Step 1: The New Paradigm
The first step to attracting more women to your practice is understanding the new paradigm. In the past the industry focused on 3 core concepts; Prospecting, Selling and Closing all of which are highly abrasive terms to women. Women abhor being prospected, hate to be sold to and turn the other way when you are trying to “close” them.
In order to attract more women clients to your practice you must focus on three new concepts that truly define the new paradigm in financial services.
- Instead of “Prospecting” think about “Building Relationship” a relationship is built on a foundation of trust and mutual connections.
- Instead of “Selling” a woman try “inspiring” her to consider other options and opportunities.
- And stop trying to “close” her but focus on “motivating” her to do what is right for her financial future, this alone requires a deep understanding as to what drives her.
If you recognize the powerful impact this transformation can have on your attracting more women to your practice then consider attending one of my upcoming Keys to the Ladies Room Live workshop.