Your Sale Hinges On A Split Second Decision
Advisors are conditioned to believe that the more “runway” they have with a prospect, the more time they’ll have to show them enough value to make their hiring decision.
But is this true?
The average conversion rate of advisors suggests otherwise.
The long and complex advisory sales process, in which educating your prospect is the center piece, convinces less than 3 out 10 qualified prospects on average to become clients.
The truth is, if you’re investing your time and energy with multiple conversations, you’re only lowering the number of new paying clients you’ll be acquiring.
Why is that?
Because the decision to hire you happens in a split-second decision, which the prospect makes silently in their mind during their initial conversation with you.
It’s internal, not external.
You see, most of your prospects are in shopping mode.
They’re out to gather information, speak to a few advisors, then go away to contemplate a decision later.
They’re completely unaware that their process can be convoluted (which is why they’re still shopping).
When they try to process the information you’ve shared with them on their own later, they often can’t retain a sense of certainty and security about it.
It’s too complex and there are too many other concerns on their mind.
Here’s the key: If you get to the truth of their situation and help them trust you right in the first meeting, you’ll cut the “think about it” game right out of the equation.
The sale is made or lost in the first meeting, not after multiple meetings.
Consistently onboarding new paying clients requires a different mindset shift – from viewing the sale as a long series of steps – to realizing there is a single moment you need to get to, for them to agree to work with you.
That’s a big shift, especially if you are used to doing “free consulting” in your initial meetings.
You’re the only one who can bring them face to face with their deepest underlying issues (issues they themselves can’t see), so they feel they can trust you without hesitation.
With this approach, there are no intermediate steps involving the delivery of free consulting, tailored plans, or detailed proposals.
Many advisors struggle with the notion of selling because they’ve been trained to sell their value and expertise, which inevitably has become commoditized, creating an elongated and complex sales process.
The truth is, selling hinges on your prospect’s decision to place their trust in you — and that happens in a split-second in the first conversation.
To learn more, order your complimentary book and schedule your free one-on-one 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...
Get Your Free Book & Free "Get New Clients" Sales & Lead Generation Consultation ASAP!
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.