Even one of the most powerful females of last yearHurricane Sandycould not stop the Women Advisors Forum from making its own powerful landing in Boston. And that December event, which was rescheduled from its original October date, held some strong lessons for the female advisors in attendance.
That included the popular Multi-Million Dollar Woman panel, where four successful female advisors shared what they learned from the potential clients they lost. Those lessons include forgetting about the commissions a deal could reap, letting only immediate team members in on the pursuit, and being persistent.
Knowing when to ultimately back away also helps, said Shelly Church, senior vice president of investments at Raymond James & Associates. Church recalled a client who, with $150 million in assets, would have been her largest client at the time the opportunity to work with him came along. But the match was not a meeting of the minds, she said.
"All he wanted to talk about was performance, performance, performance," Church said. "He just wouldn't talk about anything other than that, [including] estate planning or investment planning."
Church said she eventually got over the lost opportunity and still carries the lesson from that experience today. "It's not about the numbers, it's about the relationship for me," she said.
This year's Women Advisor Forum series, which kicks off on May 15 in New York, will include more of the latest lessons from the turf from successful female advisors. The events will also include sessions on best marketing and practice management approaches.
Look out for the four-event tour also set to stop in Dallas on May 30, Chicago on Oct. 29, and Newport Beach, Calif., on Nov. 14.