Watch two people on a date: If things are going well, they are probably crossing their legs and tilting their heads in the same direction. Without realizing it, we nonverbally imitate people with whom we feel a rapport and, under many circumstances, we also tend to like people who mimic us.
So it’s only human nature for financial planners to mimic clients in meetings to establish a bond. However, a new study to be published in an upcoming issue of Psychological Science, a journal of the Association for Psychological Science, has found that when people are reminded of money, they respond differently and mimicking can backfire.
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