How Women Wealth Management Pros Can Win Client Trust
The wealth management domain is inherently male-dominated, but things have changed over the years. More and more women are foraying into the industry and showing their prowess with money. But if you are a she-entrepreneur competing with your male counterparts, you will probably know the challenges of breaking the glass ceiling. Gaining the trust of your clients is perhaps the most daunting one because people may still have some qualms about trusting women to guide them with their financial decisions. But you can follow some simple measures to establish your credibility. Here are some tips to help women wealth management professionals to win client trust.
Know your business first
Knowing your business first is the key to delivering the best advice to your clients and winning their trust sooner than later. You can go above and beyond with your services by ramping up your financial expertise. For example, knowing how to construct legal entities gives you an edge as a wealth advisor to business owners. Likewise, you can go the extra mile to serve retirees with an excellent understanding of high-growth investments. Picky customers expect you to be a subject-matter expert, regardless of gender.Â
Understand your clients well
Besides knowing your business, you must understand your client, deep down to their challenges, values, and goals. They will hardly bother whether you are a man or a woman if you know exactly what they want. Good listening skills give you a head start. Women are in a better place in this context because they are empathic and caring, so they tend to pay more attention to the needs of the client.
Think holistic
Wealth advisory firms often fail to look beyond portfolio management. But you can carve a niche for yourself by going the extra mile with a holistic approach. Consider embracing a wealth management solution that helps you evaluate a complete financial picture of each client. The little extra you invest with this initiative sets you apart as a woman in a male-dominated industry. Clients trust you more when you have the best advice for them, and these solutions empower you to provide it.
Learn to say no
Saying no is often the hardest part of serving clients, but it can be vital when providing fiduciary services. At times, you may need to do it when a decision does not seem to favor your client in the long run. For example, a business owner may want to invest in an expansion plan in an overseas market that does not have good potential. Stick to your advice, even if it means working hard to convince them about the downsides of the decision. Remember that saying no can build trust, so be willing to do it.
Build a great network
Women entrepreneurs can succeed with good networking in all domains, and wealth management is no exception. As a wealth manager, you can use your networking skills to spread the word and develop trust in your offerings. Connect with industry leaders and ask for recommendations. Foster your relationships with clients, and request them to share reviews. The more you reach out, the better your credibility gets.
Finally, be ready for apprehensive clients because you may have to invest extra effort to convince them about your expertise. However, do not let gender bias kill your credibility, and believe in your talent first.
