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Who would
you choose?
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MASTERING FIRST IMPRESSIONSUnderstanding what
the client sees in you
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Agenda
• The science of first impressions
• Managing zero-second impressions
• Polishing your presence
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THE SCIENCE OF
FIRST IMPRESSIONS
You can observe a lot by just watching.
–Yogi Berra
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Judgments are fueled by instinct
CompetenceAttractiveness Trustworthiness Likability Aggressiveness
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The importance of being trustworthy
You are the product
Relationships are your assets
Your business is making
things possible
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What does the client see?
55%body language
attire
38%tone of voice
7%actual words
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MANAGING
ZERO-SECOND
IMPRESSIONS
There is no truth.
There is only perception.–Gustave Flaubert
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Start with search engines
rob richardson
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Stay up to date on technology
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Manage your online listing
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1. Source: Market Strategies International. Cogent Reports™, Advisor Media Consumption™, 2015.
2. Source: LinkedIn® and Financial Planning Association®, Communication Evolution: Financial Professionals and the Future of Thought Leadership and Social Media, 2015.
Embrace social media
financial advisors34 use social media
1gained new clientsOver
Half from social media2
17
VISIBLE
RELEVANT
INSIGHTFUL
IMPACTFUL
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Proliferation of social media
Most Popular Among Financial Advisors
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Professional photo
Engaging headline
Tell your story
Post content
1
2
3
4
3
4
1
2
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Make the first contact count
•Answer professionally
•Have a quiet background
•Speak clearly
•Know when to use your cell phone
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For Financial Professional Use Only / Not for Distribution to the Public
The firm’s ambassador of first impressions
22For Financial Professional Use Only / Not for Distribution to the Public
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POLISHING YOUR
PRESENCE
You only get one chance
to make a first impression.–Will Rogers
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Dress like a million bucks
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HANDSHAKE IS
TOO STRONG
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HANDSHAKE IS
TOO WEAK
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HANDSHAKE IS
JUST RIGHT
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Hand gestures
28For Financial Professional Use Only / Not for Distribution to the Public
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Leg and foot gestures
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Create lasting impressions through active listening
30
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I would like…
So, I’m hearing that…
I am nervous…
So, your concern is…
31For Financial Professional Use Only / Not for Distribution to the Public
Create lasting impressions through active listening
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Can you tell me more
about that?
What might happen if…?
Is there anything else
to include?
32For Financial Professional Use Only / Not for Distribution to the Public
Create lasting impressions through active listening
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For Financial Professional Use Only / Not for Distribution to the Public
MANAGING
ZERO-SECOND
IMPRESSIONS
33
For review
THE SCIENCE
OF FIRST
IMPRESSIONS
POLISHING
YOUR
PRESENCE
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chooseyouyou
Who would
choose you?
For Financial Professional Use Only / Not for Distribution to the Public
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Putting ideas into action
Mastering first
impressions checklist
MFIMP LIST
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For more tips
Rob RichardsonSVP, North America Spokesperson
linkedin.com/in/robrichardsonatft
3 Habits that Can Ruin a Great First Impression
Rob Richardson, CIMA® on LinkedIn
Master First Impressions From the Inside Out
Rob Richardson, CIMA® on LinkedIn
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Franklin Templeton Distributors, Inc.One Franklin ParkwaySan Mateo, CA 94403-1906franklintempleton.com
MFIMP PPT 11/18
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