How are you engaging with the growth clients of the future?

Recent research published by M&G shows women are under-engaged with investing compared to men. This is despite the fact that over the coming years, women are likely to create and control greater proportions of UK wealth.

Engaging greater numbers of women is a significant opportunity for advisers looking to build their business with the ‘growth’ clients of the future. The challenge is to proactively engage with female investors by understanding their different investing needs and advice pain points.

The research, the Untapped Potential of Women’s Wealth, reveals some fascinating differences in how men and women approach investing, advice and passing on wealth:

• Investing: women are more conscious than men about losing money and pay more attention to negative outcomes
  • 68% of women are concerned about market volatility versus 54% of men.
• Advice: women want advice but are less trusting of it than men and have greater initial concerns to overcome
  • 43% of women do not have time to actively manage investments versus 31% of men
• Inheritance: women want advice on passing on wealth but are less likely to have spoken to an adviser
  • 57% of women haven’t spoken to an adviser about their inheritance versus 31% of men. However, 52% of women plan to do so.

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