Jack Singer

It's not just conventional wisdom, upbeat advisors really can do better, research shows.

It's clear that the underserved female market represents a remarkable opportunity. But how can advisors reach out to this market and speak more effectively to female clients and prospects?

Women are earning more, inheriting more and controlling more wealth than ever before. This is a huge market awaiting every financial advisor, if he or she understands some key points about working with female clients.

Practicing these simple techniques will help you overcome the negative thinking habits that cause the bulk of your stress.

Advisors regularly encounter potentially stressful situations. The good news is that anyone can learn how to buffer themselves against any stressor.

Learning about the thinking patterns that you employ whenever you encounter difficult or challenging events is the first step in making life-altering changes in your thinking. Here are five examples of distorted thinking habits that advisors commonly face.

When we think about post-traumatic stress disorder, we typically envision combat, tornadoes, and hurricanes. But PTSD is not limited to life-threatening events. Events threatening financial security (and even career-security) can be very traumatic.

For a financial advisor, unpredictable stock market fluctuations, hostile calls from clients, being responsible for managing clients’ retirement nest eggs, overwhelming paperwork, and compliance/fiduciary issues are events and situations that potentially could cause such a fear. The key word here is “could,” because fear and anxiety do not have to result from dealing with such situations.

Like professional football players, most financial advisors maintain an external persona of confidence, but if advisors are honest with themselves, many insecurities –including avoiding contacting aggressive clients during market collapses, or fearing that they will look weak if they can’t think quickly on their feet when challenged by their clients—linger beneath the surface.

Like star athletes, advisors can experience “imposter fear” – worrying that their success is owed to luck and somehow they’ve fooled others into believing they are skilled professionals. Jack Singer, an advisor coach and sports psychologist, offers insights on how advisors can overcome this fear.