How to Connect with Clients Emotionally

How to Connect with Clients Emotionally

As financial advisors we’re objective thinkers. We use the left, logical, side of our brains, to work out the technical aspects of financial planning. But simply being able to do the math won’t differentiate you from the competition – even robo-advisors are pretty good with interest rates and algorithms. The way to stand out is to make an emotional connection with people.

Your clients won’t make big decisions based on the numbers. They will base them on how they feel about you, using the right (emotional) part of the brain. To form a connection with clients you need to work out what it is you have to offer them on an emotional level.

Here are three suggestions to help you connect with clients emotionally.

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Telltale Signs That a Prospect Is About to Waste Your Time

Telltale Signs That a Prospect Is About to Waste Your Time

Your time is precious so it’s essential that you spend it productively by prospecting to the right people. Some prospects are not worth spending time on – maybe expressing an interest when they’re not really committed to investing – and despite all your best efforts you won’t be able to do anything to change their minds. The problem is these prospects can be difficult to identify.

Here are a few telltale signs that someone is not about to do business with you.

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Help Clients Get to Know the ‘Real’ You

Help Clients Get to Know the Real You

Before a client makes the decision to do business with you he or she has to feel you are the ‘right fit’ for them. They’re about to embark on a journey into what’s often unknown territory for them – so they need to feel a real connection with their selected advisor.

Build rapport by letting prospective clients see the kind of person you really are. Let your personality shine through.

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