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A New Mindset To Acquire High-Net Worth Clients

By Ari Galper, the world’s #1 authority on trust-based selling

I am at odds with the traditional sales process used by the advisory industry.

The discovery meeting, waiting for the prospect to send or upload their financial documents, creating a free financial plan, then having another review meeting — is long and complicated process — and assumes everyone will make it to the final last paid step.

There are a number of reasons why this traditional model is becoming outdated.

One is that high net-worth ideal clients, don’t assign economic value to things that are given away for free.

When your sales process is all about giving free value (your time, your effort, and your knowledge in the form of free financial planning), then it’s hard for your prospect to see the benefit of committing, with a 100% certainty, to a paid relationship with you.

There’s an even deeper reason why the typical advisory sales process is losing it’s effectiveness, it’s to do with two mismatched definitions of value.

On the one hand, there’s you the advisor, wanting to wield your knowledge and expertise.

On the other hand, there’s your prospect, burdened with a problem they’re not equipped to solve and wondering if your agenda is simply to win them as a paid client.

From your perspective as an advisor, knowing how to solve their problem is valuable to you because you’re the one who ultimately has to solve it. And you think that if you can bring them to the same clarity about the solution that you have, then they’ll happily come on board as a paying client.

But solution-based clarity is not initially what they are looking for from you.

How their problem can be solved is irrelevant and probably even a roadblock to what they’re trying to ascertain about you, which is whether or not you’re the advisor they can trust.

What they want is trust-based clarity, about their problem, not solution-based clarity.

Helping you understand this fundamental psychological difference between you and your prospects, is the turning point that transforms your sales process from one that’s long, tiresome, and ultimately devaluing and demoralizing – to one that consistently brings in more high net-worth clients, in less time and with less effort.

But the only way to do this, is to create a process that goes against the engrained industry norms you’re accustomed to, and have probably become comfortable with.

Instead of a discovery meeting, it should be a problem “x-ray” diagnosis meeting (like a doctor’s consultation), where the medicine is both prescribed and administered after you’re paid, not before.

Instead of providing solutions and free financial planning, you need to show them a “road map” – a simple visual tool that helps them understand your process and what they’re paying for, if they were to commit to a paid client relationship with you.

This simple, problem-centric, prospect mindset-oriented approach to the sale, is the key to building the trust-based clarity your potential clients are looking for from you.

If you are open to shifting your mindset along this way of thinking, you will often find you can onboard a new paying client, in just one initial meeting.

Does that sound too good to be true?

If you put yourself in your prospect’s shoes and approach the process from their perspective, then it can become your reality.

To get some help on how to get more high-net-worth clients using the above model, then order your complimentary book below and consultation.

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...

Then it's time to upgrade your skill set to a "category-of-one" new inbound high-quality sales/lead model (no prospecting), that defies traditional industry thinking and norms...

Get Your Free Book & Free "Get New Clients" Lead Generation Consultation ASAP!

Order the new book “Trusted Authority” below and get a free “Get New Clients” lead generation consultation (value $995).

In this ground-breaking new book, you’ll discover:

"Nobody even blinks when I offer my fee, they gladly accept it"
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"We are onboarding at 100% from our work together"
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"I wish I met you 20 years ago..."
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"I would not be here without your expertise"
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"I finally learned to shut up and stop talking about me!"
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"I'm just working through your formula and it simply works"
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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 the Australian Financial Review.

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”.

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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.

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