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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

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For Financial Professional Use Only / Not for Distribution to the Public 8

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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For Financial Professional Use Only / Not for Distribution to the Public 10

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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For Financial Professional Use Only / Not for Distribution to the Public 14

Start with search engines

rob richardson

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Stay up to date on technology

16

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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LinkedIn

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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The firm’s ambassador of first impressions

22For Financial Professional Use Only / Not for Distribution to the Public

POLISHING YOUR

PRESENCE

You only get one chance

to make a first impression.–Will Rogers

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24

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

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

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

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

chooseyouyou

Who would

choose you?

For Financial Professional Use Only / Not for Distribution to the Public

35

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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