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First-Impressions of Credibility - Part One

Is it just us, or do all consultants have weird clients? I'm referring to the concerns and problems people come to us to solve. Our ...

By Staff Writer | Updated on October 01, 2008

Is it just us, or do all consultants have weird clients? I’m referring to the concerns and problems people come to us to solve. Our experience is that many of the strangest problems fall under the heading of “First Impressions.” Specifically, it seems that a lot of financial advisors have little understanding of the first impression they give to other people. With that in mind, this article looks at some of the ways advisors push their prospects away, and how to rectify that. (This information comes from our new book Credibility & Likeability.)

Your Office

As credibility consultants, Pam and I have visited many offices with an eye on the first impression. What facial expression greets us? What personality type greets us? What intention greets us? What does the d?cor say about the person whose office it is? If you were a potential client, would you feel comfortable in your own environment, or would you turn around and walk out?

An office environment is a stage, and the person designing the environment needs to think like a set designer. Picture a bare space with bare walls and concrete floor. Add a desk, a computer and you’re in business. But, who would feel comfortable there? What would you have to do to turn that environment from retro-warehouse to boutique & business?

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