Many people intuitively size up potential mates within 3 minutes of their meeting. Which gives us a 3-minute window to find lasting love. Could that also apply to advisors and clients?
What does it mean if it’s true?
It means our first interaction, from the welcoming smile on our face (or opening email), to that initial handshake, to how well we listen, is screaming a message to the client. Make it the right message.
It means our visual—how we appear to the client—matters. A lot.
It means that fees aren’t everything if someone really wants to work with you. You don’t have to be the cheapest option.
It means if we mess up the first 3 minutes, we might as well pack up and go home.