
Advisers would benefit from a greater number of female clients and should adopt assertive strategies to attract women, delegates at the SMSF Professionals’ Association of Australia national conference in Melbourne have heard.
Citing a number of case studies, she said women are more likely to refer clients to a trusted adviser and more likely to stay loyal once trust is earned.
“Up to 70 per cent of referrals at Aspire Retire come from women,” she said. “Women talk.”
Advisers need to approach women clients differently from men, she continued, focusing on empathy, long-term goals and developing an emotional relationship with a client, rather than on investment returns and using financial jargon.
She said women traditionally have a different risk appetite to men and that advisers should take this higher risk aversion into account when dealing with female clients.
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