Forming Strong Relationships with Trust Officers
In the upcoming issue of Bank Investment Consultant, we have a story from regular contributor Todd Colbeck about forming strong relationships with the trust officers at your banks. Colbeck draws from the lessons of Robert Cialdini's book Influence: The Psychology of Persuasion and adds his own tips on how to apply those lessons to the bank channel. Check out the article online or in print to get all the details, but in the meantime here's a sneak peek at the highlights.
Be Likeable But Not Fake
The "liking" technique. Quite simply, another person is apt to help if they like you. Sounds like common sense, but many of us don'f really consider the fact that someone else may not like us. It boils down to a matter of finding common ground, but this needs to be handled in a low-key way. If you overdo it, you'll come across as fake, which will be spotted in a second