking the Mold”

The moment we stated that this workshop was NOT about business practice management and we would NOT be sharing “Best Prospecting Strategies” they came close to applauding.  The last thing we wanted to do was present the “same old stuff” with just a different twist.  We wanted to take these women to a place that was “edgy” defying the standard methods and traditional approach and that...

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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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Financial Advisors Seminar Tip #2

Seminar Tip #2:  Creating the Calendar There are many different types of events that can help you achieve your purpose and objective.  Each event style is more conducive to a particular audience, venue as well as purpose. Understanding what type of event is most suitable to achieving your goals is essential when creating your event calendar.  Feeder events tend to generate new prospects, Qua...

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Financial Advisor Seminars – Tip #1

Seminar Tip #1:  Know your Purpose The best way to get the results you want from your seminar is to know what you want the results to be. We all know the ultimate goal is to generate more business the question is how?   Whether you are trying to sell a product, schedule a review, generate more referrals or simply WOW your existing clients each objective requires a different and unique appro...

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Financial Advisors Learn to Incorporate Workshops

To get the results you want from your seminars I encourage Financial Advisors to incorporate three different types of programs into their seminar calendar: Workshops Events Seminars Each program creates a different atmosphere and can lead to very different results.  In today’s blog I’m going to share 4 tips to creating an effective WORKSHOP: Workshops are educational style meet...

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6 Factors that Enhance your Seminar Success

 Financial Advisors can reap tremendous benefits by utilizing seminars as their primary business building tool.  While most advisors have little to no training I want to spend the next few blogs focused on what it takes to create and effective seminar program.  Creating an environment conducive to your target market can dramatically impact the event as a whole. By creating a comfortable envi...

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Female Financial Advisors Find Power in their Femininity

This morning I received a call from Sheila a former coaching client and successful female advisor, she called to say she finally had an epiphany.  She told me that during our coaching she had struggled with my message. During my work with Sheila I continued to emphasize the importance of finding her feminine self and incorporating that self into her business.  Like most successful female financ...

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The No.1 Secret to Success as a Financial Advisor

Whether you are a male or female financial advisor the one secret to growing your business is ACTIVITY.  Activity breads activity.  In my first year of production my manager told me, “Adri, I want you in front of 5 new people every week.”  He didn’t care HOW I did it he just wanted me having 5 new meetings every week.  My monthly goal became 20 new contacts each month.  To achieve this ...

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Female Financial Advisors make 3 Simple Shifts Towards Success

Most female financial advisors consider “selling” a form of coercion, they consider prospecting as a way to force people to consider something they may or may not need and the thought of “closing” is no less than pure manipulation.  At least that is what the female advisors shared with me on my last night’s conference call.  “Selling” “Prospecting” and “Closing” are words a...

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Female Advisors No Longer Need to Sacrifice to Succeed

Female Financial Advisors continue to make sacrifices in order to succeed, sacrifices that are no longer necessary in order to build a thriving financial services practice.  Just today I was coaching a young woman who has built a great practice as an independent financial advisor.  She recently brought in a new female partner and she is beginning to recognize all that she has tolerated and s...

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Even Male Advisors are Embracing the Feminine Approach to a Successful Practice

Even men are starting to embrace the new feminine approach to building a financial practice.  I started working with two new male financial advisors this week.  In both cases I shared with them the importance of embracing the feminine way of doing business.  They loved it.  Men are changing and evolving the problem is the industry continues to promote the “old fashioned” way of doing busin...

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For Advisors, results don’t get better than this

How Female Financial Advisors reach the Million Dollar Status

As a female financial advisor we have few million dollar female advisors to look up to, thus we often set our sights below our potential.  This limited vision can be the single biggest factor in turning a good business to great.  You may have all the skill sets, process and ability to achieve the million dollar mark but if you can’t perceive yourself there you won’t achieve the goal. If ...

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Female Financial Advisors begin Excavating their Authentic Self

 I just spent my morning shooting two new video’s. Now don’t get excited they are very short videos shot right here in my home.  The videos will be posted to my website to create a more personal introduction to who I am and what I do.  I must say it is a little uncomfortable making a video of yourself but if I don’t get the message out there who will? I realized that while I was feelin...

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Female Financial Advisors can Delegate with Linked In

Female Financial Advisors can Delegate with Linked in I recently began using Linked in more actively and I am totally impressed with the results.  I asked two questions in the answer section and received great feedback.  Using linked in is like having the answers come to you instead of you doing the research.   Before using Linked In I had been  searching for a good resource for webinar...

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