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Client Service
Connect with female clients
Key takeaways
The challenge
Women control about half of all the wealth in the US,1 so it’s important in our view to make connections with them.
Our solution
Approach female clients the same way you do with everyone else, but treat them in a unique way.
Our program
Our client workshop, “Your Prosperity Picture” is designed to create momentum with female investors.
The challenge: Working with female clients
Female clients are key to a practice; Women control about half of all the wealth in the US.1 Plus, 70% of Baby Boomer women say they’ll leave their financial professional if they outlive their husbands.2 A seminar titled "Women and Investing" isn’t the answer.
Invesco Global Consulting partnered with word specialist, Maslansky + Partners, to see what resonates with female investors. Our research shows that the best strategic mindset is to approach your female clients as you would any client. Don’t label them or draw undue attention to their gender. But when they’re sitting across from you, treat them in the unique ways they have been shown to prefer.
Our solution: An entertaining, interactive, and inspirational approach
Our client workshop, “Your Prosperity Picture,” is five-step system designed to help women manage their money, design their life, and create their future. The goal is that they’ll leave with everything they need to transform their financial vision into reality. It leverages three key principles for working with female clients:
1. Provide experience before explanation
Focus on an engaging experience — a way to connect with and inspire them before you begin explaining financial concepts.
2. Align life goals with financial goals
Connect investment goals with life goals; your female clients may be 41% more likely to be satisfied.3
3. Be positive
Focus on taking positive action instead of dwelling on what’s wrong.
Learn more
Read the Your Prosperity Picture program overview.
Footnotes
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1
Source: "Women of Wealth: Why Does the Financial Services Industry Still Not Hear them?" by Heather R. Ettinger and Eileen O'Connor for Family Wealth Advisors Council, 2011.
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2
Source: “Three Strategies for Working with Older Clients - and Preserving the Relationship,” by David Solie, April 29, 2014.
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3
Source: ¹“Harnessing the Power of the Purse: Female Investors and Global Opportunities for Growth,” by Sylvia Ann Hewlett and Andrea Turner Moffitt with Melinda Marshall ©2014 Center for Talent Innovation. All rights reserved.
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