Client Service Connect with female clients

Invesco Global Consulting
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Key takeaways

  • The challenge:

    Women control about half of all the wealth in the US,1 so it’s important in our view to make connections with them.

  • Our solution:

    Approach female clients the same way you do with everyone else, but treat them in a unique way.

  • Our program:

    Our client workshop, “Your Prosperity Picture” is designed to create momentum with female investors.

The challenge: Building strong relationships

Female clients are, in our view, key to a practice; women control about half of all the wealth in the US.1 Plus, 70% of baby boomer women say they’ll leave their financial professional if they outlive their husbands.2 A seminar titled “Women and Investing” isn’t the answer.

Invesco Global Consulting partnered with word specialist, Maslansky + Partners, to see what resonates with female investors. Our research shows that the best mindset is to approach them as you would any client. Don’t label them or draw attention to their gender. But when they’re sitting across from you, treat them in the unique ways they prefer.

Our solution: An entertaining, interactive, and inspirational approach

Our client workshop, “Your Prosperity Picture,” is a five-step system designed to help women manage their money, design their life, and create their future. The goal is that they’ll leave with everything they need to transform their financial vision into reality. It leverages three key principles for working with female clients:

1. Provide experience before explanation

Focus on an engaging experience — a way to connect with and inspire them before you begin explaining financial concepts.

2. Align life goals with financial goals

Connect investment goals with life goals; your female clients may be 41% more likely to be satisfied.3

3. Be positive

Focus on taking positive action instead of dwelling on what’s wrong.

Learn more

Read the Your Prosperity Picture program overview.

  • 1

    Source: "Women of Wealth: Why Does the Financial Services Industry Still Not Hear them?" by Heather R. Ettinger and Eileen O'Connor for Family Wealth Advisors Council, 2011.
  • 2

    Source: Advisor Perspectives, “Three Strategies for Working with Older Clients  - and Preserving the Relationship,” by David Solie, April 29, 2014. 
  • 3

    Source: Center for Talent Innovation, “Harnessing the Power of the Purse: Female Investors and Global Opportunities for Growth,” by Sylvia Ann Hewlett and Andrea Turner Moffitt with Melinda Marshall, Aug. 1, 2014. ©2014 Center for Talent Innovation.  All rights reserved.

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