Category: Keys to the Ladies Room

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One Simple Thing Financial Advisors Can Do To Attract Women Clients

Don’t you get bored doing the same old thing day after day, month after month, year after year? Granted routine is nice but maybe it’s time to really have some fun with your business. When you approach your business focused on what works for women, that need to be stodgy and impress them with your professionalism falls away. You don’t have to worry about not looking or acting like the most s...

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10 Steps to a Successful Women’s Focus Group

Your female clients are poised and ready to help you become more effective at engaging the female client; all you have to do is ask. You can reach out one by one or create a group setting which can be even more effective at gleaning valuable information and potentially new leads. In a group setting by simply asking the right open ended questions the women will immediately begin sharing their th...

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10 Do’s and Don’ts in Seminars for Women

Don’t call it a seminar, for most women a seminar is long, boring and tedious. DO call it an EVENT which sounds more festive, exciting and lively.Don’t serve a heavy meal especially for women. Do be sure you have a decadent dessert (chocolate) and coffee this will help keep your guests there longer conversing with others.Don’t have participants seat themselves you lose all control over the s...

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Give A Gift That Keeps On Giving (to your bottom line)

Scientific evidence has proven 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 it more credence. There are many advisors who feel there is no need to send gifts, they...

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Diamond Line-Up of Presenters With Real Results

Successful advisors share their successes when marketing to women: Karre Parker – The moment she shared her purpose with women, the referrals came rolling in. Morgan and Cynthia Newman – The Mother-Daughter duo at Morgan Stanley share how they secured multiple outside speaking opportunities at local women’s events. George Arky – Rolled out his new female focused presentation in his...

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He Focused On Women And Doubled His Appointments

Ray German – Estate Planning Attorney turned his focus on women into immediate results with his estate-planning seminar. Starting just two weeks after we developed his women focused strategy over the past 6 months his appointment rate went from 30.8% for the prior 6 months to 68.20% once incorporating our women’s strategy, and his business retention rate keeps climbing. Branding yourself as...

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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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Build Trust In The First 5 Minutes

Before women care about your credentials, experience or even performance you must meet three important criteria before they will consider you as their advisor:Interpersonal Skills: Women want you to have good interpersonal skills able to converse and engage her in meaningful conversation.Understanding: She wants to know you understand what is important to her and respect and value her feelings and...

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Women Clients: 3 Simple Truths and 10 Simple Strategies To Engage Them

3 Simple Truths About WomenFor most advisors the future success of their business will be determined by women. The number of wealthy women investors in the U.S. is growing at a faster rate than that of men; in a two year period, the number of wealthy women in the US grew 68% while the number of men grew only 36% – Marti Barletta, PrimeTime Women™Advisors must adapt to a new approach/market...

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Women…The next BIG BOOM since the Boomers. Are you prepared?

Are you positioned to capitalize on the woman’s market? If not, you might reconsider after reading what others are saying:“Women are the largest emerging market in the world, twice as big as India and China combined.” -Sylvia Ann Hewlett, Founding President of the Center for Talent Innovation“With 70% of women leaving their advisor after they lose their spouse, this is a market no advisor ...

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She Made A Splash When She Launched Her Women’s Practice

She was opening a second office in an exclusive community and wanted to make a splash. She had a billion and one ideas but little focus much less a master marketing plan. While she wanted to focus on the women’s market she didn’t want to alienate the men in the area. Like most all the other advisors her message was blah and her focus non-existent. When I traveled to California to meet with ...

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10 Simple Questions To Determine… Are your female clients really happy with you?

It’s easy to say you have great relationships with your female clients but how do you know for sure? My mother’s financial advisor (a woman) had no idea she wasn’t meeting my mothers needs, until she received the transfer notice. My mother was always friendly that’s why the advisor was shocked when my mother transferred her account to another advisor, talk about a wake up call.Women want m...

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Training Model for Financial Advisors that Get’s Better Results

I stood in front of a room filled with 100 female advisors, they were attractive, smart, qualified and dedicated to their career. I was reminded how far women had come in the financial industry. These women (most younger than I) were all hired because of their skills, qualifications and ability… as for me I was hired because the industry was forced to hire women. Due to a class action suit i...

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Female FAs are looking for Success in All the Wrong Places

I didn’t know what was holding me back. When I left the financial services industry in 2004 to open my own coaching practice I applied all the skills and discipline I learned as a Financial Advisor and quickly built a successful coaching practice making 6 figures. Then I got stuck. I tried everything, from launching new products, making more calls and telling my husband I would make a mill...

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Meet advisors who successfully embrace the women’s market

This year I am really shaking it up for my Diamond KeyChain Members! Each month during our LIVE Diamond Coaching Calls I will be interviewing advisors that have truly embraced the women’s market. Check out the professional line-up for Q1, as these all-stars will be sharing their secrets to success in the women’s arena. (more…)...

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The #1 Most Productive Business Method for 2015

If you’re looking to grow your business, inspire more referrals, capture more assets per household and retain more clients then you must place a bigger focus on women. Advisors who shift their marketing and communication strategies to appeal more to the women’s market immediately inspire more attention from women, gain more respect and appreciation from their husbands and simply attract more n...

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How to Engage the Audience and Get Buy In

Step 1: How to Engage the Audience The first 10 minutes of your presentation can make or break your event. Your intro can determine how many appointments you get, the number of referrals you receive and your reputation as a great presenter. Therefore how you begin the presentation is one of the most important components to a highly productive event. First you want the audience excited about what ...

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Creating A Magnetic Practice in 3 Steps (no elbow grease required)

What if you became a magnet to new business? Every time you turned around a prospect or business opportunity presented itself to you! You never had to ASK for referrals (something I abhor) they just came to you unsolicited. Whether you are at the grocery store, dog park or intentional networking event, someone became interested in what you do and the value you provide. Can you imagine what that ...

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An Alternative To The Good Old Boy Network in Financial Services

  I knew I was on to something BIG when I titled my book The Keys to the Ladies Room, it doesn’t matter if I’m speaking to a man or a woman, a financial advisor or not I ALWAYS get a reaction.  Men are intrigued and some make a cautious joke about “The Ladies Room”  and women perk up and want to know more.  As I share the purpose and message of the book both parties immediately...

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Prospecting Script for Financial Advisors Made Easy

Making effective prospecting calls today is so much easier than in the past. Your probably thinking “How can she say that?”.  But it’s true.  In the past you needed to create a script that was filled with professional language promoting yourself and your practice, in many cases it was a mouthful,  something you had to memorize.  It was impersonal and difficult to get through.  Today a...

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Get Bossy With Your Clients!

Will you get bossy with your clients? Like Sheryl Sandberg in her recent Wall Street journal article I too was called bossy. Always organizing everything, making sure everything ran smoothly weather in my family, with my friends or in my case on the volleyball court. While in sports this desire to take charge became an asset eventually translating to a full scholarship to UNC. Socially I was ma...

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How I Would Build a Financial Practice Today

If I were to go back to being a Financial Advisor and had to build my practice from scratch, I would most definitely apply all the skills and strategies I teach. Here is exactly how I would build a Financial practice today: Being that most of my network are already Financial Advisors, I would have to start developing a database from scratch. Unlike many women, I have never been one to join loca...

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Two Marketing Points Financial Advisors Must Understand to Avoid Failure

There are two things I believe from the bottom of my heart, mind and soul: 1. Women are one of the most lucrative markets for any Financial Advisor who learns how to connect, communicate and educate women. 2. A consistent drip email program and dynamic follow up process can capture 25% more business without you ever leaving your office. Consider this: If every person you know, friends, f...

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Using Emails to Inspire Referrals is Easy

There were 42 women and just two men in the yoga workshop;  everyone came seeking something they were missing in their life. What I found fascinating was that half of the women in attendance came because their friend encouraged them. Even if there had been more men, I find it hard to imagine too many men sharing their interest in this spiritual workshop with another GUY; yet women will share it...

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Converting Contacts to Become Clients: What Most Financial Advisors Are Missing

Dear Adri, I have made a ton of contacts and know a lot of people in my community, but I can’t seem to convert these contacts into clients. If I could convert just 25% of everyone I know my business would be booming. What am I doing wrong? Signed, Well Connected Dear Well Connected, Chances are, you are really good at learning about others which is essential to initiating a relationship...

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Without this one tip, Advisors are spending months or even years trying to develop new prospects

The relationship process from prospect to client can be long and tedious. It requires lots of time, contact, and patience UNLESS you start with your personal story. There is no doubt your authentic story can be your most powerful tool to building new relationships and securing the commitment of a new client. It’s a powerful tool and the best part is it’s authentic; if it wasn’t, it wouldn...

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Are You Letting the Financial Industry CHANGE YOU?

I’d love to say I’m a miracle worker, but in reality it wasn’t me that did it, my client Tiffany turned her business growth around for herself. After our first coaching call she scheduled 7 appointments; after our next coaching call she secured one of her biggest annuity contracts EVER. OK, maybe there was a little bit of wise coaching involved 😉 What Tiffany did (more…)...

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An Incentive Program that Attracts More Women Clients

As an Advisor, you can create an incentive program that encourages women to become smarter, inspires them to become more connected with you, and excites them enough to share their experiences with other women. 90% of women know they need to be more engaged and 62% want more education, so let’s give it to them.  Don’t wait for them to ask. An incentive program is like creating a club like a...

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Recruiting is NOT enough, Female Advisors want more

Female advisors are a boon to the financial services industry.  Their ability to communicate, provide sound guidance, and build trusting relationships with their clients has opened the eyes of the industry leaders. While female recruitment is on the rise, female advisors success continues to lag behind their male counterparts; recruiting is not enough.  To leverage the strengths of women and i...

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What happens when you brand yourself as the financial advisor for women?

When your business goes viral, you know you are on the path to success. That is exactly what happens when you brand yourself as the financial advisor for women, they take you viral. You can dabble in the woman’s’ market or embrace it wholeheartedly knowing the future of the financial services industry lies inside the pocket book of women. The best way to develop your brand is by (mo...

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Financial Advisors Are Asking: “Why Should I Be Marketing to Women?”

If you didn’t change and adapt you wouldn’t be here today. In the 80s, we went from stock broker to financial advisor, the 90s from transactional to fee based business. The 2000s combined banking and financial services. The next shift has already started. The question is are you ready? Women are quickly becoming the most lucrative market for any financial advisor looking to grow their busin...

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Financial Advisors: How To Know When Your Female Clients are Happy

If you had to guess which of your female clients will leave you over the next 5 years? 10 years? Many of your female clients have been with you for 10-20 years they would never leave you, or would they? Most financial advisors continue to stay in denial about their female clients. They assume their female clients are happy and committed to the relationship. Why wouldn’t they think that, after ...

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Financial Advisors, you may not want to hear this but….

There is an advisor prospecting your female clients right under your very nose. This is something you must hear.  In fact there may be a few advisors right in your back yard, serious about reaching the female market and are at this moment connecting with your female clients. Those same advisors are probably hosting fun and engaging events that your female clients love and are talking about wit...

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Dear Diary…I love giving referrals

Think of your relationship with your female clients as you would a very close female friend. Providing consistent opportunities to connect and show your appreciation is a powerful motivator. Dear Diary, I met with my advisor today and she gave me a beautiful gift to thank me for all the referrals I’ve sent her way. She didn’t need to give me a gift, I love telling all my friends about her,...

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Going from an FA’s Assistant to a Financial Advisor Requires a Balancing Act

Going from an assistant role to Financial Advisor can be a life altering experience, but you must tread lightly and even carry a big stick.I spent 10 years as a registered sales assistant and when I became a Financial Advisor my whole life and future changed for the better. When I accepted the position, I was excited about the opportunity and was determined to succeed; yet I knew I would experie...

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Women and Finance: A Simple Blueprint to Attract New Clients (Men & Women)

OK, you get it, women are becoming a force to be reckoned with. You have heard the stats and recognize why women will dramatically influence the growth of your business going forward. Now the question is HOW DO I DO IT! Women can be complex creatures, I know, because I am one; sometimes I don’t even know why I feel and act a certain way (which drives my husband nuts). While you may never tota...

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Financial Advisors Can No Longer Ignore the Benefits to Creating a Female Friendly Practice

A female-friendly financial advisory practice isn’t created by writing a cutesy script or softening your tone of voice; it starts with tailoring your approach to suit the ladies. The financial industry at large has failed to notice that it is very strongly skewed toward men. For the most part, financial services were developed by men, for men, based on what appeals to men. While this system w...

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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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Do you have a story? Here is a sample

 Women want to know why you really care about her. Your story will help her realize it’s not just her money you are after.  The Keys to the Ladies Room is not just fluff or concepts it’s a proven plan of action where you learn the process and actually create your marketing message.  The first piece we create is your unique story.I have added a real life example below.  If you are ready...

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A compelling value statement can be your most powerful marketing message

A value statement is designed to help you connect with prospects and gain their commitment to working with you. It has NOTHING to do with your products or services. This may run contrary to what you’ve been taught in the past, and it may not go with the flow of what other advisors are doing, but this isn’t about fitting in… it’s about standing out. Think of your value statement as a silv...

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How to Grow Your Financial Practice Like a Successful Winery

 You are probably wondering how wines apply to building a financial practice so let me get to the point. The wine business is highly competitive like the financial advisory practice. In Napa Valley there are over 600 wineries likewise I’m sure there are hundreds of financial advisors in your area as well.They all have wines but some are boutiques and have highly defined niches with limi...

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How to recruit more Female Financial Advisors and increase success rates

I was astounded by this statistic. At first I thought it was a mistake.  How could female advisors earn just 61.3% of what their male counterparts earn, according to a 2013 Pershing whitepaper? I thought they were talking about salaried positions but NO they were talking about revenues generated by advisors. (more…)...

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Mistakes Financial Advisors pay for when hosting events; Why 20 High Net-Worth prospects just walked out the door.

This advisor filled the room with over 20 high net worth prospects and he blew it, don’t let this happen to you. It’s been a while since I’ve been on the receiving end of a financial presentation at least one where the advisor doesn’t know me. I must say while I was impressed with the marketing and turn out the advisor blew the opportunity. When you are able to get in front of 20 high ...

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Does your office make female clients feel right at home?

If you want to make points with women then change your décor. The dark wood conference tables with black leather high back chairs doesn’t do it for women. Taking charge of their financial affairs is such an uncomfortable aspect for many women just getting them in for a meeting is a challenge. But then they are ushered into a dark room set up like a corporate board room, not exactly conducive ...

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A Business model to carry financial advisors for the next decade.

I have always said you need just two things to build a thriving practice, a clear compelling message and a data base, that’s it.  When you have both there is no stopping you.  You can buy a database but whether you have the leads or not without a clear, compelling message your success will take more effort. Most Advisors do NOT have a compelling message and cringe when someone asks them wha...

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Dear Diary…I’m Scared

There is very little about the financial services business that is designed to appeal to women. Creating a more female friendly practice starts with more than just your investment expertise, what she experiences and the environment you create is equally important to the woman. Dear Diary, I was talking with a friend today about my pending divorce from John. She asked if we both had life insura...

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How to turn your emotions into a client attraction tool

When she sent me the compliance revisions I had to laugh; these weren’t compliance issues at all but simply someone from the old school trying to prod this advisor back in line. The advisor (my client) and I spent months crafting her message, scrutinizing every word and sentence to make it just right.  We culled it down to the most essential words which would reflect her true mission and mean...

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A Purposeful Process- Video on How to Attract Female Clients

Keys to the Ladies Room Video Series: We all know women are multi-taskers and as a result they require systems and processes to make their life easier and more efficient. Women want the same from you. In most cases working with a financial advisor just adds more work to their already busy lives and they rarely incorporate a process that actually helps women become more organized and efficient w...

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How to take advantage of this lucrative opportunity with women

Reading a white paper on connecting with the wealthy female client isn’t going to cut it. I’m sorry but there is so much more to it than that. If you really want to create a practice that attracts more women you must get the training, the tools and have access to the resources that will make it happen. When you do the results are amazing. Creative Marketing get’s that. My recent interview...

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Dear Diary…I’m important too

The first step is to win her business but your job is far from done, now you need to take exceptional efforts to turn your new female client into your most loyal raving fan: Dear Diary, OK I have to vent, every month I send money into our accounts. This is money I earned from building my business and while I like the fact that our advisor emails me to let me know it was received (this saves m...

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