Giving Away Information Is Very Costly
For decades, the advisory profession has been wedded to the notion that you should provide free information in your initial meeting with your prospects.
Free information = giving value = trust = new client
That was the “success” formula for years and it worked incredibly well.
Why?
Because as an expert, you had knowledge that couldn’t be accessed anywhere else.
So when you shared your expertise, they couldn’t help but be impressed with your depth of knowledge.
Fast forward to today.
Free information has now been commoditized, it can easily be found online and it continues to be dispensed by your industry peers – everyone is doing it.
Information and knowledge has officially been democratized.
Isn’t that wonderful?
Great for everyone, except for you, the paid expert advisor.
Not only has giving away information in your sales process lost its effectiveness, but it’s also become a major obstacle to building trust.
Why?
Because providing free information is now perceived as persuasion.
They are hearing and absorbing your information, but do they believe it’s true?
In most cases, they hear it, but they often don’t believe you completely.
Goes in one ear, out the other ear, that’s confirmed with: “I need to think about it”.
What’s to think about if what you just told them is true!!??
When someone has something of true value, they don’t just give it away.
Here’s the shift you need to understand, when your prospect decides to hire you, a switch happens in their mind, and they start believing you 100%.
Before that, as your attempting to build trust with them by delivering free information about their situation, they only believe you 50%.
How do you close that gap?
You need to become a trusted authority so you can use a problem-centric approach to trust building, instead of a solution-centric approach.
A trust-based problem-centric approach allows for the psychological switch in value perception to occur in your first meeting.
By doing a deep dive into their issues, deeper than you have ever gone before, and not emerging from their world until they are ready to hire you – that’s how you replace “free information selling” with a trust-based approach.
Providing information and advice during your sales process breaks trust, and a shift to a non-industry norm is not for the faint-hearted.
To learn how to shift from a solution-based information model, to a problem-centric model that creates trust, order your complimentary book and free consultation below.
If you're an ambitious advisor, with a defiant streak (following the crowd isn't your thing), who is overly reliant on referrals, with limited time and resources, but willing to grow and challenge your own thinking -- and you'd be happy with 1 – 2 new high-net-worth clients per month...
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Order the new book “Trusted Authority” below and get a free “Get New Clients” sales & lead generation consultation (value $995.00).
In this ground-breaking new book, you’ll discover:
- How to create a flow of high-quality leads in the next 90-days by becoming the Trusted Authority in your market
- How to differentiate yourself from other advisors so that your ideal client says “He/she is the one for me…”
- How to re-position yourself to create inbound demand for your ideal clients only becoming a “category-of-one”
- How to create a “by-appointment-only” business so you stop lowering your authority by "chasing” leads
- How to onboard new clients in one single meeting or zoom conversation… yes this is possible!
Meet The Author
Ari Galper is the world’s number one authority on trust-based selling and is one the most sought-after sales conversion experts for Financial Advisors.
He is the creator of Unlock The Game®, a completely new revolutionary sales approach that overturns the notion of selling as we know it today.
Ari has been featured in CEO Magazine, SkyNews, Forbes, INC Magazine and Financial Advisor Magazine – and has been a featured speaker at the Financial Planning Association’s national conference.
His newest book, “Trusted Authority”, has become an instant best-seller among Financial Advisors worldwide.
With clients in over 35 countries, his global sales systems have become the most successful Trust-Based Selling systems of our time.
In a day and age where technology rules the selling world, for many growth-oriented advisors, deep trust has taken a “back seat” to the sales process.
Ari’s personal insights on how to build trust between buyers and sellers continue to break new ground in the financial services industry.
Ari has been on a mission for the last two decades to change the financial services world through trust.
Through his sold-out talks all over the world and his in-house trainings for high-producing advisors, Ari has become the global ambassador to businesses all over the world.
He regularly connects with global business icons and leaders of industries seeking his counsel on how to infuse trust in their organisations and across their teams.
Ari is a true “disruptor” in the financial services industry. He has been endorsed by legendary sales mentors like Brian Tracy who said: “Ari Galper’s trust-based selling approach is the greatest sales breakthrough in the last 20 years”.
Ari’s sales growth consulting firm has a growing waiting list of financial advisors wanting access to his unique Trusted Authority lead generation models and sales conversion strategy advice.
Ari is also the author of “Lessons From Toby”, a special book about his son Toby who has Down’s Syndrome, who has made a major impact on Ari’s approach to teaching authenticity and trust in his Trust-Based Selling approach.