The Exceptional Strategies You Need to Get Executive Female Clients

On the 52nd episode of Growing Your Financial Business…The Woman’s Way , we’re getting specific.

One of the keys to cloning your ideal client is good messaging. Depending on who exactly you want to work with, you might use different language, post on different platforms, or attend different events. Essentially, understanding what your ideal client wants can totally shift your business!

I’ve noticed that a lot of female financial advisors would love to work with female executives — women who are successful leaders with busy lifestyles — but they can be hard to find and often seem “all set” financially. That’s why the latest episode of Growing Your Financial Business…The Woman’s Way is directly focused on how to reach and communicate with these women, then turn them into lifelong, raving clients!

(Psst! Even if you don’t plan on working with female executives, this episode is a great resource for what you need to think about when cloning a client or deciding your niche.)

My guest this week is Tracey Bissett, a former executive at TD Bank in Canada, so she knows a thing or two about what these high-ranking women look for in a financial advisor. She is now Chief Financial Fitness Trainer of Bissett Financial Fitness Inc., which she founded as a way to help entrepreneurs live their financial lives with confidence.

One of the main roadblocks to working with corporate executives is that, on the surface, they seem like they don’t need help with their finances. . . According to Tracey, that couldn’t be farther from the truth!

The Myth of Being “All Set”

When a prospect tells you that they’re “all set,” do you believe them? Do you say, “Oh, okay, sounds good,” and never speak to them again?

I hope not! It’s a hard situation to navigate — what can you even say?! — but with practice, it will get easier. And you’ll discover that no one who says they’re all set is actually all set.

When Tracey worked in the corporate world (in a bank, no less), many of her colleagues actually had no idea how to manage their personal finances. Sure, they could talk a little about this or that, like profit and loss for the corporation, but when it came to their own savings and investments? No one had actually bothered to teach them what to do.

Many women can achieve great success in their careers without knowing much about finance at all. School doesn’t require students to learn it, and family members may not have the knowledge to pass down — they may never have made as much money themselves.

As a financial professional, it’s up to you to figure out what your client wants and what’s holding her back. Even if she says she’s “all set,” she may never have considered the problem you see or the service you can provide. . . What happens if you don’t offer your help? What if she finds out in 5, 10, 20 years that she wasn’t all set?

Once you learn what your clients need, you’ll be able to provide even more transformational value and attract more clients of the same high caliber.

But What DO Your Clients Need?

This is where a little bit of stalking research comes in. During our conversation , Tracey and I discussed strategies for learning how to best serve your ideal clients, as well as finding out what issues matter the most to them and what kind of messaging they trust the most. Better yet, if you’re looking for executive female clients, Tracey has already done some of the legwork for you, offering up insider information about what female executives might be looking for in a financial advisor.

This episode is great for anyone who wants to serve their clients at the highest level (which, I hope, is all of you!). Make sure to check out Growing Your Financial Business…The Woman’s Way for all the latest tips and strategies!

What do you want to hear on the podcast? Let me know in the comments!