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Not FDIC Insured • May Lose Value • No Bank GuaranteeFor Financial Professional Use Only / Not for Distribution to the Public
Who would
you choose?
For Financial Professional Use Only / Not for Distribution to the Public
For Financial Professional Use Only / Not for Distribution to the Public
For Financial Professional Use Only / Not for Distribution to the Public
For Financial Professional Use Only / Not for Distribution to the Public
For Financial Professional Use Only / Not for Distribution to the Public
MASTERING FIRST IMPRESSIONSUnderstanding what
the client sees in you
For Financial Professional Use Only / Not for Distribution to the Public
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Agenda
• The science of first impressions
• Managing zero-second impressions
• Polishing your presence
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
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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
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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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The firm’s ambassador of first impressions
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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
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Leg and foot gestures
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Create lasting impressions through active listening
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I would like…
So, I’m hearing that…
I am nervous…
So, your concern is…
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Create lasting impressions through active listening
Can you tell me more
about that?
What might happen if…?
Is there anything else
to include?
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Create lasting impressions through active listening
For Financial Professional Use Only / Not for Distribution to the Public
MANAGING
ZERO-SECOND
IMPRESSIONS
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For review
THE SCIENCE
OF FIRST
IMPRESSIONS
POLISHING
YOUR
PRESENCE
chooseyouyou
Who would
choose you?
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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
© 2018 Franklin Templeton Investments. All rights reserved.
Franklin Templeton Distributors, Inc.One Franklin ParkwaySan Mateo, CA 94403-1906franklintempleton.com
MFIMP PPT 11/18
To learn more about Franklin Templeton’s products and services, please call Sales and Marketing Services at (800) DIAL BEN/342-5236.
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