Advisors, dramatically transform your conversations with women by choosing just one of my 3 steps to engaging communication. Engaging communication is really all about asking the right questions, questions that women would never expect from a financial advisor. Questions that get women to think back about their experiences with money, how they perceive money, and the emotions that money issues create within them. Simply create a space for your clients to think and share with you, making them aware of their own feelings, attitudes, and perceptions about money that you can then begin to change. This femXadvisor process has many benefits for both you the advisor and the client. By introducing these questions early on, it immediately sets you apart from every other financial advisor. The fact that you are even taking the time to entertain these issues garners her respect and appreciation. Encouraging her to share her answers with you allows you to gain a much deeper understanding of who she is and how you can best educate and communicate with her. It’s not just about addressing her fears. It’s also about helping her to recognize that when managed properly, money is her friend and you are her trusted advisor. There are three ways that you can introduce this new approach into your practice, and finding the approach that makes you feel the most comfortable is key.
Which option would you choose to transform your relationship with affluent women?
Option A:In your first meeting with a woman, even if she is part of a couple, you can incorporate 3 simple questions that will encourage her to open up while setting the tone for a new, fresh experience that she may even enjoy. Examples of these questions might be:
- What is your first memory about money? What happened, and why do you remember it? How did this experience shape your adult perception of money?
- When you think about investing your money what is the first emotion you feel? ______
- On a scale of 1-10 how comfortable would you be towards making financial decisions for your future if your husband passed?
Option B:Offer your female client a beautiful journal as a new client gift. Present it as her money journal, and encourage her to use it as:
- A place to write any money questions that she can review with you over the phone or in person.
- A place to journal about money so she becomes more aware of her attitude and source of money challenges.
- Within this journal, you can provide a Money Journal Exercise featuring a series of questions that can provide meaningful journaling opportunities, questions similar to the ones presented above. For those advisors in my Engaging Marketing Membership Program, you can find the complete Money Journal Exercise in the Tools Library.