Tips on investing in an image Michae! DOLLARS AND SENSE DO YOUR homework, have an agenda, look neat, give a firm handshake, maintain eye contact — and be pre- pared to admit how nervous you are if you sense you are coming on too strong. That approach can give you the edge when you deal with your banker, investment adviser or prac- tically any business contact, includ- ing a job interviewer, according to image consultant Shannon Smith, sident of Premiere Image Inc. “Perhaps we shouldn't judge people by their appearance, but we do and we judge harshly.” Smith said Juring a promotion tour spon- sored by Wilkinson Sword. (The company commissioned a survey Which revealed 85% of women prefer clean-shaven men.) “Facial hair and long hair are seen as barriers to communication.” said Smith as { cradled/covered my facial hair with my hands to try to keep our lines of communication open. “The more clean shaven a man is, the more open he’s per- ccived to be.” But appearance is more than hair and clothing. The image you pro- jeci comprises everything from your handshake and eve contact to your matiners and mannerisms, “It isn’t necessary to dress in high fashion as long as you are neat FREE and tidy,” said Smith. She sugvested the following tips to help you get the most front your next meeling with your banker to negotiate a loan or banking services package, or from any contact deal- ing with your personal finances oF business affairs. “You want to build up your self esleuin, project a positive image, establish vour credibility and give the message that you are serious about this business so the person should pay attention to you,” she said. Other tips: ° Be prepared. Find out what you can about the financial institution or other company and whether it has been promoting certain prod- ucts of service. Know your con- tact’s position and title. Ifthe person isn’t available when you call, don"t leave a messi Find out when the person will be there and when you should call again. * Draw up an agenda: the questions you want to ask and other matters. Take notes during the meeting, Perhaps do some role-playing and practise ahead of time. * Dress neatly in clean clothes. Be well-groomed. * Arrive early to give yoursell time to relax and prepare mentally, “Remember, the person you ll be deating with is only another human being with perhaps a family and the everyday joys and problems we all share.” Smith said. * Give a firm handshake. Maintain positive eve contact, as much as the person can take (but don’t stare). Don'tuse the person's first name unless invited to do so. * Remain standing until you are shown where to sit. * Never touch anything on the per- son's desk, Bul be alert to photos or other things in the room which could tell you more about the per- son. “It’s fine to ask about such things to help build rapport but you must be genuine, people can see through a fake interest.” said Smith. * Don't slouch in the chair; don't cross your legs because that puts you off balance. What happens if you do such a good job at all this that the banker FINANCIAL SEMINARS THE TORONTO DOMINION BANK TD TRUST COMPANY cordially invites you to attend our upcoming WILLS and ESTATE PLANNING Protecting your family and loved ones against the unexpected is too often overlooked, leading to unnecessary burdens at a time when they may be least prepared to handle them. if you have a family that relies cn you or if you have specific concerns about the management of your affairs, we can offer you information and guidance that will give you and your loved ones peace of mind. DATE: MAY 17, 1994 TIME: 7:00 pm to 9:00 pm LOCATION: Tne Lonsdale Quay Hotel, 123 Carrie Cates Court, North Vancouver, 986-6111 There is no cost to attend, however seating is limited. Reserve your seats today by calling your local North Shore Branch of The Toronto Dominion Bank. 45th & Lonsdale, N. van. Westview Shopping Ctr., N. Van. Edgemont Village, N. van 18th & Marine Or., W. Van. 2040 S. Park Royal, W. Van Be ete ce 981-5600 981-5665 981-5650 926-3274 922-0158 ocather person you aire meeting feels threatened? “You must be able to read peo- ple. to be sensitive to their feel: ings.” Smith said. “Hf you feel the person gelling defensive, vau need to disarm him or her, “Tut the individual at ease. Be more casual, Ask about something on the desk or the wall, Perhaps suv “ve never done this before, fm actually feeling a litle nervous — perhaps you could help me with this.’ Again, you must be sincere.” Smith, $2, started her imaue consulting business in 1985, “Knowing how to develop a posi- tive image ... is as important these days as knowing how fo use a com- puter. 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