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they take time regularly for their families. Ardo also said that they that establishes resources and time tables as well as risk aver-
have a family like relationship with their clients. Often going to wed- sion. The women clients of course participate in the process and
dings, baptisms, and family events of various kinds. In short they approve their profile. The client is then offered various compensa-
are involved with their clients of which 48% are women. They also tion arrangements and they choose the one that they are the most
did some research and found out what we keep preaching and that comfortable following. How do you maintain a productive relation-
is women are involved in 91% of all financial decisions (courtesy ship with your women clients, we asked? They said they prefer to
of Women's Regional Publications of America). So they have been talk on the phone regularly and in person as often as possible.
growing their women base clientele naturally. They do not target Ardo said that he wants to see their facial expression and look them
women directly. They receive referrals from women, through trusted in the eye to see how they feel about a problem or a recommenda-
professionals and educational events. For many women, hiring a fi- tion. Dax added that they organize small events with their clients,
nancial advisor is a daunting task. This is especially so when there a high tea or a wine pairing are some examples. Additionally, they
is a divorce or death of a spouse and, of course, financial calami- provide, through Morgan Stanley Smith Barney, quality information
ties. Many do not want someone to tell them what to do. They want on various financial matters. Topics include how to assess risk or
choices in a collaborative environment. Women business owners how to manage your wealth, just to name a few. (Contact them at
want the same thing. So we asked Dax and Ardo how they give 619 236 1331 for a complete list of their reports.) To us it seems
women what they want in the financial areas of their lives. They that Dax and Ardo have combined old school ethics with contempo-
answered that their first step is to help their clients to establish their rary financial know how.
needs, both short term and long term. They then create a profile

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