Sample of wbinar for advisors on using gender brain science to retain and attract clients.

1. Market Stress and
Retaining Clients and
Attracting New Assets
Webinar #4: How to Rebuild
Woman Client's
Trust and Loyalty
In this Volatile Environment

2. Rebuilding Trust and
Loyalty with Women Clients
• They don't know what to expect from you and your
professional advice -- going forward
• Previously, trust and loyalty was based on the
expectation of (asset) protection and them being
able to depend on your assurances….they now have
disconfirming experiences…
• For your men clients it's about taking action and
outcomes…
• For your women clients it's about rebuilding your
relationship and process…

3. You'll Get a Black Belt in
Negotiating+Communicating
with Women Clients Under Stress
Blend Your Own quot;Type Aquot;
Psychology
….with Your Female Client's
Different
•
Needs
•
Priorities
•
Feelings
•
Coping Approaches
Both kinds of approaches are needed
for the best outcomes -- right now

4. …primary area of the brain that
deals with stress is the limbic system
or the emotional brain.
…levels of stress hormones rise with age…
…after a perceived danger has passed,
your body then tries to return to
normal. But this becomes even more
difficult with age.

5. Insights From The New Science Of Gender Differences
Brains in the Rest-State:
Which Is Female?
(brain scans provided by Daniel Amen, M.D.)

6. Chemical Differences: Men
Low Levels Of quot;Feel Goodquot; And Bonding Hormones
High Testosterone – The quot;Actionquot; Hormone
Men Clients (and male
advisors!) Manage stress
through…
• Action
• Performance
• Taking Charge
• Fixing, Manage, Control
• Think, Plan, Analyze

7. More Don'ts…..
ü Play with your pen, cup,
ü Fidgeting or quot;antsy,quot; jiggle a
leg, tap the tablequot;
ü Tell jokes
ü Appear to be zoning out
ü Avoid making eye contact
ü Check Blackberry, phone,
email
ü Order around women in the
office or staff
7

8. Woman Client's Behaviors To Watch For…
Ø Taking notes even when bored
Ø Using more sensory/emotive words and
phrases
Ø Will likely not be aggressive in stating her
views or interrupting you.
Ø Asking open-ended, quot;don't you think?quot; kinds
of questions, rather than showing strengthquot;
Ø Spending more time quot;connecting the dotsquot;…
Ø Feel undervalued if their opinions/views are
not specifically sought out
Ø Using more words than men…
Ø Need adequate discussion time

9. Quick Tips
• Allow venting -- to a degree
• Advise your especially sensitive clients to
avoid the media
• Don't move too quickly from emotional issues
• Invite another woman into your meeting

10. Rebuilding Trust and Loyalty with
Women Clients
• Show them, and express verbally and in
writing, what they can expect from your
going forward
• Yes, the markets have fallen but you are still
working on their behalf and the relationship
has not been damaged
• They now have disconfirming experiences…
• They are looking for empathy, the feeling
that you quot;…get themquot;…

11. Today, Right Now, You Can…
• Pick Out A Few Of These Suggestions To Try
• Remember: It's Not Your Fault.
• Set Polite But Clear Boundaries
• Communicate Clearly That You Are Hard at
Work, Not Paralyzed, You Are Available To
Help

12. Thank You
New Book!!
www.genderleadership.com
Contact:
Elmer Rich III
elmer_rich@genderleadership.com
312-841-1149
12