Every salesperson understands the most important moment when dealing with potential clients is the first five minutes. Most top producers agree that potential clients are not just buying a product, they are buying you. Did you know that 90 percent of your ability to close a sale is based on your capability to build rapport and a connection with potential clients? If they do not trust that you have their best interest at heart, you will have lost your connection, and your sale.

Ten tips to always keep in mind:

1. Place a premium on your time. Potential clients only want to work with the best and you must present yourself as such. If you come across as too eager by taking appointments whenever and wherever, you will lose esteem as someone in which people want to business. However, if you appear too busy to help someone, you could put off other potential clients. How do you find a happy medium? Tell potential clients that current clients take priority, just as they would expect if they were your clients. Set aside a limited amount of time each week for beginning new relationships. Offer one hour of free consultation.
   
   
2. Smile. The expression on your face is the absolute first impression to a potential client. All of the pressure, expectations, and any other challenges life may be testing you with needs to be left at home. Be mentally prepared to do great work, be excited about it and let it show.
   
   
3. Keep it low-pressure. Today’s baby boomers are a growing generation, and one of the most heavily target marketed groups in the nation. They may have been attacked from every angle before and may have been put off by the aggressiveness. When setting up low-pressure appointments, tell potential clients the meeting will not exceed 60 minutes and that they don’t need to bring a thing — no financial statement, no tax statements, not even a pencil. Remind them this is just the opportunity to talk and answer questions, because, once again, you’re there to help.
   
   
4. Make physical contact. Physical contact breaks down barriers to trust and begins a relationship. All around the world, traditional greetings between two people include some form of physical contact that is a reinforcement of a relationship. Take this idea to your business. The more hand shakes and pats on the back or shoulder, the stronger the relationship you will build. Try it, it works!
   
   
5. Say thank you. This is one of the most overlooked aspects of our industry and one of the biggest opportunities to set you apart from the competition. Send a note, small plant, cookies or gift card before the appointment. Potential clients have many choices so make sure to thank them for choosing to spend time with you.
   
   
6. Dress for success. Too many salespeople today are falling into the trap of dressing casual. All too often the golf shirt and khakis is replacing the suit and tie. Take a lesson from our mentors and look sharp. This applies to even the warmest climates. You must look like you can handle a million dollar case before someone will trust you with their life savings.
   
   
7. Don’t let technology get in the way. Turn off your cell phone, pager, blackberry, and anything else that might be with you. Some advisors will actually make a show of taking off their watch and putting it away, stating to the client that time doesn’t matter and there is no place they would rather be then there with them.
   
   
8. Be on time. It sounds so simple, but often it’s not. This is a very competitive industry and often advisors try to run four to five appointments a day. Being on time is a show of respect to the prospect. Being late is disrespectful, it says that your time is more important then theirs.
   
   
9. Meet on neutral ground. Potential clients are often on guard for people who might take advantage of them. Getting into the home on the first appointment is a growing challenge. Don’t insist on meeting in their home or your office. Be prepared to meet in a neutral location if you meet an objection. Offer to take them out to lunch or buy them a cup of coffee. Once a potential client meets you, the second meeting will be anywhere you want.
   
   
10. Emphasize your genuine interest. This is a business of relationships, so be a good listener and ask questions. Be prepared to learn and take notes about the family, hobbies, and personal history. Position yourself as a person who is there not as a salesperson, but as someone who cares and wants to help. Remind them that it is in their best interest to meet with you and that they have nothing to lose and everything to gain. You are there to begin a long-term meaningful relationship. The decisions made in this relationship will effect generations of their family.