As the late actor Ricardo Montalban was famous for saying on the popular 1970s television show Fantasy Island: “Smile everybody, smile!”

Financial advisors should be quick to heed Montalban’s advice, says Carey McBeth, a business professionalism and etiquette specialist based in Vancouver.

“The single most powerful thing you can do is to smile,” McBeth says. “It is the best way to start off a meeting. People are much more approachable when they smile and it immediately puts others at ease.”

McBeth offers the following advice to help you get the maximum return on your cheerful investment:

> Start with a smile
A study by Penn State University has confirmed that professionals who smile more tend to be seen as more competent and likeable by their clients.

Without delving into the psychology, anthropology or neuroscience behind smiles, basic human behavior tells us that clients will do business with those they know, like and trust.

Serving up a toothy grin at the start of your meeting, McBeth says, is a cheap and effective way to help you develop better client relationships.

> Keep it real
A genuine smile is something you cannot fake, McBeth says.

“Smiling is evolutionary,” she says, “and a completely natural thing to do”

When you meet someone, to make your smile genuine, be happy that you are seeing that person.

But if you aren’t feeling particularly chipper on a certain occasion and can’t be brought to crack a genuine smile, McBeth says, don’t fake it. Your clients will see right through your insincerity, and your effort to look cheery can backfire.

To make your smile authentic, she recommends, channel positive thoughts and practice in front of a mirror.

> Watch your timing
Pick your spots and gauge the nature of the conversation for appropriate times to smile.

It would be absurd to beam throughout your entire meeting, McBeth says, or when your client is airing his or her their frustrations.

> Smile on the phone
It is well-known tip among sales people that a smile can be perceived over the phone — it translates to a positive voice intonation.

Accordingly, McBeth says, always try to wear a smile when you are making calls with clients.