Archive for November, 2011

«
»

How can I brush up my grammar?

Nov. 29th 2011

Grammar, punctuation, and word usage questions puzzle many of my readers. If you’d like to brush up on the basics, I’ve got some tips for you.

1.  Buy and read Edit Yourself by Bruce Ross-Larson.

This slim paperback offers tips in an easy-to-read style in its first 11 chapters. For example, “Long sentences−those of more than, say, twenty words−often are hard to read. Short sentences usually are not.” The second half of the book is an alphabetical, reader-friendly reference.

When you have questions beyond the book’s scope, check out the books listed in “My five favorite reference books for writers” and the online resources I discuss in “Poll: What’s your favorite online resource for grammar, punctuation, and word usage questions?”

2. Take GrammarBook.com quizzes.

GrammarBook.com offers interactive quizzes. What I liked about the one quiz I took was that the answers explained the rules clearly. Plus, it taught me some fine points of grammar, so it’s good for advanced students as well as writers who are brushing up.

Some of the GrammarBook quizzes are free. If you like the freebies enough, you can buy an annual subscription to access the rest.

_______________________________________________________________
Need to write better? Register for my next class on “How to Write Blog Posts People Will Read: A 5-Week Writing Class for Financial Advisors” starting May 16. You won’t get another chance to take this class until 2013.


Receive a free 32-page e-book with client communications tips when you sign up for my free monthly newsletter.

Copyright 2012 by Susan B. Weiner All rights reserved
This content may not be reposted without the author’s written permission.

Posted by Correna Wood | in grammar, punctuation, writing | No Comments »

Introducing “Mistake Monday” on the Investment Writing Facebook page

Nov. 28th 2011

Every writer makes mistakes. The best writers learn from mistakes. In the interest of furthering your learning, I’ve introduced Mistake Monday on the Investment Writing Facebook page. My goal is to share examples of writing mistakes every Monday. I also welcome your contributions.

For Mistake Monday, can you suggest a replacement for "mitigate"? You may not think of "mitigate" as a mistake, but I'd prefer a simpler word.

Why you should visit the Mistake Monday posts

Mistake Monday offers you a chance to test your knowledge of the fine points of writing. I’ll post writing samples, but I won’t correct them. At least not right away. I’d like to give you room for friendly discussions about the mistakes on the page.

Reading the comments on the Mistake Monday conversations will help you to refine your understanding of good writing. I expect to learn things, too.

Please contribute to Mistake Monday

I welcome your posts of writing mistakes on any Monday, but only on Mondays. Please keep the content clean and your comments civil. I look forward to learning from you!

_______________________________________________________________
Need to write better? Register for my next class on “How to Write Blog Posts People Will Read: A 5-Week Writing Class for Financial Advisors” starting May 16. You won’t get another chance to take this class until 2013.


Receive a free 32-page e-book with client communications tips when you sign up for my free monthly newsletter.

Copyright 2012 by Susan B. Weiner All rights reserved
This content may not be reposted without the author’s written permission.

Posted by Susan Weiner CFA | in grammar, punctuation, writing | No Comments »

Poll: Should institutional investment managers be likable?

Nov. 22nd 2011

Photo: jpctalbot

Writing likable emails can help you and your firm differentiate yourselves, as I discussed in “Reader challenge: How can investment and wealth managers apply this tip?”

However, institutional investment managers’ emails aren’t known for likability. In fact, they’re more apt to be formal and impersonal. They may feel this suits their corporate personalities as portfolio managers for corporations, government bodies, foundations, endowments, unions, and other organizations.

Here’s my poll question: Should institutional asset managers strive for likability in their sales, marketing, and client emails? Your choices include the following:

  • Yes, always
  • Yes, most of the time
  • Yes, but only when they have a personal relationship with the recipient
  • No, it doesn’t matter
  • [You can also enter your own answer]

Please answer the poll in the right-hand column of my blog and add your comments below. I’ll publish the results in my e-newsletter.

_______________________________________________________________
Need to write better? Register for my next class on “How to Write Blog Posts People Will Read: A 5-Week Writing Class for Financial Advisors” starting May 16. You won’t get another chance to take this class until 2013.


Receive a free 32-page e-book with client communications tips when you sign up for my free monthly newsletter.

Copyright 2012 by Susan B. Weiner All rights reserved
This content may not be reposted without the author’s written permission.

Posted by Susan Weiner CFA | in client communication, email, marketing | No Comments »

5 tips for picking powerful blog post titles

Nov. 22nd 2011

Strong titles attract readers to your blog posts. On the other hand, weak titles will deter readers from delving into your content.

Photo: ~K~

As Brian Clark of Copyblogger.com says, “On average, 8 out of 10 people will read headline copy, but only 2 out of 10 will read the rest.” Also, titles play a big role in how prominently your posts feature in Internet searches.

Here are some techniques to help you boost your blog’s appeal.

  1. WIIFM
  2. Keywords and powerful words
  3. Controversy
  4. Humor
  5. Research

Tip 1: WIIFM

“What’s in it for me?” (WIIFM) tops your readers’ concerns as they scan titles, deciding which blog posts to read. So, emphasize your post’s benefit to readers in your title. For example, use “How to retire at age 55” or “Stress-free retirement” instead of “Retirement planning” or “Using tax-exempt retirement accounts.”

Tip 2: Keywords, powerful words

Keywords are the words and phrases that your most desirable readers use to find you. Insert keywords into your titles.

Other powerful terms include

  • Best
  • Free
  • Secrets
  • Top Tips

I’ve also found that inserting names of famous people or organizations into my titles helps them attract more readers.

Tip 3: Controversy

Stirring up controversy or just asking a question draws readers. One of my most shared posts, ” ‘CFA credential implies a standard of care not always upheld,’ says Forbes opinion piece,” discussed a controversial opinion. Similarly, my “reader challenge” post titles benefit from my readers’ desire to express their opinions.

Tip 4: Humor

Humor pays. For example, dry humor drew me to “The U.S. Downgrade is My Fault,” a post by Rick Ferri on Forbes.com.

Tip 5: Research

Your best titles probably differ from other people’s. This is why I suggest you study what works for you.

You can gauge success informally by noting which posts attract the most visits. Alternatively, you can use free software such as Google Analytics to measure your posts’ appeal, which you can attribute at least partly to your titles.

Great blog posts about titles

How to Write Magnetic Headlines
How to Craft Post Titles That Draw Readers Into Your Blog
How to Choose a Headline Using 3 Little Known Secrets

Your best title tips?

If you have a great tip for boosting title-power, please share it as a comment on this post.

_______________________________________________________________
Need to write better? Register for my next class on “How to Write Blog Posts People Will Read: A 5-Week Writing Class for Financial Advisors” starting May 16. You won’t get another chance to take this class until 2013.


Receive a free 32-page e-book with client communications tips when you sign up for my free monthly newsletter.

Copyright 2012 by Susan B. Weiner All rights reserved
This content may not be reposted without the author’s written permission.

Posted by Correna Wood | in blog, marketing, writing | 3 Comments »

Financial bloggers, your writing skill isn’t everything

Nov. 21st 2011

Financial professionals who blog often wish they were better writers. Writing skill helps. But it’s not enough to make you stand out among the many financial planners and investment and wealth managers who blog. You also need to be distinctive.

In “Only One Person Could Write That,” novelist Jeff Lindsay reinforces this point. “Good writing…comes from saying what you mean in a way no one else can say it,” he says. It should express your personality.

In my opinion, a strong and distinctive personality is more of an asset than impeccable punctuation and grammar. It makes your writing come alive. It says, to quote Lindsay, “This is me and no one else.”

Readers will forgive some weaknesses in your writing if you provide value in a way that’s unique to you. Of course, if your writing makes it easy for your audience to grasp your message, that’s even better. If you’d like to boost your writing skill, consider taking my next blogging class. It’s tailored to the needs of financial planners and investment and wealth managers.

Writing skill isn't everything

_______________________________________________________________
Need to write better? Register for my next class on “How to Write Blog Posts People Will Read: A 5-Week Writing Class for Financial Advisors” starting May 16. You won’t get another chance to take this class until 2013.


Receive a free 32-page e-book with client communications tips when you sign up for my free monthly newsletter.

Copyright 2012 by Susan B. Weiner All rights reserved
This content may not be reposted without the author’s written permission.

Posted by Susan Weiner CFA | in blog, writing | No Comments »

Guest post: “Creating Pitch Books Without Losing Your Mind: Design & Content Management Tips”

Nov. 17th 2011

Margaret Patterson, the co-host on my recent webinar, is a financial pitch book expert. She has created sales support tools and provided production management expertise to numerous institutional asset managers and consultants, mutual fund companies,  and wealth management advisors for 25 years. She shares her expertise in the guest post below, which originally appeared on one of my earlier blogs.

Margaret is great about answering questions, so I hope you’ll pose some.

Creating Pitch Books Without Losing Your Mind:

Design & Content Management Tips

by Margaret Patterson

Typically many employees provide input for a firm’s pitch book. To pull all that information together you need a good plan.

1. Delegate pitch book content management to one employee. That person will be the key contact for every employee and consultant who influences the pitch book.

2. A small approval committee, 3 to 5 people, should determine what content works best.

3. Give considerable attention to investment process but whittle it down to no more than five steps. Don’t over-explain. Let your graphics be a starting point for conversation.

4. Emphasizing investment professionals’ expertise gets new business. Don’t leave out the support they get from marketing, client service, operations and reporting. Finding inefficiencies in markets, sticking to disciplined investment processes and impressive client service are the marks of well-structured firms regardless of their size. An impressive organization chart carries a lot of weight with prospects.

5. Request senior management approval only after you have a complete draft that can be defended with valor. You need a concise mission statement supported by brief, punchy text and elegant graphics. 20 to 25 pages are enough. After all, people are pitching to people. Be a good listener and let your spoken story address a prospect’s unique concerns.

6. It’s a good idea to customize books if you clearly understand your prospect’s investment objectives. Customized pages can be inserted into your standard book.

7. Handouts are also valuable tools in a high courtship pitching process. Use fact sheets, company profile handouts and composite performance PDFs to provide more detailed information. Handouts also help you control who gets the information and when. Conversely, prospects will resort to taking phone calls and planning golf games if your pitch book is too long and intense.

I create a PowerPoint design system guide for each client to help them maintain consistent, effective messaging.

Input and questions are welcome. Your thoughts may show up in future articles, so let me know if I can quote you.

_______________________________________________________________
Need to write better? Register for my next class on “How to Write Blog Posts People Will Read: A 5-Week Writing Class for Financial Advisors” starting May 16. You won’t get another chance to take this class until 2013.


Receive a free 32-page e-book with client communications tips when you sign up for my free monthly newsletter.

Copyright 2012 by Susan B. Weiner All rights reserved
This content may not be reposted without the author’s written permission.

Posted by Susan Weiner CFA | in communication, investment, marketing | 2 Comments »

Guest Post: “Doctoring the Books—the Right Way”

Nov. 15th 2011

Laura Matthews is an insightful and detail-oriented book doctor. I’ve seen her in action in my writing group. I also know one of her satisfied financial advisor clients. I’m delighted that Laura shares her perspective on book doctoring in this guest post.

Doctoring the Books–the Right Way

By Laura Matthews

Laura Matthews

“Book doctor.” Sounds intimidating. Like your worst nightmare English teacher from high school, the one who x’ed out entire paragraphs in red ink and wrote, “This paper is a rudderless boat,” under a large, scrawling “D.”

Been there.* So when I’m working with an author, I try to be as opposite as possible. In the close to 500 books I’ve edited, it’s always been my goal to encourage authors with positive feedback and storytelling savvy that enhances their material and makes it more engaging. The writer is the idea-generator; the book doctor hones that idea to razor sharpness.

A good book doctor, otherwise known as an editor, will find the gems in your work and help you polish them to a shining gleam. No matter where you are in the process—an idea, an outline, a first draft, or a thoroughly crafted manuscript—a book doctor can take you to the next level of fine-tuning and crafting the final product.

Surprisingly, the book doctor doesn’t need to be an expert in your field to be a good match. After all, if you’ve written a book, you’re the expert already. What you need is someone to let you know if your expertise is understandable to the lay person. One of the defining traits of editors is an insatiable desire to know everything. (I get closer every day.) They are curious about all kinds of topics and want to dig deep to understand them. It’s almost better when they don’t know everything about your topic; they can then bring fresh eyes to it and more effectively represent the reader. Some familiarity with the specific vocabulary of your field, though, is helpful.

What do book doctors do?

When you bring your manuscript to a book doctor for evaluation, you’ll probably get one of three recommendations:

  1. If the book is in good shape already, the editor might suggest a copy edit or proofread, to ensure there are no errors in the text itself. This type of edit covers spelling, punctuation, grammar, etc.—the mechanics of the text. If an editor suggests this right off the bat, congratulations! You’ve done an excellent job already of putting the book together.
  2. If the book is basically sound structurally but has phrasing or clarity issues, it may need a deeper line edit to smooth language, organize paragraphs, trim extra words, etc. The editor would strive to retain your voice while still ensuring the writing is clean, succinct, and understandable to the lay person.
  3. If the book has a great core concept but some organizational and structural issues, the editor might suggest a revision, which you could do with the editor’s guidance or the editor could do for you. In this type of edit, the editor connects to your ultimate vision for the project, and then does the heavy lifting for you in crafting the manuscript to your specifications without you having to be a writing expert. That’s the real expertise of the editor—crafting the written word itself.

These different levels of editing would most likely be charged at different rates, depending on the book doctor, their experience, and their availability. Some charge by the hour, others by the word count. But this is not the place to skimp before publishing or shopping your book around—one of the most common complaints today about self-published books, for example, is the carelessness or non-existence of the editing. The reader can spot it instantly. Also, many publishers are now requiring authors to have the editing done before submission. Editing is essential—don’t let your book go out without it.

The editor may have some general knowledge about what will be marketable to your audience, but your expertise will be the final word on that. You know your target market and what they need; the editor will help you say what you want to say to reach the audience you specify.

What to look for in a book doctor

Many people have strong editing skills on the page, but the bigger consideration, to me, is the personalities of the two players. Chat on the phone with the book doctors you’re considering. Do you like them? Does it seem like they like you, and are they excited about the concept of your book? You may not spend any more time with them on the phone because much of the work can be done via email, but that first verbal contact (or face-to-face if possible) is a great way to establish the tone of the working relationship.

I’ve found that the best match of author to editor comes when their communication styles coordinate. Asking something as simple as, “Do you like contact via email or phone call?” can make or break an editing relationship. Most editors these days work in Microsoft Word, using the track edits and comments, so this is another consideration. If you’re comfortable with these features, the flow of editing will be much easier.

Another important quality in an editor is diplomacy. You, as the writer, don’t have to be diplomatic, but you’ll sure notice if your editor isn’t. Editors by definition are professional criticizers, so unless they’ve learned how to give the critique with respect and empathy, it can be rough to work with them. Try to find someone who can say the tough things in a kind way. You could even ask for references to attest to this quality.

Will the book doctor find you an agent?

While it might be tempting to go with a book doctor who claims they can also get your book to market or find a publisher, I’d be wary of this promise. Editing is a particular skill set, in which the editor becomes closely involved with the words on the page at the micro level. This skill involves an eagle eye for flaws and a sharp ear for language, and takes some time to develop and hone.

Most likely, those who have become excellent editors haven’t also developed the equally demanding macro skills of marketing and sales. I do not, myself, offer any publishing services nor have I developed contacts in that direction—I focus on getting the manuscript to the best place possible, so that you, the author, can shop it for agents, find a publisher, or self-publish on your own with confidence.

Go for it!

Writing a book is the hard part. Once you’ve done that, get the right professionals on your team to bring it to industry standard. You’ll need an engaging cover, an attractive and readable layout for the interior pages, and, most importantly (in my opinion!), a strong edit. These are essential for making your book the best it can be. Then, cha-ching!, you can rack up those sales.

*I did, indeed, earn the “rudderless boat” comment on a theme paper in high school. I bear the scars to this day.

Laura Matthews of www.thinkStory.biz has thirty-plus years of working with hundreds of authors from around the globe—yet, she still doesn’t know everything. Let her edit your book so she can get that much closer to omniscience. To see how that’s going, follow her on Twitter at: @thinkStory.

_______________________________________________________________
Need to write better? Register for my next class on “How to Write Blog Posts People Will Read: A 5-Week Writing Class for Financial Advisors” starting May 16. You won’t get another chance to take this class until 2013.


Receive a free 32-page e-book with client communications tips when you sign up for my free monthly newsletter.

Copyright 2012 by Susan B. Weiner All rights reserved
This content may not be reposted without the author’s written permission.

Posted by Correna Wood | in marketing, writing | 4 Comments »

Reader challenge: How can investment and wealth managers apply this tip?

Nov. 9th 2011

“You can differentiate yourself by communicating in a likable, authentic manner,” says author Sue Hershkowitz-Coore in Power Sales Writing: Using Communication to Turn Prospects into Clients. Her book emphasizes email communications.

To write in a likable manner, the author suggests you use the following techniques:

1.      Create a message that genuinely revolves around your prospect.

2.      Use more you and your words than I or me words.

3.      Reflect the prospect’s style.

4.      Start with something that matters to your reader.

5.      Be positive.

6.      Be brief, but not blunt.

7.      Be authentic!

How do YOU rise to this challenge?

Differentiation is a challenge for investment and wealth managers. Please tell me how YOU make yourself likable in your professional communications.

I recommend Power Sales Writing as a good read for any business person who needs to write emails that persuade. Disclosure: I received a free copy of this book from McGraw-Hill in return for agreeing to write about it.

_______________________________________________________________
Need to write better? Register for my next class on “How to Write Blog Posts People Will Read: A 5-Week Writing Class for Financial Advisors” starting May 16. You won’t get another chance to take this class until 2013.


Receive a free 32-page e-book with client communications tips when you sign up for my free monthly newsletter.

Copyright 2012 by Susan B. Weiner All rights reserved
This content may not be reposted without the author’s written permission.

Posted by Susan Weiner CFA | in client communication, email, marketing | 4 Comments »

Mind mapping for brainstorming as a group

Nov. 8th 2011

Mind mapping is a powerful tool for brainstorming. Without it, I’d find it much more difficult to write articles about complex topics. But mind mapping isn’t only for individuals. Groups can also harness its power.

“I think mind mapping would be great for group brainstorming.” It’s funny, but members of the New York Society of Security Analysts and the Professional Association for Investment Communications Resources (PAICR) made similar comments when I spoke to them about mind mapping on April 28. For example, PAICR members thought it would be a good way to discuss investment commentary ideas with portfolio managers.

I imagine a group would appoint one person to draw a mind map on a flip chart, with input from other members of the group. However, I suggest some other options in the mind map embedded below. Click on it to see a larger image.

YOUR group mind mapping ideas?

How about you? How do YOU suggest mind mapping as a group?

_______________________________________________________________
Need to write better? Register for my next class on “How to Write Blog Posts People Will Read: A 5-Week Writing Class for Financial Advisors” starting May 16. You won’t get another chance to take this class until 2013.


Receive a free 32-page e-book with client communications tips when you sign up for my free monthly newsletter.

Copyright 2012 by Susan B. Weiner All rights reserved
This content may not be reposted without the author’s written permission.

Posted by Susan Weiner CFA | in client communication, communication, writing | 2 Comments »

Great ad copy from Wilmington Trust

Nov. 4th 2011

“Learn about a great estate planning technique.”

Would the preceding line attract your attention to an advertisement? Well, maybe if you’re a financial professional. But odds are most regular folks wouldn’t exclaim, “Yes! I must read this.”

I like the Wilmington Trust ad shown with this blog post because it effectively says, “Learn about a great estate planning technique.”

By opening with “You didn’t get where you are today by missing out on exception opportunities,” Wilmington Trust appeals to prospective clients’ images of themselves. In other words, it appeals to their egos.

Once the firm has hooked its readers, they’ll look at the small print. They may even call Kemp Stickney or type in http://wilmingtontrust.com/gift/ to check out additional resources.

_______________________________________________________________
Need to write better? Register for my next class on “How to Write Blog Posts People Will Read: A 5-Week Writing Class for Financial Advisors” starting May 16. You won’t get another chance to take this class until 2013.


Receive a free 32-page e-book with client communications tips when you sign up for my free monthly newsletter.

Copyright 2012 by Susan B. Weiner All rights reserved
This content may not be reposted without the author’s written permission.

Posted by Susan Weiner CFA | in communication, marketing | No Comments »
«
»