When meeting with a client, it’s important to not only be a good listener, but to show the client that you are interested in what he or she is saying. Demonstrating that you are engaged in your client’s story encourages him or her to open up and share more important information with you about their financial goals and their concerns.
These tips will help you show that you are an attentive listener:
> Keep your body relaxed and always make sure your arms and legs are uncrossed. A relaxed, open posture shows that you are paying attention and that you are open to what your client is telling you.
> Sit up straight and maintain eye contact. Looking the client in the eye demonstrates that you are connecting with them.
> Lean slightly forward when the client is talking. It is a subtle sign that you are interested in what the client is saying.
> Nod when it is appropriate. This simple gesture indicates that you are following the client’s story, you understand the point they are making and are in agreement.
> Avoid interrupting the client while he or she is talking. Some people like to pause for a few seconds and collect their thoughts before continuing. Make sure the client is finished before you jump in with your comments.
> Avoid sharing too many of your own stories and avoid saying, “I know.” Making the conversation too much about you can interrupt the client’s train of thought and discourage him or her from telling you more of the information you are looking for. A nod is often sufficient.
> Resist the temptation to evaluate what the client is telling you right away. Wait until you understand fully what he or she is saying and the details of their situation.
> Make sure you are talking about the same issue and the client understands what you are telling them. To ensure that you are both on the same page, occasionally paraphrase and repeat some of the client’s points.
> Practise your listening techniques — at the office with colleagues and at home with family and friends — in order to develop good listening habits.
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