Sometimes being an advisor is as much as it is about handling people, as it is about handling their finances. And let’s face it; people can be more difficult. Emotions and irrational behavior can be at the crux of many American’s inability to manage their finances. So when it comes to advisors dealing with their clients, what are some ways financial advisors can put their clients at ease and make them feel more comfortable?
Mirror Their Body Language
One easy way to start making clients feel more comfortable right from the start is to imitate their body language. It may sound bizarre, but studies in psychology have found that by mirroring postures; you can make people feel more similar and at ease with one another. Although subtle, this tactic will allow you to also be cognizant of your own body language and also to indicate cues of what emotion your client is currently feeling.
Have Lunch With Them From Time to Time
Sometimes advisors inadvertently make clients feel isolated when it comes to making financial decisions. As an advisor, it’s your job to communicate to them that they are not alone when it comes to these kinds of matters. You need to make sure that it’s known to them that they can disclose whatever they would like with you. It can be crucial that you make sure they feel comfortable in doing so.
One great way to break the ice and make clients feel comfortable is to take them to lunch. Even though it may seem irrelevant, more often than not, your clients will be much more willing to talk about personal matters than they would be sitting down in your office.
When it comes to numbers, not everyone digests information the same way. One proven way to make clients feel uncomfortable is to always be talking in terms of numbers; not providing them the ability to understand what you are trying to convey in other ways. For this reason, you need to make sure that you always attempt to visually communicate the data as well. Whether it be in the form of a presentation, a simple graphic, or even an animated video; just make sure you give them information in various formats.
Make Clients Feel Welcomed
Business is business, but at the end of the day, clients need to feel like they belong; otherwise they could potentially leave. It’s your duty to create an environment and process that does exactly that. Whether it’s the level of customization you provide them in your reports or some other type of technology, brainstorming on how to create an intimate experience is important. Even the simple aesthetics and behavior of your office employees can go a long way when they visit with you and your firm.
We hope these tips helped you. If you benefited from the information in this article, you may also like: “3 Best Ways Advisors Can Add The Personal Touch”.