How to Quickly Gain Your Client’s Trust

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Once you gain someone's trust, they will accept almost anything you recommend. But trust is tough to earn and rarely given quickly.

Consider the case of John, an experienced CFP, who was about to meet with a high-net-worth prospective client. He persuaded the wealthy business owner to stop by his office to discuss his upcoming retirement. After a few minutes of rapport development, they both sat around a small conference table facing each other.

As they talked, the prospect leaned back in his chair, as if relaxing. John leaned forward on the owner's side of the table. While John realized that the prospective client was relaxed, he still wished the client would show a little more interest and enthusiasm. He seemed almost disinterested. John felt himself consciously trying to make an emotional connection and ended up speaking faster and disjointedly. He leaned even farther forward and felt perspiration beading on his forehead.

He was losing control of the meeting and the potential sale.

Have you ever found yourself in a situation like this? Ever wanted to generate rapport and trust more quickly?