{"id":8195,"date":"2010-09-27t12:31:11","date_gmt":"2010-09-27t16:31:11","guid":{"rendered":"https:\/\/48e130086c.nxcli.net\/?p=8195"},"modified":"2024-11-19t21:35:11","modified_gmt":"2024-11-20t02:35:11","slug":"women-say-their-financial-advisors-come-up-short","status":"publish","type":"post","link":"\/\/www.g005e.com\/2010\/09\/27\/women-say-their-financial-advisors-come-up-short\/","title":{"rendered":"women say their financial advisors come up short"},"content":{"rendered":"<p style=\"text-align: left;\"><strong>advisors need to understand the differences between men and women clients.<\/strong><\/p>\n<p style=\"text-align: left;\">in what could be a wake-up call for accounting firms, a majority of women  think that their wealth managers could do a better job of serving them, and  nearly a quarter of them say that there is a \u201csignificant need for  improvement,&#8221; according to a new global study by the boston consulting  group.<\/p>\n<p style=\"text-align: left;\">the findings\u2014released in a white paper titled &#8220;leveling the playing field: upgrading the wealth management experience for women&#8221; \u2014are  based on a survey of 500 women and more than 70 interviews with  private-banking specialists and wealthy women around the world.<\/p>\n<blockquote style=\"text-align: left;\">\n<p style=\"text-align: center;\"><strong>get the instant download: &#8220;<a href=\"https:\/\/cpatwpe.s3.amazonaws.com\/cpatrendlines\/wp-content\/uploads\/2010\/09\/bcg-wealth-mgmt-for-women.pdf\" target=\"_blank\">upgrading the wealth management experience for women<\/a>&#8221; (pdf, 12 pages)<\/strong><\/p>\n<\/blockquote>\n<p style=\"text-align: left;\">the  fact that women, as a group, are overlooked or undervalued belies their  significance as wealth management clients. according to the study:<!--more--><\/p>\n<ul style=\"text-align: left;\">\n<li>women controlled an estimated 27 percent, or about $20 trillion, of the world\u2019s wealth in 2009.<\/li>\n<li>the  percentages were highest in north america (33 percent), australia and  new zealand (31 percent), and asia (29 percent, ex japan), and much  lower in latin america (18 percent), japan (14 percent), and africa (11  percent)<\/li>\n<li>in europe, the percentage was higher in western  europe (26 percent) than in russia (21 percent) and eastern europe (19  percent, ex russia)<\/li>\n<\/ul>\n<p class=\"caption\" style=\"text-align: left;\">figures are based on  wealth owned by clients with at least $250,000 in investable assets,  which include cash deposits, money market funds, listed securities held  directly or indirectly through management investments, and onshore and  offshore assets.<\/p>\n<p style=\"text-align: left;\">while the share of wealth controlled by women has  changed only gradually over time, the amount of women-controlled wealth  has been on a rollercoaster ride since the start of the financial  crisis, mirroring the overall movement in global assets under management  (aum). after falling sharply in 2008, it soared by 16 percent in 2009,  to $20.2 trillion. it grew by nearly 30 percent in asia (ex japan) and  by 24 percent in australia and new zealand. in other regions, it  increased by anywhere from 13 to 18 percent, except in japan, where it  grew by only 2 percent.<\/p>\n<p style=\"text-align: left;\">bcg projects that the amount of wealth  controlled by women will grow at an average annual rate of 8 percent  from year-end 2009 through 2014, slightly above the 7 percent rate from  year-end 2004 through 2009. emerging markets are expected to lead the  growth over the next several years.<\/p>\n<p style=\"text-align: left;\"><strong>an uneven playing field<\/strong><\/p>\n<p style=\"text-align: left;\">according  to the survey, conducted in early 2010, 55 percent of respondents said  that wealth managers could do a better job of meeting the advisory needs  of women; 24 percent said that private banks could significantly  improve how they serve women.<\/p>\n<p style=\"text-align: left;\">\u201cthe dissatisfaction stems from the  unshakable perception that men get more attention, better advice, and  sometimes even better terms and deals,\u201d said peter damisch, a bcg  partner and a coauthor of the study. \u201cwe heard this sense of  subordination time and again in our interviews.\u201d<\/p>\n<p style=\"text-align: left;\">the problems that  cause women to feel like second-class clients are deep-seated. they  stem from experiences in the advisory process as well as the  communication style of private banks and relationship managers (rms).<\/p>\n<ul style=\"text-align: left;\">\n<li>many  women said that their rms assume that they have a low risk tolerance  and thus provide only a narrow range of investment solutions<\/li>\n<li>some said that they were given \u201cdumbed down\u201d versions of the standard offering<\/li>\n<li>several said that their advisors do not take them seriously, which made for off-putting and sometimes humiliating interactions<\/li>\n<\/ul>\n<p style=\"text-align: left;\">the  problems are compounded by the superficial strategies that some wealth  managers use to target women. \u201csome of the most common approaches  revolve around products, pitches, or promotions that can easily come  across as patronizing or contrived,\u201d said monish kumar, a bcg senior  partner and a coauthor of the study. \u201cthey can alienate the very people  they\u2019re meant to attract.\u201d<\/p>\n<p style=\"text-align: left;\">wealth managers need to understand that  there are material differences between men and women clients. women,  for example, often seek holistic advice to fulfill long-term goals. most  want their banking relationships grounded in empathy and personalized  advice, while men tend to view their banking relationships through a  business-oriented lens.<\/p>\n<p style=\"text-align: left;\">\u201cthese generalizations should not be taken  as holy writ,\u201d cautioned anna zakrzewski, a bcg principal and a  coauthor of the study, \u201cbut they do shed some light on why so many  private banks\u2014despite targeting other groups of clients, such as doctors  or lawyers\u2014still have a service gap between male and female clients.<\/p>\n<p style=\"text-align: left;\">\u201cfor  example, many women feel that their advisors focus too much on  short-term results and disregard their long-term goals, which often  revolve around major milestones in a woman\u2019s life, such as the birth of a  child. this is in part a function of incentive systems and company  cultures that are focused on near-term performance, but it is also a  shortcut and a symptom of superficial advisor-client relationships.\u201d<\/p>\n<p style=\"text-align: left;\"><strong>upgrading the client experience for women<\/strong><\/p>\n<p style=\"text-align: left;\">wealth  managers can attract new clients and reinforce relationships by  fine-tuning, rather than reinventing, their approach. \u201cmost banks will  find that the problems are less about what they provide for women, in  terms of products, and more about how they deliver their service,\u201d kumar  said.<\/p>\n<p style=\"text-align: left;\">wealth managers can put their rms in a better position to  initiate or strengthen relationships simply by calling attention to  areas where women generally feel undervalued or overlooked. more  ambitious wealth managers can develop robust training programs and  incentive systems to ensure that they are serving women effectively.<\/p>\n<p style=\"text-align: left;\">most  important, wealth managers should recognize that the necessary changes  are likely to be subtle rather than sweeping. \u201cas critical as it is for  wealth managers to improve how they serve women, it is equally important  that they understand the cost of artless overtures,\u201d damisch noted.  \u201coverreacting to the problem with graceless \u2018solutions\u2019 will do more  harm than good.\u201d<\/p>\n","protected":false},"excerpt":{"rendered":"<p>advisors need to understand the differences between men and women clients. in what could be a wake-up call for accounting firms, a majority of women think that their wealth managers could do a better job of serving them, and nearly &hellip; <a href=\"\/\/www.g005e.com\/2010\/09\/27\/women-say-their-financial-advisors-come-up-short\/\">continued<\/a><\/p>\n","protected":false},"author":17,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_relevanssi_hide_post":"","_relevanssi_hide_content":"","_relevanssi_pin_for_all":"","_relevanssi_pin_keywords":"","_relevanssi_unpin_keywords":"","_relevanssi_related_keywords":"","_relevanssi_related_include_ids":"","_relevanssi_related_exclude_ids":"","_relevanssi_related_no_append":"","_relevanssi_related_not_related":"","_relevanssi_related_posts":"","_relevanssi_noindex_reason":"","footnotes":""},"categories":[1905,5,2312],"tags":[99,127,53,936,505],"class_list":["post-8195","post","type-post","status-publish","format-standard","hentry","category-clients-and-service","category-outlook","category-women","tag-client","tag-clients","tag-pfp","tag-service","tag-women"],"acf":[],"yoast_head":"<!-- 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