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 , an Oncologist proceeded to tell me that even he loses female clients to other female Dr.s. I shared some of the key points of the presentation hoping that they would grasp the importance of approaching women differently; unfortunately all they did was talk. After 20 minutes I finally shut my laptop as I knew I wouldn’t have a chance to review further.
While the Dr.’s said they had a good rapport with women and understood what women need they spent very little time listening or even asking me questions to learn more, it ended up being all about them. I’m not going to say this is a purely male trait, I’m sure there is some Physician egotism involved but their lack of real interest validated that they would continue to experience further attrition as more female Dr’s enter their world.
Whether you are a male or female advisor, if you want to head off inevitable attrition you must begin to address the needs and want’s of the female clients TODAY.