Author: Anu Heda

One message is better than ten

Posted by Anu Heda on Jul 18, 2011, in Thoughts , tagged with

In recent Sales-oriented work, we’re reminded of how important and difficult it is to create a compelling message; especially if delivering in person.  In our experience, that delivery is more effective and enthusiastic with one compelling message instead of ten so-so messages.

Everyone wants to create compelling messages, no doubt.  Creating the “best” message and starting with a pen and blank paper (or finger and iPad) can feel futile.  And we find that because this is so difficult, a common next step is to create as many maybe messages as possible.  Think of a maybe message as something that may interest some, may be believed internally by some, and may create some skepticism.  A generic maybe message could be: We are the global leader of providing thought leadership on credit default swaps.

  • Maybe someone finds that interesting.
  • Maybe half the people internally believe that.
  • Maybe numerous colleagues, clients, & prospects raise an eyebrow.

Often a message like the above is crammed in with other similar ones.

I’d suggest that Sales & Marketing are better off creating one great message and support points.   That may make delivery much more effective.  Imagine an introductory sales meeting with an unqualified lead that started with: “I’m only here to tell you one thing.”

I know, I know – the devil is in the details.  But we’re here to help.

Best Blogs of the Week

Posted by Anu Heda on Jul 18, 2011, in Best Blogs of the Week , tagged with ,

This week’s best blogs includes one post just over a week old, information from investing legend, Jeremy Grantham, and a view on US monetary policy (two from Wells Fargo this week).

  1. Vanguard – This post readdresses an important US issue – can I work longer to fund an underfunded retirement account?  There’s definitely merit to working into retirement, but the author presents a good case for saving more, earlier in your career.  That’s a message FAs value asset managers corroborating.
  2. Wells Fargo Advantage Funds – This post shares a bit about Jeremy Grantham of GMO.  We’ve heard his name and GMO from our clients in insurance to asset management to aspiring hedge funds.  He’s well-respected and this blog provides insight into the perception of Jermey Grantham.
  3. Wells Fargo Advantage Funds – This post provides great color commentary on relevant current events.  With the end of QE2, the debt limit, & governmental strife, it’s important for FAs to have a series of opinions and thoughts to share with clients.  I can only imagine the concern many clients feel today.

Best Blogs of the Week

Posted by Anu Heda on Jul 11, 2011, in Best Blogs of the Week , tagged with , ,

This week’s blogs include continued thought on QE2 along with two posts touching on inflation.

  1. Wells Fargo Advantage Funds – Adam makes an excellent case for the value in signaling the end of QE2 long in advance.
  2. US Funds – In our continuing work with advisors, more are bringing up commodities and global markets than they were three years ago.  This post ties three important investing topics together: iron, inflation, and India.
  3. American Century – This post shares possible causes to the lower-than-expected US inflation rate.  (stylistic note: I love industry blog posts organized like this; good topic, clear position, supporting points sprinkled with graphics.)

Best Blogs of the Week

Posted by Anu Heda on Jul 05, 2011, in Best Blogs of the Week , tagged with , ,

Last week had a tremendous amount of blog activity.  Wells Fargo had 10 blog posts alone.  This week’s best blogs cover a wide range of topics, from investor sentiment to QE2.

  1. Wells Fargo Advantage Funds – This post describes the ending of the 2nd quantitative easing program.  James Kochan presents a case that nobody really knows if QE2 was successful and how this program impacted markets around the world.
  2. Russell – This post presents an excellent review of bullish versus bearish outlooks from the many money managers Russell works with.  Not only that, but Russell goes on file to declare QE2 a success and lists some reasons why.
  3. BlackRock – I’m a fan of case studies and Noel Archard presents a pretty straight-forward one on ETFs & short squeezes.  A short squeeze is something brought up now and then and he does a good job showing how short squeezes are unlikely to happen in an ETF.

Nuances Related to Women Investors

Posted by Anu Heda on Jul 01, 2011, in Thoughts

Last Thursday, I attended the Private Asset Management breakfast here in New York.  The events are always a treasure-trove of insights and topics related to the challenges facing family offices and trust managers.

The breakfast conveyed a panel to discuss women investors.  The eloquent panelists rattled off numerous data points, statistics, and anecdotes.  Of all that, two points still stick with me a week later.

  1. In their experiences, women are more apt to learn in groups.  The panelists all relayed stories about how women preferred meeting in person and when possible, meeting in groups of  women with similar issues and needs.  There was a desire to understand the relevant topics and terms.  Group settings were somewhere between sufficient and preferred.
  2. Women wanted their heirs to be more knowledgeable than they were in their own youth.  The panelists relayed the difficulties of preparing presentations and discussions for the heirs, often in their 20s – uninterested in long-term planning, and hoping for the best (i.e., no parental deaths in the near-future, optimistic views on  dividing the estate, etc.).

Neither point is Earth shattering, but valuable considerations when developing value-added programs, pitch books, and Sales strategies.