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.
How to Work with Women – PART 1
Whether the woman is solo or with a partner, it is important to create an atmosphere of mutual respect and trust for all parties at the table. This can be done by setting up comfortable seating where she feels a part of the conversation and is engaged in the dialog. You want to create a comfortable setting and atmosphere where people are open to staying and engaging (think Starbucks). Get to know who she is, what she wants and needs. Ask good questions. Be patient and listen. Write her responses down! Repeat what you heard to see if you have captured the information correctly. Keep an open dialog. Encourage collaboration and freedom to participate. Don’t dis questions – in fact – encourage questions.
Learn about your client by asking discovery questions – what they need, their story, what they like, dislike, how you can help them.
Women refer and build networks once they trust and respect.
Educating your clients is critical. You must be ready to educate a woman on their current situation, and how to transition to meet the needs that they have communicated.
Watch for the next video in our women’s education series, How to Work with Women – PART 2