I think there is a tremendous advantage for women in the field, says David Sontag, resident vice president for Merrill Lynch in Mississippi. Merrill Lynch has a huge emphasis on increasing the number of female financial consultants. Our business has changed. In the past it was more of an environment where financial consultants told people what to do. Now it is more a consultant business.
Listening skills are much more important.
I think our clients want to know we genuinely understand their circumstance, and the only way you can do that is listening to their concerns. I think women are much better listeners than men. Women almost have an advantage today in terms of financial services. Women are very good at this. Jana Parrish, executive vice president employee benefits, Pinnacle Trust, Jackson, agreed about the importance of listening instead of just giving advice.