Wednesday, December 31, 2014

How acting as a facilitator gains greater participation with women - What Women Want from Financial Advisors

Some describe children as “empty vessels to be filled” with the fundamentals of ABC and 123. Teachers are the knowledge holders that impart fundamentals for children. Adults are very different in that they already have life experiences, information and knowledge that they bring to the table.

Financial planners have worked years earning different certifications and designations that make them experts in their field. They can’t come to the conversation and assume their client has the same level of knowledge and understanding of financial services. It is important for financial planners to be able to quickly assess the knowledge of their client and teach them what they need to know to make knowledge investment decisions. Financial planners can leverage many of the same skills a facilitator uses.

The art of facilitation is not salesmanship nor closing techniques. It's more of an escort process where you manage expectations and answer questions along the way.

Syndicated financial columnist and talk show host Steve Savant interviews Dr. Barb Provost, adjunct professor at Roosevelt University in Chicago. With multiple Masters Degrees and a Doctorate in Adult and Continuing Education, Barbara Provost MS EdD is an expert in how adults learn. Her insights into women and money are considered at the forefront of the most neglected demographic among financial advisers. She has also developed training programs for Fortune 100 companies and is a Certified Coach of the International Coaching Federation.

About Steve Savant

Steve Savant

As the National Marketing Spokesperson for Ash Brokerage, Steve Savant looks forward to meeting financial professionals in every way possible - in person or by video through conferences and social media.

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