A One-on-One Presentation that Women Adore
Building immediate trust with a woman is the key to building a highly productive and mutually successful client relationship.
The foundation to that relationship begins in your very first meeting. Whether she was a participant from your event, a referral from friend or client or perhaps you met her while networking, during that first meeting she needs to know you care about her, she wants to understand WHY you do what you do and you must be able to validate your commitment to helping her as a woman.
Financial advisors are notorious for sharing one-on-one presentations that are filled with stodgy language, technical verbiage, lots of statistics (boring) content that is often salesy and self-promoting, all characteristics that turn women off.
And if we are being totally honest most men find these presentations less than appealing as well (excluding engineers).
So how do you share with a woman what you do without drowning her in details?
How do you present your practice in a way that truly moves the relationship forward? How do you present your investment philosophy and approach in a way that provides clarity not confusion?
As with any new client appointment 75% of the meeting must be about them.
It’s not just about uncovering what they have but more about who they are. While most men might come to the meeting with clear financial goals, looking for specific information a woman comes to the meeting unclear as to what the end result will be. In many cases her motivation is more about how she feels and is looking to you to help her identify her issues and goals all of which must be based on her purpose in life.
A successful presentation for a potential female client needs to be personal, it needs to be authentic, it must speak her language and provide the bigger picture as to WHY you do the things that you do.
She needs to first understand your motivations, next she needs to feel that you are both on the same page and share similar philosophies and principles. Lastly, she needs to understand what is next with a clearly articulated process and what you need from her to move forward.
Your one-on-one presentation is not about educating her but about enhancing your message.
Each page of your presentation must be meaningful yet not overwhelming emphasizing the essence of who you are, what you do and your value.
Example of a One-on-One Presentation for Women that Inspires Action:
1. Title page: It’s important that the title page is clean and simple, with a female friendly look and feel. Establish a color scheme that is soft, warm and aesthetically appealing to a woman. Incorporate your “tagline” that exemplifies what you want to accomplish when working with women.
2. Your Story – Why women: Sharing your story is CRITICAL to earning her respect and appreciation for what you do. DO NOT type your story on the page but simply enhance your story with real pictures that brings your personal story to life.
3. Your Mission: Your mission is simply an extension of your story and in most cases it is the last paragraph in your story, it’s important that they see your mission in writing but keep it SHORT.
4. Common Issues: By focusing on your tribal market you can now verbally share your compelling message which leads to the 3 most common concerns of women you help. The verbiage needs to be what women would actually say not professional phrases that sound good but are not real.
5. Your Process: Based on your compelling intro and three common concerns now you can briefly present your new process for women, while much of what you do is what you have always done we have simply repackaged your “financial plan” and “investment strategy” in a way that appeals to your tribal market of women. The following slides are a breakdown of your 3 step process providing more depth and understanding.
6. Financial Planning: While most of what you do is similar to what you have always done you want to repackage what you do in a way that focuses more on her most common issues and concerns.
7. Investment box (slide 7,8,9): Presenting your Investment approach based on your focus can help create more clarity and understanding from the start.
8. Investment philosophy: Using three well known clichés that represent your personal attitude to investing sends a powerful message with clear understanding eliminating the need for intense education.
9. Investment functions: Understanding what the investments are designed to do for your client is more important to them than what is the actual brand or vehicle (Funds, ETF’s, etc) that you select.
10. Women’s program: This is key and what will set you apart from your peers, whether you plan to host events or simply provide engaging drip marketing specifically designed for women they need to know you have carved out a program that gives women the education they are craving in an environment where they feel comfortable.
11. Next steps: Women are planners, in order to multi-task and manage multiple responsibilities they need to know what is going to be required going forward. Present this with the understanding that women can be easily overwhelmed, make it easy and manageable for her.
NBA Player Carl Landry Demonstrates the Value of Persistence in Life and Work
Written by: Jon Sabes
When you meet Carl Landry, stand-out college basketball player and nine-year NBA player, you imagine that becoming a professional basketball star was a straight forward run for the 6-foot-nine-inch power forward.
However, when you go deeper into Carl’s background, becoming a NBA professional was less than certain and little came easily to the 33-year-old from Milwaukee:
- He was cut from his high school team as a freshman and averaged less than ten points a game when he did play as a senior.
- He started his college career not at Purdue, but a junior college where it was not clear he would play.
- When he finally got to Purdue, he tore his ACL in his knee his first year and reinjured it the next year.
- While his family held a party for him the night of the NBA draft, he slept in the Philadelphia airport after missing a flight following a workout for the 76ers.
- In the NBA playoffs, Carl had a tooth knocked out, but came back in the same game to make a game-winning blocked shot as the Rockets beat the Utah Jazz 94-92.
Landry, who I interviewed on my podcast, Innovating Life with Jon Sabes (www.jonsabes.com), is a remarkable example of the value of “persistence.” In a time where technology creates the image that anything is possible at the touch of a button, persistence is an under-appreciated trait. When I spoke with Carl, I clearly saw someone for whom success has only come through a force of will that made him a NBA player, but it also made him a better player every year he played. That’s the kind of personality that has produced greatness in business as well as sports.
Carl was, in fact, drafted that night he spent in the airport. The Seattle Supersonics chose him as the 31st overall pick and then traded him to the Houston Rockets where he rode the bench for much of the first half of the season. When All-Star teammate Yao Ming was injured, he stepped in and played a key role in the Rockets astonishing 22-game winning streak (the third longest streak in NBA history). And, that season, after sitting on the bench for 33 of the first 36 games, he was named to the All-Rookie second team.
Carl was the first in his family to go to college. “I told myself that this was my ticket out, so I did everything I possibly could to be the best person in school and also on the court,” he said.
His family life in Milwaukee showed him what he didn’t want to do. “Just being honest with you, seeing some my cousins, peers, they went to work for jobs paying six, seven dollars an hour or they didn’t go to work at all and then living off welfare. I didn’t want that.”
When he was first injured, he had to contemplate the end of a career before it even got started. “When you have an ACL tear, it’s over…no more basketball,” he told me. “I said, God, give me health again and I’ll do everything I can to leave it all out on the line and be a successful individual.”
On my podcast, Carl pointed out another interesting lesson he learned in the NBA: Not doing things just to fit in.
“Fitting in was easy,” he said. “Doing everything that everybody else does was easy. If I stood out in some type of way, I’m going to have different results. I’m going to have stand-out results.”
That’s called the “Law of Contrast” and it produces that exact effect of changing the outcomes that everyone else is experiencing. Carl is smart, he recognized that differences make a difference, and doing whatever it takes is what is required to make real, meaningful differences.
Every off-season for the last 11 years, he has run a camp for kids in Milwaukee where he tells youth his story of hard work and persistence. “I always tell the kids to apply themselves and always be persistent,” he said. “If you dream, apply yourself and be persistent. With hard work, man, the sky’s the limit.”
When Carl says the sky’s the limit he means it. He is smart to recognize that it’s important to dream big, because if we don’t – we may be selling ourselves short. “You have to dream bigger than your mind could ever imagine,” he said. “I wanted a nice house. I wanted a nice car. I said, and I got all of that. So, what do I do, do I stop now? Maybe I didn’t dream big enough.” That’s a big statement coming from a kid who grew up to be the first in his family to graduate college and go on to be not only a top NBA basketball start, but a good businessman, father and someone who gives back to the community.
I’m convinced that in whatever he takes on as a basketball player or in his post-hoops career, Carl Landry is not going to stop getting better at whatever he does, and in the process of doing so, make the world a better place.
- 1 of 1625