A Unique Prospecting Script to Attract High Net Worth Men
By marketing to women, my biggest clients and most lucrative referrals sources became men! This is happening for a select group of advisors who truly understand the women's market -these are the femX Advisors!
Let me give you an example of how this could work for your practice.
Unique Prospecting Script Attracts High Net Worth Men
Male Prospect: So what do you do?
femX Advisor: I run an Engaging Wealth Practice for Women.
Male Prospect: What do you mean?
femX Advisor: After 15 years managing wealth I found that most of my referrals were strong capable women who had suddenly become single. They came to me feeling totally overwhelmed, fearful with no idea how their money would provide for them. These women didn’t just need investment advice, they needed to become more engaged, educated and confident in their ability to make smart financial decisions. That’s when I decided to focus my practice helping women become more engaged in their financial affairs.
(As you are sharing this message he does not feel pursued by you so his defenses go down his ego perks up and he finds himself thinking about all the women in his life that fit this image.)
femX Advisor: Let me ask you, how involved is your wife when it comes to investing?
Male prospect: Not very but she just shows no interest.
femX Advisor: I get it, the financial industry has done a very poor job of making women feel comfortable asking questions about their money, as a result they disengage which only exacerbates the problem and sets them up for a crisis. Wouldn’t you like your wife to be more engaged?
Male Prospect: Yes in fact you should also speak to my Mom
femX Advisor: Tell me about your Mom…
As a former advisor at Smith Barney in Newport Beach, CA women were my primary focus for my business. It didn’t matter if I was cold calling, networking or hosting an educational event I never hesitated to share my focus on women even when speaking to men and this strategy paid off in spades. Women were immediately engaged and men became immediately intrigued.
Advisors often ask, “If I focus on women won’t I alienate the men?” and my answer is always the same. . .
When you share your focus on women you will increase your opportunities to attract more men to your practice.
The femX Advisor understands this about prospecting men:
- The moment a man knows you are not prospecting him, not only does that tweak his ego a bit but it also allows his defenses to lower so that he stays receptive to what you have to say.
- Men want to protect the women in their life so there is a natural tendency to automatically start thinking about those same women in his life and how YOU could help them.
- When your message is clear and authentic your honesty quickly increases the level of trust. Plus your message is remembered far beyond your initial conversation.
When you focus on women you alienate the men.
When you focus on women you inspire more interest and referrals from men.
Do Valuations Matter?
Written by: David Lebovitz
The S&P 500 has had an impressive start to the year, rising over 4% year-to-date with only three days of negative performance.
However, as the equity market has moved higher, investors have become increasingly concerned about valuation. While it is difficult to ignore the fact that the S&P 500 forward P/E ratio currently sits at 18.5x, well above its 25-year average of 16.0x, we believe elevated valuations may be justified for three reasons. First, 2018 earnings growth is expected to come in around 15%, suggesting investors will be compensated for paying a higher price, and second, inflation and interest rates are both below their long-term averages. In an environment of low rates, low inflation, and healthy earnings, perhaps it is appropriate for stock market valuations to be above average?
Finally, valuation is not a great predictor of short-term returns. As we show on page 6 of the Guide to the Markets, valuation tells you very little about what will happen over the next year, but a decent amount about what to expect over the next five years. For those who are still skeptical about equities given current valuations, it is important to remember that bull markets tend to go out with a bang, rising by an average of 26% during their final 12 months. This makes sitting on the sidelines expensive, particularly in a world of low interest rates.
So are valuations concerning? They have our attention, but we remain cautiously optimistic that equities can continue to push higher. However, late cycle markets require a more nuanced approach to investing, meaning active management will be essential. As such, we continue to see opportunity in the more value-oriented sectors of the market, with energy and financials being two of our favorite ideas.
Low inflation and yields can support higher multiples
Learn more about alternative beta and our ETF capabilities here.
Opinions and statements of market trends that are based on current market conditions constitute our judgment and are subject to change without notice. These views described may not be suitable for all investors. References to specific securities, asset classes and financial markets are for illustrative purposes only and are not intended to be, and should not be interpreted as, recommendations. Past performance is no guarantee of future results. Investment returns and principal value of an investment will fluctuate so that an investor’s shares, when sold or redeemed, may be worth more or less than their original cost. ETF shares are bought and sold throughout the day on an exchange at market price (not NAV) through a brokerage account, and are not individually redeemed from the fund. Shares may only be sold or redeemed directly from a fund by Authorized Participants, in very large creation/redemption units. For all products, brokerage commissions will reduce returns.
J.P. Morgan Asset Management is the marketing name for the asset management business of JPMorgan Chase & Co. and its affiliates worldwide. J.P. Morgan ETFs are distributed by JPMorgan Distribution Services, Inc., which is an affiliate of JPMorgan Chase & Co. Affiliates of JPMorgan Chase & Co. receive fees for providing various services to the funds. JPMorgan Distribution Services, Inc. is a member of FINRA/SIPC.
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