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