Jane Hanson: From News Anchor to Communication Expert

Jane Hanson, a nine-time Emmy Award winner, spent most of her distinguished broadcast career at NBC New York. She started as an anchor and correspondent but eventually co-anchored the popular show “Today in New York” in 1988.

Throughout her career, Hanson not only appeared regularly on NBC’s “The Today Show” but also reported on major events involving Wall Street and Washington. She was there to cover tragic moments like 9/11 and to celebrate joyous occasions such as the New York Yankees victory parades.

Hanson’s close encounters with successful individuals from various walks of life, coupled with her deep understanding of human behavior, have prepared her for her current role.

Today, as the CEO and Founder of HHH Productions, Hanson offers media and presentation training to clients across industries including finance, technology, and insurance.

With over 30 years of experience in helping people improve their communication skills, Hanson focuses on three key elements: what you say, how you say it, and how your body language complements your words.

In this episode of “The Way Forward” podcast, Hanson dives deeper into these points and shares five effective strategies that financial advisors can employ to enhance their communication skills and both retain existing clients and attract new ones.

Here are some highlights from the podcast:

Embracing Vulnerability to Foster Trust

To build strong relationships with clients, it is crucial to show genuine care and openness. Demonstrating vulnerability by expressing your true thoughts and feelings fosters trust and authenticity. This connection ultimately leads to clients developing a deep affection and loyalty towards you.

The Art of Active Listening

One cannot truly understand a client’s needs without actively listening. Financial advisors sometimes tend to jump straight to providing solutions without fully grasping the underlying problems. However, it is important to note that clients may feel more comfortable discussing personal matters such as relationships before addressing financial topics. As a financial advisor, gaining their trust and ensuring the security of their money should be your top priority.

By following these invaluable insights from Jane Hanson, financial advisors can enhance their communication techniques, foster trust, and build lasting relationships with their clients.

Optimizing Communications for a Hybrid Work Existence

As professionals navigate the world of remote work, it becomes crucial to optimize communication strategies. While tools like Zoom offer convenience, it is essential to recognize the differences it brings. Similar to being in front of a camera in television, using Zoom can drain approximately 30% of your energy. Therefore, it becomes necessary to amplify your energy and bring enthusiasm to virtual interactions, just like you would in a podcast. Your energy should match the level of engagement you desire from your audience.

Using Storytelling and Analogies to Illustrate Points

In a world where not everyone may possess extensive market or financial product knowledge, storytelling becomes a powerful tool. By sharing relatable stories that explain how things work, you can foster understanding among clients. Consider asking them about the story behind their goals or what drives them to achieve those goals. Some advisers even inquire, “What makes you get up at 2:00 a.m.?” This question can unveil their underlying concerns and fears related to their finances. Thus, employing storytelling techniques in communication can strengthen the advisor-client relationship.

The Power of Body Language

One often overlooked aspect of communication is body language. While spoken words have been around for approximately 160,000 years, non-verbal cues have played a significant role in human interactions for millions of years. Before someone opens their mouth, our brains make judgments based on their physical presentation. Whether it’s walking into a room or simply passing someone on the street, we unconsciously evaluate others based on their posture and body language. Therefore, it becomes vital for our bodies to authentically reflect our true selves and harmonize with the words we speak.