How to Build Immediate Personal Connections Naturally

How to Build Immediate Personal Connections Naturally

Gaining the trust of a prospective client is an absolute must if the relationship is to amount to anything. Plain and simple, people don’t do business with financial advisors if they don’t trust them. Building that kind of trust can take time, but successful advisors know how to accelerate the process—by first establishing a connection, which can be done when first meeting with a prospect.

If you think back on all your relationships—personal and professional—you’re likely to find that your best and closest relationships started with an instant personal connection. Something just clicked between the two of you that allowed you to lower your guard and open up to one another.

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Nail the First Meeting with a Prospective Client: Address What Your Prospects Want to Know

Nail the First Meeting with a Prospective Client - Address What Your Prospects Want to Know

It takes a lot of time, patience, and effort to move a prospect through the funnel to the point when they finally agree to meet with you. For every prospect that makes it that far probably six to nine fall by the wayside. That makes that first meeting ever so crucial. There’s a lot that must be accomplished. It has to go perfectly. There’s a minimal margin for error.

Every advisor has their own formula for constructing a perfect prospect meeting. It invariably includes a polished presentation and ample opportunities to present oneself as a likable, competent professional.

However, ensuring that first meeting is a success comes down to how you structure it to address all the prospect’s questions and concerns. They’re meeting with you to find out who you are and why they should work with you. They need the answers to very specific questions on their mind even though they may not ask them. So, why not structure the meeting around what your prospects really want to know?

Here are a few such questions they are asking themselves.

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3 Soft Skills Advisors Need to Refine for an Immediate Connection with Prospects

3 Soft Skills Advisors Need to Refine for an Immediate Connection with Prospects

Not to diminish the hard work, effort, and time that goes into becoming a financial advisor—few professions are as demanding—but the essential skill advisors must acquire is the ability to sell. Perhaps a more acceptable term would be “the art of persuasion.” Whichever way you want to frame it, if you have difficulty persuading or convincing people to take action, you stand little chance of success.

Of course, that’s true of just about any profession that requires changing or influencing people’s behavior. It just happens to be more challenging when selling financial advice and expecting to get paid for it. Advisors must understand that buying an intangible service requiring people to trust that the advisor can deliver that intangible value is scary for most people. It’s far less threatening to stay with the status quo and do nothing.

The trouble is, if you can’t convince people to follow you or your advice, you aren’t accomplishing anything. To overcome the inherent trust deficit and open prospects’ minds, financial advisors must constantly refine three critical soft skills, or they will have fewer chances to demonstrate their highly trained competencies.

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First Meeting Conversations You Need to Have with Prospective Clients

First Meeting Conversations You Need to Have with Prospective Clients

Let’s be honest. Many financial advisors view the first client meeting frettingly as an obstacle to overcome on their way to, hopefully, establishing a new client relationship. After all, the way you start a first client meeting sets the tone for how your relationship will develop—if it develops at all. Prospective clients don’t make it any easier, often approaching their first advisor meeting with an air of skepticism or apprehension. This creates an unnatural tension that crowds out trust-building. That tension must be broken at the outset, and the ball is in the advisor’s court.

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The Importance of Your Storytelling Skills in Building Trust

The Importance of Your Storytelling Skills in Building Trust

Now and then, financial advisors must be reminded that they are in a relationship business and that what they have as a clientele is a direct by-product of trust.

The cold hard reality is that people need to trust you before they will engage with you. Especially these days, people are almost instinctively cynical, overly careful to approach others they don’t know with a heavy dose of skepticism. So, when we want to connect with any group of people, our first task must be to break through their defensive shells so we can build trust. Without trust, there can be no connection, no relationship, and no channel through which vision and ideas can flow.

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9 Must-Haves for Your Financial Advisor Website to Attract Prospects and Clients

9 Must-Haves for Your Financial Advisor Website to Attract Prospects and Clients

Most Advisors today have a professional website to represent themselves online in front of potential or current clients. In a post-pandemic world where even meetings are conducted online, it’s not really a matter of if you should have a website, but a matter of what website you should have.

Should it be one of those static pages filled with general information, serving as your online business card? Or should it be an engaging piece of online real estate to keep your prospective and current clients hooked and looking for the phone to call you for more? Or should it be somewhere in between?

Here are a few things you must have on your website if you want to stand head and shoulders above other Advisors.

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8 Stories to Help You Build Trust and Open Accounts

8 Stories to Help You Build Trust and Open Accounts

As you might know already, I’m a big believer in telling a story.

As I write this, it’s presidential campaign season. The candidates are all about telling their stories. They want to get their preferred narratives out there, in front of voters. Successful candidates are very well rehearsed on these stories. They constantly make references to these stories, in the effort to brand themselves, differentiate themselves from other candidates, and inoculate themselves against attacks from competing candidates and their staffs.

Why?

Because it works!

It works in financial services, too.

In fact, it works so well that I don’t want you to have a single story defining you. I want you to have at least eight! And I want you to know them cold.

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Don’t Underestimate the Power of a Good “Who I Am” Story

Don’t Underestimate the Power of a Good “Who I Am” Story

Human beings are storytellers. We tell stories because we respond to stories. It’s been so since the dawn of history.

In western civilization, we have received many of our great stories, myths, legends and cultural archetypes from stories memorized and passed down from generation to generation around campfires, dating back to pre-literate times.

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How to Make The Most of Your Value Proposition

How to Make The Most of Your Value Proposition

Too few advisors know what a value proposition is or why they need one. Others understand the importance of identifying their unique value, but don’t know how to articulate it.

This is a serious mistake, because unless a prospect understands what you do and why you do it, they’ll remain unconvinced about your worth. In fact, without a strong value proposition your business won’t even get off the ground – it’s the first step in building your financial advisory practice.

Here are some tips on creating and expressing your value proposition.

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Why You Need a ‘Why I Am Here’ Story

Why You Need a ‘Why I Am Here’ Story

We all know that everyone likes a good story, a fact that’s backed up by science. When we hear a story that resonates with us, our levels of the ‘feel good’ hormone oxytocin rises. This motivates us to work with others and has a positive impact on our social behavior.

Stories can also help to build connections and create empathy with prospects and clients.

So, it’s no surprise that story form is great for illustrating to prospects that you are there for the right reasons – that you’re not in this business simply to make money but to add value to people’s lives.

Here are a few ways developing a ‘Why I Am Here’ story will help you grow your business.

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