Now that the pandemic is waning, many advisors are choosing to continue working remotely, finding that it increases their efficiency and that their clients enjoy the convenience of virtual communication. Many advisors and clients alike also enjoy the flexibility of a remote relationship. It appears that, on the surface, this new advisory model can be a win-win for advisors and their clients.
While that is sure to change the advisor-client dynamic, one thing that won’t change is the need for advisors to make an emotional, personal connection with their new clients as a prerequisite for an enduring relationship. But just how do advisors accomplish that virtually?
While the same things that can be said in person can be said virtually, there’s still a physical distance that needs to be made up. Virtual eye contact is not the same as physical eye contact. There’s a virtual buffer that diminishes the personal presence people feel. Without being able to see the full range of a person’s body language, how do you know if you are making an emotional connection?