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.

Tune up your writing skills on Nov. 10 or Nov. 19–or hire me to help you

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Could your writing skills use a tune-up? If you work with investments, you’ll get useful tips from my November 10 lunchtime presentation to Boston Women in Finance (BWF) on “How to Write What People Will Read About Investments.” Lunch is included in the program cost.

This program sold out the first time I presented it to BWF, so register early. 

It would be great to meet you at this program. Please introduce yourself as one of my readers.

If you’re a NAPFA member who lives in the Boston area, you can see me present on “How to Write Effective Emails and Letters to Your Financial Planning Clients” at your November 19 study group. 

If you can’t attend either presentation, consider hiring me to train people at your company. I’ve presented across the U.S. and Canada on “How to Write Investment Commentary People Will Read.” I can develop presentations tailored to you. 

Note: I updated this blog post on Oct. 21 with the BWF registration link and NAPFA information.

3Q09 vs. Q3 09 –which is better?

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You probably know that Q is the abbreviation for quarter. But what’s the proper way to abbreviate “third quarter of 2009”?

I prefer 3Q09 to Q3 09. It seems cleaner to separate the 3 of third quarter from the 09 of 2009. I worry that readers will get confused if the numbers in Q3 09 run together, as in Q309.

Looking for evidence to back up my opinion, I did a Google search. I found about 121,000 instances of 3Q09 vs. 10.9 million for Q3 09.

Wow–that’s quite a disparity! Q3 09 is the format that @BillWinterberg sees in regulatory filings. Perhaps that explains it. I wonder if the SEC requires the Q3 09 format. 

Please answer the poll in the right-hand column of my blog. I’ll track your answers with interest and will report on them in my November e-newsletter. Thank you!

Do you use “pride capitals”?

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If you’re in business, you probably use capital letters more than grammar geeks recommend.

I confess. I was guilty of overcapitalizing titles until Prof. Albert Craig, my Ph.D. thesis advisor, drummed the rules into me. I learned to write “Goto Fumio, home minister” instead of “Goto Fumio, Home Minister.” Titles should be capitalized only when they directly precede the titleholder’s name, as in “Home Minister Goto Fumio.” Goto Fumio, by the way, was the focus of my Ph.D. dissertation.

For a quick overview of the rules, see the Grammar Girl blog’s “When Should You Capitalize Words?” (Sorry, this post is no longer available.) The blog post, written by Rob Reinalda, who goes by word_czar on Twitter, discusses “pride capitals” to explain why “One mistake business writers often make is capitalizing words simply for emphasis or to augment their importance.”

You’re using pride capitals if your firm’s biographies refer to “Jane Smith, President and Chief Investment Officer” instead of “Jane Smith, president and chief investment officer.”

 

Note: edited on Feb. 11, 2016 to delete an outdated reference and again on Dec. 12, 2016.

Image courtesy of FrameAngel at FreeDigitalPhotos.net.

Thank you, Maine CFA Society!

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The Maine CFA Society got into the spirit of my Sept. 17 presentation on “How to Write Investment Commentary People Will Read.” They skewered me for using an unnecessary adverb in a sample sentence.

That’s the enthusiasm I enjoy when I teach CFA charterholders to write more concise, compelling investment commentary.

Six ways to stop sending emails with errors

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Everybody sends occasional emails with typos and punctuation mistakes. But some emails are more important than others. When you want to make your email perfect, follow these rules. 

1. Print out your email.
Somehow it’s easier to see errors on paper. 

2. Read it out loud.
This is good for catching missing words that your mind might otherwise fill in.Otherwise, you often see what you expect to see.

3. Get someone else to proofread it.
It’s easier for a third party to catch your errors. 

4. Let it sit overnight.
When you read with fresh eyes, you’re more likely to catch errors. 

5. Use a spell-checking program.
If your email program doesn’t support spell-checking, copy the email into your word-processing program, so you can check it there. However, remember that spell-checkers aren’t foolproof. 

6. Create a checklist of common errors.

Using a checklist makes you slow down and, so you’re more likely to catch the errors highlighted on the checklist. For example, let’s say you’re confused about “How to punctuate bullet-pointed lists.” Add to your checklist: “check bullet point punctuation rules” with a link to the rules. 

Have you got other suggestions for keeping emails error-free? Please share them in the Comments section.

Proper usage of periods: One space or two?

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As a dinosaur who wrote the first chapters of her Ph.D. dissertation on a manual typewriter, I grew up leaving two spaces after every period. But times have changed, and today I leave only one space between a period and the new sentence that follows it.

The two spaces made sense when we used typewriters with monospacing, as Grammar Girl explains in “How many spaces after a period?” But now that we’ve switched to proportional fonts, one space has become the standard.

If you feel passionately that we should use two spaces, you’ve got company, as you’ll see in “How Many Spaces After a Period: One or Two?“

More posts about punctuation:
* How to punctuate bullet-pointed lists
* Bloggers’ top two punctuation mistakes

Image courtesy of Just2shutter at FreeDigitalPhotos.net.

Poll: What newsletter strategies work best for investment and wealth managers?

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Newsletters are an important part of marketing for many investment and wealth management firms.

You’ve got lots of options. 

  • Print newsletter vs. e-newsletter
  • Quarterly, monthly or weekly frequency
  • Market commentary and/or other topics
  • Articles that you write yourself vs. articles written by a writer whom you hire, so they reflect your firm’s views vs. articles that are mass-produced by a firm that sells the same content to others

I’d like to learn your opinion on what works best. Please answer the poll in the right-hand column of this blog. 

Also, feel free to leave a comment below.

FINRA’s limits on registered rep use of ghostwriters

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Registered representatives, if you distribute an article with your name, FINRA wants you to contribute most of the content.

That seems to be the minimum requirement, according to comments I’ve received from other financial marketing writers in LinkedIn’s Financial Writing/Marketing Communications Group. Your compliance department may have stricter requirements, so check before you publish.

“Misleading Communications About Expertise,” a FINRA regulatory noticed dated May 2008, appears to lay out the rules. It says, “Registered representatives may not suggest (or encourage others to suggest) that they authored investment-related books, articles or similar publications if they did not write them. Such a publication created by a third-party vendor must disclose that it was prepared either by the third party or for the representative’s use.”

However, what does it mean to write an article?

It appears that ghostwriters can be involved if they aren’t providing the information for the article. In other words, if the rep provides the article’s substance–either through an outline or an interview conducted by the ghostwriter–and if the rep oversees revisions to the article, then it’s okay. At least that’s what I took away from the comments of writers who interact more closely than me with compliance experts.

Again, be sure to check with your firm’s compliance department before you publish.

If you’ve had experience with this topic, I welcome your comments.