Thank you, NAPFA MA Study Group, for your great response to my email/letter writing workshop

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The NAPFA MA Study Group asked lots of great questions during my November presentation to them on  “How to write effective emails to your financial planning clients.” Thank you, NAPFA members and guests, for your energetic participation!

Here’s some of their feedback.

  •  “I found this presentation very helpful in the sense that it focused on key elements to being an influential but understandable advisor.” 
  •  “Susan’s presentation brought to life the benefits of better writing.”
  •  “Great tips for jump starting my client communications”
  • “Susan’s presentation made me want to go back to my office and juice up my emails and letters.”
  • “I learned how to make my emails and letters more reader-friendly, how to simplify technical information, and how to entice people to actually read the email.”
  • “I have been making presentations to Fortune 500 companies for 20 years. I wish I had taken Ms. Weiner’s course years ago!”
  • “It was a very good presentation. I found it very useful and helpful….I learned how to simplify sentences, how to emphasize client’s interests, and how to structure emails or newsletters.”
  • “I feel like I now have a variety of tools available to write better emails, letters, and all correspondence.”

Now I can’t wait for my next opportunity to present this workshop to financial advisors!

Financial writers, lead with your message, not your source

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Sometimes you go to a conference or talk with an expert and return to your office with a message you’ve just got to share. That’s great. But in their enthusiasm, financial advisors often make the mistake of starting their article or blog post with the name and credentials of the expert or conference, instead of their message. 

Here’s a made-up example of this common mistake. It’s the kind of problem I often see in advisor-written articles.

Last month, Jane Miller, an estate planning attorney with 30 years experience, gave a great talk at the Anytown Library about estate planning for families including children with special needs. Jane practices in Nexttown with the firm of Miller, Brown, and Lopez. I’m going to share some of her main points with you.

Let’s assume this paragraph went out in a client newsletter. Do any clients care about Jane, where she spoke, and the identity of the partners in her law firm?  Maybe some do. But I’ll bet the families with children who have special needs care a lot more about the details of Jane’s advice.

I suggest rewriting the beginning of the article to focus on the message, rather than the source.

Sometimes your clients’ best-intentioned efforts to help their children with special needs may backfire, as I learned in a presentation by attorney Jane Miller of Miller, Brown, and Lopez. There are three steps you can take to help your child financially, while maintaining their access to means-tested programs.

Do you grasp the difference between the two approaches?

Unless you’re reporting on your one-to-one meeting at the White House with President Obama or your Hollywood meeting with the hottest movie star, start your article with your strongest message.

 

Use a tip sheet to get PR for your financial business

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“Tip Sheets: One of the Most Effective Publicity Tools You’ve Never Heard Of” tells you how to use this PR tool to get exposure for your business. A tip sheet is a list of tips on how to do something.

I like that the author quotes PR maven Sandy Beckwith, who taught me almost everything I know about tip sheets. You can go to Sandy’s website to read more detailed instructions on how to write a tip sheet.

If you’ve got old tip sheets, you can update and reissue them. That’s a tip I got from one of Roger C. Parker’s Published & Profitable teleseminars.

Five great writing tips: They’re not just for ads

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Even if you’ve never looked at Twitter and you’ll never advertise, you should take the time to read “what can Twitter teach us about advertising?” (sorry, this article is no longer available).

The IDTAGS blog’s five tips include

  1. Be brief.
  2. Be impactful.
  3. Less is more.
  4. No one likes to read.
  5. Just give us the headlines.

That almost sums up what I spend 60-180 minutes discussing in my writing workshops.

If you visit theIDTAGS blog, you’ll see the power of brevity combined with visual images.

Thank you, @MarkRaganCEO, for pointing me to this IDTAGS piece.

Thank you, Boston Women in Finance, for your feedback on my writing workshop

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Boston Women in Finance gave me great feedback on my workshop “How to Write What People Will Read About Investments.” Before I share some their feedback with you, I’d like to thank all of the participants. Your energetic participation made it a very enjoyable workshop for me, too.

Here are some participant comments.

  •  “A very practical workshop! You’ll get tips you’ll use as soon as you return to the office.“
  • “I truly learned a lot from this presentation. It was refreshing to have someone break down how to best reach people and to say it’s okay to write in simple short sentences.”
  • “It’s always good to hear these reminders to get you back to the basics of effective writing. This seminar was a great way to refocus.”
  • “The mapping technique was helpful. I will use this for brainstorming and helping with project plans and meetings.”
  • “Susan’s ‘how to’ approach packed dozens of indispensable tips into 1 1/2 hours. Incredible!”
  • “I believe the mapping exercise will help me organize my thoughts and overcome writer’s block and get past the first blank page or screen.”

Some of you said that you would prefer “More time; more opportunity for individual exercises.” I’m interested in creating longer, customized training sessions for corporate clients that would allow more interaction. I’m also for hire to present the one-and-one-half hour version I delivered to Boston Women in Finance.

Twitter to the rescue of my colleague with a RFP dilemma

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Twitter can be mighty handy in a pinch. Especially when used in combination with other social media. That’s what I learned from the response to my colleague’s RFP dilemma.

My colleague asked me to post his dilemma on my blog, so I wrote it up as “RFP dilemma: What should my colleague do?“ I figured that a blog post alone wouldn’t draw helpful responses, so I tweeted–and emailed some colleagues on LinkedIn–for help. 

Within an hour, I received five constructive comments on my blog post plus some tweets.The exchange raised some issues that I’d never thought of before. For example, the fact that an RFP may be considered part of a contract.

This illustrates social media at its best. 

Thanks again to everyone who contributed to the conversation!


Nov. 13 update: A reader recently asked “What’s an RFP?” 

RFP is short for request for proposal. It’s a questionnaire that businesses fill out to compete for a prospect’s business. 

In the investment industry, institutional investors often use RFPs in their investment manager selection process. You can read more about this topic in “How to Create an Investment Management Request for Proposal.”

Poll: Which brings you the most new business–email or U.S. mail marketing?

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Contact via email and U.S. mail can spur referrals and turn prospects into clients. Accordingly, this month’s poll asks which brings you the most new business–email or U.S. mail marketing? Please answer the poll in the right-hand column of this blog. Thank you! 

Also, if you have time, leave your comments about why you prefer one form of communication to the other. In addition, I’d enjoy hearing about what kind of communications you send. Newsletters? Sales letters? White papers? Invitations to in-person or virtual gatherings? It would be great to get a conversation going.

My monthly e-newsletter has brought me new clients. Sometimes new clients have called me within 24 hours of publication. Other times, they’ve sent an email inquiry as a reply to my newsletter. Perhaps U.S. mail marketing would work for me, but I haven’t done much with it because of the costs and additional steps required when compared to email.

May vs. might: It may matter, but it might not

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I thought I might have absorbed the difference between “may” and “might” after reading “I Wish I May, I Wish I Might” in Grammar Girl’s Quick and Dirty Tips (a similar explanation is on the Grammar Girl blog). Grammar Girl, AKA Mignon Fogarty, wrote “If something is likely to happen, use may.” Might is for cases when the thing is “a mighty stretch.”

But the next day I read “Mighty Likely” by Jan Freeman in The Boston Globe. Freeman uncovered disagreement among usage mavens about which word is more optimistic. In her opinion, this distinction doesn’t matter much. It may be much ado about nothing. 

However, cautioned Freeman, it is important to use “might” rather than “may” when discussing past events.

For another perspective on this dispute, read “May, Might, Muddle” on The New York Times‘ “Times Topics” blog. It may help. Then again, it might not.

How to make one quarterly letter fit clients at different levels of sophistication

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You have clients with different levels of financial sophistication. But you probably don’t have the time to write separate letters tailored to each client’s understanding of investment jargon. To help you manage your time–and keep your clients happy–here are my top five tips for a one-size-fits-all client letter.

I’d like to thank the Maine CFA Society for suggesting this blog post topic when I presented to them on “How to Write Investment Commentary People Will Read.”

How to make one quarterly letter fit clients at different levels of sophistication infographic

1. Keep it simple
If you use plain language, all of your readers will understand you.

Follow the example of Berkshire Hathaway’s Warren Buffett, who says, “When writing Berkshire Hathaway’s annual report, I pretend that I’m talking to my sisters…. They will understand plain English, but jargon may puzzle them.” Despite Buffett’s easy-to-understand style, plenty of financial sophisticates read his firm’s annual report.

2. Explain briefly
The Wall Street Journal has mastered the art of explaining technical terms with phrases set off by commas. For example, a reporter might write about “the carry trade, where investors borrow in currencies with low interest rates to invest in those with high interest rates.”

Savvy investors skim over the explanations, while the less knowledgeable gain a quick understanding.

3. Use a sidebar
A sidebar, which is a text box that’s set off from the main body of your article, can help you to accommodate different levels of knowledge among your readers.

Let’s consider my example in Tip #2. You could use a sidebar to explain the carry trade in more depth. Your goal could be to educate less sophisticated investors. Or, you may convey details to more educated investors that wouldn’t interest the rest of your readers.

4. Provide a glossary
A glossary at the end of your printed communication can help when you can’t squeeze all of the necessary explanations into the body of your text.

If you send electronic communications, you can provide click-through links to definitions on your website or elsewhere.

If you’re willing to link to third-party glossaries, you’ve got a variety of choices. I’ve found some good definitions on the following sites:

5. Provide a newsletter with articles for different audiences
If you have the luxury of writing a multi-article newsletter for your clients, consider including articles aimed at different levels of sophistication.

However, don’t vary your level willy-nilly. I’d suggest aiming your newsletter at a general audience and then consistently including one article targeting better educated readers.

How do YOU handle this challenge?
I’m interested in hearing from you. Please leave comments below.

 

Image courtesy of stupakidmod at FreeDigitalPhotos.net.

Grab readers with an anecdotal lead

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Starting your article or blog post with with a real-life story can draw in readers who’d otherwise ignore you. 

“The anecdotal approach, by framing [your topic] in personal terms, becomes instantly accessible and—more important—readable,” as Mark Ragan says in “How to write an anecdotal lead.”

To write good anecdotal leads, Ragan suggests that you 
1. Find some good stories.
2. Write your explanation of what the story is about before you write out the story. This will help you to pick the right story and focus it.
3. Start your article with a short anecdote, followed by a colorful quote, and then your explanation of the story’s main points. After that, you can dive into the body of your story.


Have you seen any examples of financial advisors making good use of anecdotal leads? I’d like to see them.