Your value as an advisor is more than money. It’s the sum of who you are and the unique expertise and perspective you bring to your clients. Many women professionals are reluctant to clearly communicate their value to others for fear of looking salesy or greedy. But it’s impossible to grow a book of business and reach revenue goals if you can’t confidently share why people should hire you. If you find this part of your job tricky, don’t fret. You can change and learn new skills that make growing your book of business more enjoyable.  

Step 1: Identify your value. If you find yourself wanting to skip over this step, don’t. Many newer advisors mimic other advisors’ value proposition only to find it doesn’t work. Your value is unique to you and includes your knowledge, skills and lived experience. It is also the essence of what makes you you. When you know your value and feel it in your bones, your confidence increases and you close more sales. And that can not be copied, it has to be earned. 

Step 2: Adopt a success mindset. How you think about business development and selling influences outcomes. If you have a negative mindset about sales or your ability to talk about how you help clients, then you need to reframe these thoughts. Your mindset can sink the ship or lead to success. It’s your call. 

Step 3: Communicate your value. Good communication skills are vital for advisors. Women often have them in spades. But when it comes to self-promotion, you may find yourself tongue tied. It is vital that you practice talking about your value and handling common questions and pushback. This builds mastery and people like to work with self-assured advisors. 

Step 4: Design the client experience. You need to clearly communicate how you work with clients when selling your services. Design a repeatable client experience that you can talk about with prospects. This experience should be tailored to your ideal client and demonstrate how you can make managing their finances easier and more effective. 

Step 5: Master fee conversations. Advisors tend to discuss financial matters with ease but find talking about their fees uncomfortable. Whether or not a prospect breaks money silence and asks “how much?”, it’s your responsibility to proactively discuss the cost of your services and how working with you provides a return on their investment. When you can confidently share your fees, you foster trust and onboard more clients. They see your true value and are willing to pay for it. 

Take time to ponder each of these steps. Let me know which part of this process is most challenging for you. If you find yourself wanting a little support, I would be happy to set up a time for us to talk about my Unleash Your True Value™ Coaching Program. 

Let’s make 2024 your best year yet for women advisors everywhere!