80% of Prospects Choose an Advisor Simply Because of The "Like" Factor

By Rachel Staggs via Iris.xyz

I know through the client research that I do, what clients are thinking before they meet you [Financial Adviser]. Will they listen to us? Will we like him/her? How do we know we can really trust them? All the typical concerns a potential client might have. What’s interesting about the findings of the research is that 80% of people decide to proceed with a particular financial adviser because they liked him/her. “We just felt at ease and comfortable with ‘Bob’”

So, the question is, “How do you make a potential client feel at ease, how do you build that likeability factor when you first meet?” I acknowledge that as a financial adviser you to want to make sure that you like a potential client too – who wants to work with someone they don’t like?!

Below is a list of the most common things you can do to make a potential [and accurably]an existing client feel at ease. See if you can add to the list [disclamier alert! Of course, not all of these will apply to your business!]:

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