“The industry was created by men, for men, and women have always been an afterthought, certainly not a focus. ” – Cary Carbonaro, CFP®
We all know the numbers:
- Roughly 80% of women fire their advisor after their husband dies.
- By 2030, women will control 66% of the nation’s wealth.
In this episode, Referral Coach Bill Cates interviews Cary Carbonaro, CFP®, Managing Wealth Advisor and the Women and Wealth Ambassador at Ashton Thomas. Cary explains how the financial industry has historically overlooked women clients and what needs to change to better serve and retain them.
She also outlines actionable ways advisors can create more inclusive, client-centered practices that truly resonate with women.
Bill and Cary Discuss:
- The reasons most advisors still struggle to connect with women, despite long-standing data showing their rising financial significance and influence.
- How focusing on women can be a lot more than just “women in transition” (such as after death or divorce).
- The fact that women give 7 times more referrals than men.
- How traditional practices, language, and analogies often alienate female clients and prospects.
- Why offering separate meetings for women within couples can significantly strengthen advisor-client relationships.
- How behavioral finance tools help advisors build deeper emotional connections and trust with women.
- The importance of changing hiring practices and early outreach to increase female representation in the advisory profession.
- …And more!
You don’t have to make women your “target market. ”
But don’t you think it makes sense to expand your thinking and your relationship skills to future-proof your practice?
