Beyond the Portfolio: What Women Value in a Financial Advisor

This article is part of Women Redefining Wealth, a content series from MAI Capital Management's female advisors that explores the financial topics that matter most to women today. Each installment draws from real conversations with our advisors - on transitions, planning, legacy, and the evolving role of women in wealth. Our next installment examines how women may navigate major life transitions - and what it means for their financial planning and advisor relationships.

What makes an advisor relationship work for you?

While some people value investment acumen and financial planning expertise, others may prioritize an advisor's ability to listen, their understanding of what's behind your decisions, or how they see the different pieces of your life fitting together.

For some women, working with a female advisor can bring a shared perspective to financial conversations. Our female advisors have shared how emotional intelligence, active listening, and a focus on the bigger picture can help shape their relationships with clients.

Active Listening and Reading Body Language

Listening involves more than just hearing the words someone says. It involves nonverbal cues and the context surrounding a conversation, which can provide insight into what matters to a client.

According to Aimee Reilly Moore, Senior Family Office Advisor, Senior Managing Director, "Speaker 4 (02:47):

What I've seen traditionally is that we bring a lot of emotional intelligence to every relationship. We're able to read our clients and see nonverbal expressions that can cue us in on what's going on. I think we look at things a little bit more holistically."

When Aimee meets with clients, she listens to what is said but also considers whether there may be a deeper concern or question behind it.

Confirming what a client means can be equally important. Repeating key points, confirming meeting objectives, and asking follow-up questions can help both the advisor and client understand what they want the conversation to accomplish.

Seeing the Bigger Picture

What do you really want to talk about when you meet with your financial advisor?

Portfolio performance may be one part of the conversation. But your family, goals, concerns, and the reasons behind your financial decisions can be equally important. Leila Evans, CFP^®, Regional President, Senior Managing Director, often sees that dynamic in conversations with clients.

According to Leila, "I think, a lot of times, we want to get right to the investment performance, but guess what? Women clients want to talk about their family. They want to talk about why they're here. They want to ask questions. They don't necessarily want to focus as much on the investments. Female advisors get that because it's the same things that are important to us."

Similarly, Melissa Sotudeh, CFP^®, Senior Wealth Advisor & Team Leader, Managing Director, likes to help clients understand their "why."

"Investments, trying to get to retirement, paying for college, that's table stakes. But what's really important is what is their 'why'? What are they truly trying to achieve? And giving them some options, leaning into what is a priority for them."

Marla Petti, AEP^®, CFP^®, CPA, PFS™, Regional President - Family Office, Managing Director, also emphasizes the importance of meeting clients where they are in life.

"They might not want to know 'why was this stock purchased or 'why was this ETF bought?' They may want to know, 'Am I safe? Is my family safe? Are we all going to be taken care of? What happens in an emergency?' And I think it's important to meet them where they are," says Marla.

Questions can be just as important as what's happening in the portfolio for some clients, and an advisor who understands the priorities behind your financial decisions can consider them as part of the broader planning conversation.

Providing Support During Life Transitions

Major life transitions (e.g., career change, divorce, widowhood, an inheritance, etc.) can add complex financial decisions at a time when you may also be navigating significant personal change.

In those major moments, you may not be ready to address every financial question immediately. Having an advisor who understands that can help create space to identify what requires attention now and what may be addressed over time.

Leila recalls working with a client who had recently lost her husband. During their first meeting, the last thing the client wanted to discuss was her financial plan.

"She needs to grieve, and you need to meet her at that grief. You don't jump to all the estate planning things we need to accomplish and settle the estate and all that. You meet them where they are, and you grieve with them, and you support them," says Leila.

Her experience illustrates a broader point: financial planning doesn't happen separately from the rest of your life. Your circumstances, priorities, and readiness to make decisions can all be part of the conversation.

Building Confidence as a Financial Decision-Maker

Taking on greater responsibility for your finances can sometimes feel unfamiliar, particularly if someone else previously took the lead on financial decisions.

According to Melissa, "A lot of women, if they're new to being the decision-maker, they come to us with a little trepidation. A lot of times, women, even the most educated, experienced women, to feel confident, they have to be at a 110% confidence level."

According to Marla, "Many clients say we're an extension of their family. And we feel that way too. We care about them like they For Melissa, helping clients build confidence means moving beyond individual investment decisions and discussing how those decisions connect to the broader financial picture.

"We have to really talk through not this stock or that stock, but the broader picture in whatever way gives them the confidence to feel good about being the decision maker," says Melissa.

The goal isn't to know everything before making financial decisions. Asking questions, understanding your options, and having conversations about what matters to you can all be part of becoming more engaged with your financial life.

Finding an Advisor Relationship That Works for You

There is no single quality that determines whether an advisor is right for you, and gender alone doesn't define a successful advisor relationship. But the experiences of MAI's female advisors may matter when you're deciding whom to trust with your financial life: listening closely, asking thoughtful questions, understanding the bigger picture, and recognizing that financial decisions often intersect with deeply personal ones.

Ultimately, the right relationship is one in which you feel comfortable asking questions, discussing what matters to you, and participating in decisions about your financial future.

In Episode 4, Life Transitions That Change Everything, we'll explore how major life changes can affect the way women think about money, risk, trust, and financial advice.

This content is for informational and discussion purposes only and does not represent investment, legal or tax advice. Consult your investment, legal or tax professional.

MAI Capital Management, LLC ("MAI") is an investment adviser registered with the Securities and Exchange Commission. Registration does not imply a certain level of skill or training