The "You Era" Is Over
One of the worst things you can do to build trust with a new prospect, is to attempt to sell your “Client Value Promise” – an extinct notion that no longer applies in today’s highly competitive market.
Here’s the simple reason why: it’s all about you, not them.
It’s about what you believe in, your values and your goals.
Reality check: your prospects don’t care about you, and they aren’t selecting you based on what you believe.
They’re selecting you based on your ability to understand them and their deepest issues (that’s what trust-building is).
Attempting to impress, prove and sell you and your firm, makes the assumption that your prospect will see you as completely different than any other advisor they’ve previously met.
That’s a dangerous assumption, attempting to fight the battle of differentiation, in comparison to the other 400,000 or so advisors in the market.
Human nature is to designed to create an emotional connection to someone when they say to themselves: “They get me, they understand me, and more importantly they care about me.”
Notice the emphasis on “me” and not you.
It sounds completely counter-intuitive to the traditional know-like-and-trust sales model that many advisors grew up on.
That old model was based on your prospects needing to get to know you, then like you, then supposedly, they’ll choose you.
The ”you” era is over.
Your prospects aren’t looking for a new friend and deep down, they really don’t want to get to know you – especially pre-sale.
In fact, they don’t even have to like you to trust and work with you.
How many of your doctors do you trust, but don’t particular have any interest in getting to know them at a “friend” level?
The old selling models, based on you-to-them are dying, here’s why:
1. They’re solution-based rather than problem-centric, forcing you to prove your value
2. They attempt to create sales momentum, which undermines trust
3. They’re formulaic and easily recognizable, commoditizing you as an advisor and undermining your authority
This shift from “you”, to 100% them, requires an open mind and a willingness to challenge your own mindset and current sales thinking.
Learn how to build trust by shifting the conversation away from you, by ordering your complimentary book and 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.