How to make a good first impression: a guide for financial advisers

Why are first impressions important for advisers?

In the financial services sector, first impressions can make or break further work opportunities and are often the deciding factor in whether a potential client chooses to engage your services. Learning how to make a good first impression​ builds confidence, whereas a bad impression may force a potential client to look elsewhere.

When clients feel comfortable and confident in your abilities from the outset, they are more likely to form a strong, lasting relationship with you. This translates into higher client retention rates and increased client loyalty. 

Satisfied clients are also more inclined to recommend your services to others, leading to referrals and further business growth.

In this article, we’ll examine the various methods for how to create a good first impression​, including meeting preparation, dressing properly, communication, and understanding the importance of professional conduct.

What is considered a good first impression?

If you want to know how to give a good first impression​ in the financial advisory world, it goes beyond a firm handshake and a friendly smile: it’s about conveying professionalism, competence, and trustworthiness from the initial point of contact. 

It’s interesting to note that one Unbiased survey showed that 61% of clients prefer to be the ones to reach out to an adviser when making initial contact.

Clients need to feel confident that their adviser possesses the knowledge and expertise to navigate the complexities of financial planning. This should be demonstrated through transparent communication, active listening, and a genuine interest in understanding their unique circumstances.

Equally important is the ability to empathise with clients and build trust. Financial matters are often stressful and emotionally charged, and an adviser who can exhibit understanding and sensitivity will establish a stronger connection with their clients. 

Ultimately, a good first impression instils confidence and lays the foundation for a successful adviser-client relationship.

How can you prepare for a great first impression?

Before meeting a client, thorough preparation is imperative as it allows you to shape your approach to their specific needs and provide personalised service. 

Start by researching the client's background and financial goals, which will help you understand their current situation and anticipate their particular requirements. Gather any relevant financial documentation and prepare a preliminary plan or framework for discussion.

If meeting in person, your office should be clean and organised and project a professional image. For virtual meetings, ensure your technology is working perfectly, and your background is free from distractions.

How should you present yourself during the first meeting?

During the initial meeting, how you present yourself is just as important as what you say. Your appearance and body language contribute greatly to the overall impression you make.

Professional attire is a necessity, conveying respect for your client and the seriousness of the meeting. Maintain eye contact throughout the conversation to show you are engaged and attentive, and use open, confident body language. 

Encourage clients to share their needs and concerns by asking open-ended questions and taking notes.

Punctuality is key. Arriving on time, whether in person or virtually, shows respect for the client's time and sets a professional tone for the meeting. Remember, the first meeting is an opportunity to establish a strong foundation for a lasting and fruitful adviser-client relationship.

How do you follow up to leave a lasting impression?

A timely and well-crafted follow-up after the initial meeting is vital for the adviser who wants to know how to leave a good first impression and​ maintain momentum. A concise email or phone call allows you to reiterate your commitment to the client and their financial well-being.

In your follow-up communication, include a brief summary of the key discussion points from your meeting. Clearly outline the agreed-upon next steps and any action points for both you and the client. This provides clarity and sets expectations for moving forward.

Finally, express your gratitude for their time and reiterate your enthusiasm for working with them. Something as simple as a thank you can go a long way in building a lasting professional relationship.

Why is a good first impression important for long-term success?

But why is a good first impression important​? For starters, it lays the groundwork for long-term success in the financial advisory profession. Establishing trust and rapport from the outset creates a solid foundation for a lasting client relationship.

Clients want to feel understood and valued and are more likely to remain loyal to your services if you meet these specific needs. This can translate into sustained business growth and a consistent client base, and satisfied clients become advocates for your practice, recommending your services to their network and generating valuable referrals.

A positive first impression is an investment in your business's future. It helps build confidence, encourages long-term loyalty, and exemplifies what a good first impression is in the financial services industry.

Work with Unbiased

Knowing how to create a good first impression​ is instrumental in shaping the future of your relationships with your clients. A good first impression is achieved through thorough preparation, professional presentation, clear communication, and empathy, laying the foundation for trust and loyalty. 

Following up after the initial meeting with clarity and gratitude reinforces the connection, leading to higher client retention and business growth through referrals.

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