Simply put, as advisors seek to add value by forging relationships, interpersonal skills become even more crucial. With that in mind, it’s not surprising that advisors are increasingly seeking to use body language to help win over clients and build deeper relationships.

When meeting prospects, of course, first impressions can make or break the start of a relationship. Once relationships are established, the use of body language can play a big role in building and maintaining trust with clients. Research also supports the value of body language, with some studies maintaining that 50% of communication is non-verbal.

Here are some basic pointers that can make a big difference:

• Foot Positioning: When seeking to start a conversation at a social function, advisors should show that they are engaged in their interactions by pointing their feet directly at the person they are speaking to. The small gesture will send a message that the advisor is interested. The foot position will also cause an advisor’s torso and head to turn toward the prospect, which emphasizes that the advisor is indeed engaged in the interaction.
• Nodding: Advisors can send a message that they are interested in their current conversation by nodding their head two or three times when the other person speaks.
• Eye Focus: Avoid darting your eyes above the person you are talking to or looking across the room. Such eye movements can be unsettling and convey that you aren't interested in what the prospect has to say.
• Handshakes: They should be firm but not tight enough to make the other person feel they are being drawn into a power struggle. Cold hands, of course, can be offsetting, so advisors should avoid holding cold drinks in their right hand.
• Hand Gestures: Professional speakers often work hard to develop appropriate hand gestures when giving speeches as a way to emphasize crucial points and keep listeners engaged. One-on-one meetings can also benefit from the use of hand gestures. For example, advisors may want to make upward sloping hand gestures when talking about the growth of different investments. They may also want to use hand gestures to emphasize segments or milestones, such as reaching a retirement age or having a child leave the house for college. An occasional smile, making eye contact, and keeping one’s hands out of his or her pockets can also play a big role in improving communication skills.
• Seat Placement: When conducting meetings, advisors should avoid sitting directly across from a client or prospect as such a position can come across as threatening. Instead, advisors should try to sit off to one side of the client or prospect. Advisors should also arrange to sit at a table or in a meeting space where there is sufficient room for guests to move freely as opposed to holding meetings while sitting at a desk, which can come across as a barrier.
• Proper Posture: Needless to say, advisors should have good posture that conveys a sense of being energized without being overly stiff of rigid. Indeed, slouched shoulders can convey a lack of engagement or an indifferent attitude.
• No Crossed Arms: This can create the appearance of being defensive or not open to listening to a prospect’s or client’s thoughts.

Like any other skill, body language must be studied and practiced, but advisors will find that their efforts will be rewarded.