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Monday, 20 March 2017 / Published in Barbara Kay Coaching Blog
I’ve been speaking to hundreds of advisors on branding and it’s a focus for those I coach.  Across the nation, there’s a pattern.  Many of us struggle to articulate our unique brand in a concise and compelling statement (me too). My branding guru says a brand should be summarized in only 7 words.   Sounds impossible!  Ultimately, it comes
Tuesday, 14 February 2017 / Published in Barbara Kay Coaching Blog
We all want clients and COI’s to refer, but first we have to make it easy for people to help. The folks described below made it HARD for me to refer.  Read on (or download in PDF), you’ll be even more motivated to make it easy for people to deliver you business.  I was! Referral Killer 1: Lost in
Friday, 02 December 2016 / Published in Tips
For my friends who do not receive the Journal of Financial Planning, below is my June 2016 article: In modern society, money is the primary tool for survival, security, and satisfaction. In previous hunting, agrarian, and bartering societies, money was one of multiple sources of sustenance; today, it’s the source. Consequently, every primitive survival and pleasure-seeking drive
Tuesday, 10 May 2016 / Published in Tips
Spring is college graduation time and a launch into financial independence, a celebration tuition-weary parents eagerly anticipate.  Unfortunately, while parents may be eager to be free of financial burdens, graduates may not be equally eager to assume them. Launching a graduate into independent adulthood can be a difficult transition filled with conflicting expectations and  mutual disappointments.  Now is the opportune time for
Tuesday, 05 April 2016 / Published in Advice
Today, I stumbled on a professional consulting website that is overwhelmingly masculine.  Clearly the business does not intend to work with only men, but their website will absolutely turn-off women, perhaps men too.  The branding impression is that: “We’re aggressive guys, we only understand aggressive guys, we’ll treat everyone like they’re an aggressive guy and our consulting will be aggressive guy tactics!” I’m confident that the business
Friday, 18 March 2016 / Published in Advice
Here we go again!  Every election cycle seems to get more colorful than the last.  Why?  One reason is the focus on OR rather than AND.  The candidates advocate for this group OR that group.  It’s politics of you OR me, but not both. Now financial services increasingly targets special groups, specifically women.  New products and services are popping up,
Tuesday, 25 August 2015 / Published in Tips
The markets are gyrating.  We’re dizzy & confused.  So are your clients.  Below are behavioral psychology tips for keeping clients calm: 1) First, Calm Yourself:  Up to 90% of communication is non-verbal.  Clients will notice any anxiety you feel.  Watch your speed of talking, breathing & pitch of voice.  Rapid speech, quick & shallow breathing and a change in pitch signals
Tuesday, 07 July 2015 / Published in Barbara Kay Coaching Blog
I follow marketing news, so you don’t have to.  Here are favorite rules and tips from marketing gurus.  Enjoy! Three Marketing Rules 1) Selling is Out:   People have been oversold.  They’re cynical and suspicious.  Traditional “selling” doesn’t work anymore.  It turns people off. 2) Attention is Rare:  Research shows we’re bombarded with 3,000 – 20,000 marketing
Thursday, 13 November 2014 / Published in Barbara Kay Coaching Blog
What the heck is “Fluency”?  How does it deliver the win? Fluency (a psychology term) indicates how easily people read, understand and interact with something.  The more something is fluent, the more we like it and judge it to be good. If it’s unappealing or confusing, we think “BAD”, no matter how good it actually is. It’s important that prospects
Thursday, 02 October 2014 / Published in Barbara Kay Coaching Blog
I’ve been encouraging advisors across the country to talk to women who are centers of influence when they want to develop more business.  Stop telling & selling.  Ask for help. Women don’t mind asking for directions and we don’t mind being asked (it’s practical). One of my financial advisor clients did this with great success. Here’s