1. The
Financial
Advisor
of
2013
is
a
Woman!
By
Peter
de
Kuster
In
this
journey
through
Paris
we
acknowledge
that
a
new
world
of
financial
services
is
emerging.
But
we
retain
also
here
our
male
–
inspired,
male
–
dominated
hierarchies.
Our
story,
and
our
way
of
thinking
continues
to
be
male
–
inspired.
We
recognize
women’s
rights.
But
we
ignore
women’s
strengths.
We
value
“toughness”.
But
we
fail
to
see
that
woman’s
story
of
toughness
is
far
more
“steely”
than
men’s.
We
preach
the
value
of
a
new
kind
of
enterprise.
But
we
neglect
those
who
are
perhaps
most
fit
to
lead
it.
“Paris
is
a
Woman”
I
imagine
a
new
epoch
in
which
we
all
(men
as
well
as
women)
honor,
reward,
and
take
advantage
of
women’s
extraordinary
strenghts.
An

2. entrepeneurial
story
that
views
women
as
much
of
the
answer
not
only
to
the
“talent
challenge”,
but
also
to
the
“leadership”
challenge.
We
will
always
have
Paris
…….
Women!!
There
is
a
Great
War
for
Talent.
Great
Talent
is
in
short
supply.
And
the
supply
will
get
even
shorter…
as
the
Age
of
Creativity
accelerates.
And
accelerate
it
will.
So
can
we
afford
to
ignore
half
(or
slightly
more
than
half)
of
our
store
of
potential
Heroes?
Well….
NO.

3. If
we
are
serious
about
the
pivotal
role
that
talent
plays
in
the
New
Economy…
then
the
connection
in
our
minds
between
between
“talent”
and
“leadership”
and
“women”
must
become
automatic.
Female
heroes
outshine
their
male
counterparts
in
past
and
present
of
Paris.
Joan
of
D’Arc:
Female
heroes
outshine
their
male
counterparts
La
Difference
My
core
argument
is
really
quite
simple:
1. Talent
is
ever
more
important
2. Our
stock
of
male
leaders
fails
to
match
the
needs
of
times.
3. Women
are
a
woefully
neglected
source
of
talent
(especially
leadership
talent).
4. Women
and
men
are
different:
La
Difference
5. Women’s
strengths
match
the
leadership
needs
of
the
New
Economy
–
to
a
startling
(and
significant
degree).
6. Ergo,
women
must
play
a
huge
part
in
the
“talent”
challenge.

4. It’s
a
Women’s
World
Men
and
women
are
different
when
it
comes
to
their
stories
of
the
world.
Perceiving
the
world
and
acting
on
it.
8
Femmes:
La
Difference
Simply
put,
then.
There
is
a
set
of
attributes,
more
commonly
found
in
women
than
in
men,
that
match
the
requirements
of
the
new
world
of
Financial
Advice,
Insurance,
Banking,
Asset
Management.
Here
is
my
short
list
of
such
attributes:
• Women
practice
improvisation
skills
with
much
greater
ease
than
men.
• Women
are
more
self
determined
and
more
trust
sensitive
than
men.
• Women
appreciate
and
depend
upon
their
intuition
more
than
men
do.
• Women,
unlike
men,
focus
naturally
more
on
empowerment
(rather
than
on
power”)
• Women
understand
and
develop
relationships
with
greater
facility
than
men.
My
conclusion.
I
believe
that
there
is
a
secret
for
successfull
financial
services
companies
in
2013.
Namely:
hiring
women.

5.
One
difference
in
particular
throws
a
spotlight
on
why
the
New
Financial
Advice,
New
Banking,
New
Insurance
World
favors
women.
Namely:
Women
are
far
less
“rank
–
conscious”
than
men.
Guys
like
rules.
They
like
commanding
and
controlling.
They
like
“knowing
their
place).
They
like
hierarchical
structures
and
the
certainties
associated
herewith.

6. Such
structures
exist
not
just
because
of
organizational
needs,
but
rather
because
hierarchy
and
male
thinking
go
hand
in
glove
and
because
men
have
always
(until
now)
dominated
financial
services
companies.
But
all
of
that
is
changing.
The
“organizational
needs”
of
new
financial
services
companies
are
increasingly
consonant
with
the
female
side
of
La
Difference.
Women
love
to
talk.
Men
talk
silently
to
themselves.
Women
multitrack
Women
are
indirect.
Men
are
direct.
Women
talk
emotively,
men
are
literal.
Men
listen
like
statues.
Boys
like
things,
girls
like
people.
Boys
compete,
girls
cooperate.
Men
hate
to
be
wrong.
Men
hide
their
emotions.
The
Pointe?
Fire
All
Male
Financial
Advisors?
Okay,
enough
Big
Stories.
What’s
the
practical,
actionable
upshot
of
all
this
for
your
company?
How
about
this
one:
Fire
all
male
salespeople

7.
I’m
only
kidding.
More
or
less.
Consider:
“Take
this
Quick
Quiz.
Who
manages
more
things
at
once?
Who
puts
more
effort
into
their
appearance?
Who
usually
takes
care
of
the
details?
Who
finds
it
easier
to
meet
new
people?
Who
asks
more
questions
in
a
conversation?
Who’s
a
better
listener?
Who
has
more
interest
in
communication
skills?
Who
is
more
inclined
to
get
involved?
Who
encourages
harmony
and
agreement?
Who
has
better
intuition?
Who
works
with
longer
“to
do”
lists?
Who
enjoys
a
recap
of
the
day’s
events?
Who’s
better
at
keeping
in
touch
with
others?”
(The
answer
to
each
of
these
questions
is
…
as
you’re
not
suprised
to
learn:
WOMEN).
Now
obviously
I
don’t
counsel
firing
all
male
financial
advisors
and
male
salespeople
in
the
financial
services
industry.
But
I
do
advise
you
to
think
about
what
makes
a
great
sales
force.
What
qualities
go
into
…
not
just
making
the
sale
but
making
and
maintaining
the
kind
of
ongoing
relationships
that
yield
ongoing
business?

8. Toward
a
Talent
Revolution
in
the
Financial
Services
Industry
Elevating
women
into
the
positions
where
they
deserve
to
be…
and
where
they
will
add
real
bottom
line
value
isn’t
easy.
Winning
the
War
for
Women:
Sometimes
It
Takes
a
Revolution.
Was
Is
Competition
Cooperation
Rules
Relationships
Unitasking
Multitasking
Issuing
orders
Asking
questions
Rigid
claims
Subtle
cues
Yes,
sir
Thank
you
Conquest
Communication
Management
Empowerment
Command
and
control
Connect
&
cajole
Information:
need
to
know
Information:
want
to
share
Women
in
“support”
roles
Women
in
sales
and
leader
positions