by Ryan H. Law
As a financial planner, the ability to effectively communicate and build rapport with your clients is essential. While your expertise and advice are crucial, the way you convey your messages can significantly impact the client’s trust and comfort level. One powerful body language technique that can improve client engagement is the Open Stance.
The Open Stance Technique
The Open Stance involves maintaining an open and approachable posture throughout your client meetings. This technique signals to your client that you are receptive, trustworthy, and engaged. Here’s how to effectively use the Open Stance:
Face Your Client: Always face your client directly. Sit or stand with your torso aligned towards them, showing that they have your full attention.
Uncross Your Arms and Legs: Keep your arms and legs uncrossed. Crossing them can create a barrier and signal defensiveness or disinterest. Instead, place your hands on your lap, desk, or sides, and keep your feet flat on the floor or crossed at the ankles if sitting.
Maintain Eye Contact: Make regular, natural eye contact to convey attentiveness. Avoid staring, which can be intimidating, but ensure you’re looking at your client when they are speaking.
Lean Slightly Forward: Leaning slightly forward when your client is talking shows that you are interested and engaged in the conversation. It communicates that you are invested in their concerns and eager to understand their needs.
Smile and Nod: Combine your open stance with appropriate facial expressions, such as smiling and nodding. This adds to the sense of warmth and receptivity.
By adopting an open and approachable posture, you create a welcoming environment that encourages open communication and builds stronger client relationships.
Try this technique in your next appointment and observe the positive difference it makes in your client engagement.
Thanks for reading!
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