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YOUR ONE-STOP HANDBOOK FOR CONNECTING WITH AFFLUENT FEMALE INVESTORS
"How to Give Financial Advice to Women is full of specific and useful suggestions to help financial advisors serve female clients more effectively. A great addition to any financial planner's professional bookshelf." -- Rick Kahler, CFP, coauthor of Conscious Finance and The Financial Wisdom of Ebenezer Scrooge
"Finally a comprehensive answer to Freud's famous question, 'What do women really want?'--at least when it comes to financial advice. . . . A must-read manual for financial advisors on how to work authentically and appreciatively with women." -- Eleanor Blayney, CFP, President, Directions for Women, CFP Board Consumer Advocate
"How to Give Financial Advice to Women arrives perfectly timed for advisors seeking guidance with the changing landscape of modern financial management. Addressing the dramatic rise of women in business, investing, and wealth, Kathleen Kingsbury clearly articulates how advisors can and need to understand the perspectives of female clients. Every advisor should read this book and learn these skills." -- Jim Grubman, PhD, FamilyWealth Consulting
About the Book:
During the next several decades, women will inherit approximately $28.7 trillion in assets and will need good financial guidance to manage their increasing wealth. The problem is that two-thirds of women don't trust financial advisors. Even if you are the best at what you do, a female client will pass you over if you can't effectively communicate and establish a trusting relationship with her. How to Give Financial Advice to Women is your one-stop handbook for connecting with affluent female investors.
Written by a wealth psychology expert with over 20 years of experience coaching women, this practical book helps you understand the wants and needs of affluent female clients and shows you how to appeal to this group of loyal investors. First, it breaks down the psychological fundamentals of women and wealth, and then it outlines the skill set you need to effectively communicate and advise affluent women. With the help of concrete action steps, in no time at all you will:
- Refine your advising style to appeal to women
- Be sensitive to the realities of affluent women’s lives
- Meet the unique needs of women in a variety of life transitions
- Connect with women both as individuals and as part of couples
- Build trust, actively listen, and foster financial confidence
- Help women prepare their children to receive wealth
Whether you are a male or female advisor, How to Give Financial Advice to Women shows you how the industry has historically made women feel misunderstood and undervalued and gives you everything you need to buck the trend and capitalize on being female friendly. This complete guide even comes with valuable marketing dos and don'ts to ensure you attract the right clients in the most cost-effective way.
How to Give Financial Advice to Women tells you what every wealthy woman wants her financial advisor to know.
- Sales Rank: #773969 in Books
- Published on: 2012-08-28
- Original language: English
- Number of items: 1
- Dimensions: 9.30" h x .90" w x 6.30" l, 1.20 pounds
- Binding: Hardcover
- 272 pages
From the Back Cover
During the next several decades, women will inherit approximately $28.7 trillion in assets and will need good financial guidance to manage their increasing wealth. The problem is that two-thirds of women don't trust financial advisors. Even if you are the best at what you do, a female client will pass you over if you can't effectively communicate and establish a trusting relationship with her. "How to Give Financial Advice to Women" is your one-stop handbook for connecting with affluent female investors.
Written by a wealth psychology expert with over 20 years of experience coaching women, this practical book helps you understand the wants and needs of affluent female clients and shows you how to appeal to this group of loyal investors. First, it breaks down the psychological fundamentals of women and wealth, and then it outlines the skill set you need to effectively communicate and advise affluent women. With the help of concrete action steps, in no time at all you will: Refine your advising style to appeal to women Be sensitive to the realities of affluent women's lives Meet the unique needs of women in a variety of life transitions Connect with women both as individuals and as part of couples Build trust, actively listen, and foster financial confidence Help women prepare their children to receive wealth
Whether you are a male or female advisor, "How to Give Financial Advice to Women" shows you how the industry has historically made women feel misunderstood and undervalued and gives you everything you need to buck the trend and capitalize on being female friendly. This complete guide even comes with valuable marketing dos and don'ts to ensure you attract the right clients in the most cost-effective way.
"How to Give Financial Advice to Women" tells you what every wealthy woman wants her financial advisor to know.
About the Author
Kathleen Burns Kingsbury is the founder of KBK Wealth Connection and a wealth psychology expert and behavioral change specialist. She teaches financial services professionals how to connect, communicate, and collaborate more effectively with their clients to increase client retention and improve profitability.
Most helpful customer reviews
4 of 4 people found the following review helpful.
A psychologist's take on this book
By Dr. Mary Gresham
A recent survey of 22,000 women who represented both a global and diverse population found that the industry with which they were most dissatisfied (73%) in terms of both services and products is the financial services industry. This report by the Boston Consulting Group is only one of the references that inspired Ms. Kingsbury to address her book to the unmet needs of the female clients of financial advisers. Her book is practical, jargon free and full of direct quotes from women interviewed about their experiences with financial services firms. What are their primary complaints?
Financial advisors tend to address the male partner in meetings, often overlooking the important contributions that women make to the financial life of the family. They also tend to report on the finances in terms of benchmarks like the S & P instead of relating the information to the specific goals of their female client. Often, when they do offer special programs for women, they offer gender stereotyped programs instead of surveying their female clients for the programs that these clients truly need or want.
The focus of this book is the affluent female who may find herself treated as if she lacked financial understanding or literacy. While some affluent women do lack financial knowledge, a growing number of women are earning their own fortunes and are quite money savvy. Thus it is crucial to understand and communicate with each female client as an individual, taking her own history and level of expertise into account. Helping women develop greater confidence in their financial skills is often but not always part of working with this group of clients.
Ms. Kingsbury has some excellent direction for advisers on the importance of developing communication skills when working with women on an issue as deeply personal as money. Learning to listen, be skilled with emotional material and have an awareness of one's own nonverbal messages are part of this essential skill set and are well illustrated in this chapter of the book.
Women have specific needs for financial advice that takes into account their particular life circumstances such as the possible movement in and out of the workforce with care giving duties or longer life expectancies. Women also both want and need assistance with helping the next generation to develop financial skills.
It may take more time and effort to secure a female client due to our lack of trust of the industry and our dislike of sales pressure. The art of marketing to women is also addressed in this volume. The advisor who takes Ms Kingsbury's advice however, is likely to be rewarded by the referrals that women tend to send when they are satisfied with a service.
The style of the book is quite readable and flows well. Because this book is oriented to the business community, most of the references are from the business literature. My only mild critique is that (selfishly) I would like to have seen a few more social science peer review references to help us continue to get more mental health professionals involved in working on issues related to women and money.
2 of 2 people found the following review helpful.
Must-read for all advisors
By Nancy Opiela, Financial business journalist
So often "How to" books identify problems, but offer little in the way of creative solutions. In How to Give Financial Advice to Women: Attracting and Retaining High-Net-Worth Female Clients Kathleen Kingsbury delivers on her title's promise, providing expert advice and easy to implement strategies to help advisors connect, communicate, and collaborate more effectively with their women clients. Drawing on her financial psychology expertise, Kingsbury also provides an interesting overview of the female brain and explodes myths about what women want from their advisors. How to Give Financial Advice to Women offers the detailed roadmap advisors need to navigate the female world and forge stronger relationships with women clients.
2 of 2 people found the following review helpful.
Outstanding resource for financially advising women
By Denise P. Federer, Ph.D.
I highly recommend this book to professionals who want to increase their knowledge and skills when advising women. Kathleen has done a stellar job providing an overview of the female perspective towards money. As importantly she presents excellent practical strategies for financial advisors to work more effectively with their female clients.
Denise P. Federer, Ph.D.
Federer Performance Management Group, LLC
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