Lena Smirnova, a Masters of Journalism candidate at the University of British Columbia, will be reporting live from the Investing In You Conference in Vancouver on Thursday, October 20. This year’s theme is Vision, Value, Voice.
The conference showcases stories from dynamic female advisors. Attendees will be provided tools to develop a deeper vision for the future of their practices, strengthen their voices, create a more valuable brand, and set their next goals.
How to Earn a Client’s Trust in Under Five Minutes
Melanie Clarance, Contessa Capital Ltd.
3:36: All the prizes are gone, the conference is over and participants are off to collect their gift bags with cupcakes. Thank you for being with us to today and thank you to the speakers for their informative and inspiring presentations.
3:32: The conference presentations have wrapped up and we’re onto the gift prize draw. There are five prizes in the running…
3:28: Clients will give you more slack if they have close, trusting relationships with you.
3:25: Physical contact, such as handholding and touching the shoulder, are reassuring for the client, Clarance says. She found, based on her work as a financial advisor and veterinary doctor, that physical contact leads to positive neurological responses and helps build trust.
3:20: How to show you care: Non-threatening eye contact, use the word ‘we,’ be confident.
3:18: Clarance: Owners and clients will only care to deal with you when they know that you care about them.
3:15: Clarance picks two volunteers from the crowd to show how trust can be seen in someone’s eyes.
3:11: You can save the dog only if you can earn the trust of the owner and the trust of the dog. The same situation applies to financial advice. You need to earn the client’s trust before you can help him.
3:06: Clarance describes a possible situation in a veterinary emergency room. A man rushes in with a dog who has been hit by a car. The dog is gasping for air. He will die without immediate help. The dog owner is blind and depends on the dog as her lifeline. What do you do? How do you gain the trust of the dog and the dog owner?
Look over to the next page for coverage on “Pricing Your Value Unapologetically” by Sybil Verch, Vice President, Branch Manager & Investment Advisor, HSBC Securities (Canada) Inc.
