Your essential guide to engaging the female client

Women control a significant portion of financial assets. Wealth professionals should be aware of the opportunities this entails and also understand that applying the “old school” sales model can be ineffective with female clients.
To help you move beyond traditional, competitive sales models, this session covers a 5-Step Partnering model that helps you connect with female clients by elevating your listening skills and by expressing genuine interest in your client and her financial goals.
This program is based on the book, “The $14 Trillion Woman,” co-authored by Anthony J. DiLeonardi and Barbara Kay.

*1 hour of CFP CE Credit has been granted for this program by the CFP Board®.

Help her leave her life’s true legacy

This program helps advisers gain insight into how female investors view wealth and investing, and how to uncover her core values that drive all of her investing decisions.  Research shows men and women view investing differently, with women more focused on such intangibles as family values and legacy. They also are more likely to be loyal to advisers who meet their needs and to recommend them to others.  Advisers will learn how to engage high-net-worth females and build trust by focusing on helping her to leave her intangible legacy in tandem with her tangible financial legacy.

*1 hour of CFP CE Credit has been granted for this program by the CFP Board®.

What’s your exist Strategy?

Over the next 20 years, nearly 80 million Baby Boomers will retire.  Many of them are business owners whose liquidity is locked up in a corporate entity, and several things need to happen for their dreams to come true.

This program addresses the story behind this market phenomenon and how trusted advisers can ease a client’s pain by introducing collaborative solutions.  The resultant impact on the adviser’s own practice is tangible:  Client Acquisition, Retention & Growth in your existing book.

Building wealth from generation to generation

Everyone faces life transitions, some celebratory and others mournful. Have you missed your clients’ major life transitions? As these are generally times when money is in motion, you may be missing opportunities if you fail to connect with clients and deepen relationships during these critical periods.

This program focuses on Seven Major Life Transitions, how to guide clients through a transition and ways to effectively build connection during these times.

Leveraging your personal brand to enhance your productivity

We all have a brand, whether we know it or not. If we don’t decide how to be positioned in the marketplace, others will do it for us. In this program, wealth professionals learn what a brand is, where a brand comes from and what elements go into creating a personal brand for their practice. Whether you already have an established brand or are just getting started, this program helps you leverage your brand message to elevate productivity.

Turning Chaos into Comfort

Change is like the tides, constantly rolling and shifting. Markets and the business environment ride an ever altering wave of change. Wealth professionals may ride high on the crest of change or be rolled over and taken under. In this session, learn powerful techniques to stay afloat and drive success during turbulent times.

How to turn potential personality conflicts into strong client relationships

This program helps wealth professionals discover their core personality type as well as identify the core personality types of their clients. During this session you will learn the strengths and challenges of the four core personality types, as well as adjustments and words you can use to form stronger relationships. Through understanding yourself and how others may perceive you, you can turn potential personality conflicts into solid connections.

Creating a lasting legacy

Historically, serving clients’ investment goals meant helping them plan for retirement and estate matters.

However, given the statistics on our youth’s lack of financial literacy, educating future generations on money management should be included in those goals. This client program focuses on how wealth professionals can fill this void and help their clients, be they parents or grandparents, deliver age appropriate lessons on money.

It’s not just your value, it’s your values

This client seminar is a natural call to action after wealth professionals attend “The $14 Trillion Opportunity”. Designed specifically for your clients, the program reviews the fundamental difference in how male and female investors view wealth and investing.

Specifically, research shows that men take a goals-based approach to investing by planning for the transfer of tangibles. While women understand the importance of this approach, they tend to apply a more values-based approach that also accounts for the transfer of intangibles such as family values. In recognition of these differences, this seminar moves beyond the typical will and estate plan discussion and introduces female investors to personal legacy documents. From there, they will learn strategies for having meaningful legacy conversations with family members about passing down their values, beliefs, life lessons and personal stories and help them link past and future generations to form solid connections.