The Declining Role of Referrals
It’s been said that word of mouth is the best form of marketing.
If person “A” trusts you and person “B” knows and likes person “A”, then there’s a good chance that person “B” who is referred to you, will do business with you.
That makes a good deal of sense.
But what happens if your only growth strategy is to cut out the middle man, where every prospect is a person “B” and there is no person “A” to refer them to you?
For years, advisors have thrived on referral business through relationships with influential 3rd parties.
The major problem is, referrals are random, you can’t trigger them at will, and your source of referrals can easily change their mind and refer to other advisors.
In addition, you’re now dealing with the exponential threat of increased sales resistance from a shrinking pool of opportunities, as the profession has become commoditized.
But has relying on referrals ever really been a sustainable way to grow a business?
It may have gotten you here, but it won’t take you where you need to go.
Being fed is nice and comfortable while it lasts, but real growth and development only happens after you’re able to feed yourself.
Your long-term survival as an advisor depends on your ability to enter completely new “ponds” containing your ideal clients, where your name and reputation are yet unknown, but you can easily “fish” them out with the right fishing pole and bait.
You might be wondering if this is even possible.
Not only is it possible, it’s fundamental to your long-term survival and success.
Making the sale in this situation will require you to create trust directly with a prospect who wasn’t referred to you, and who will be resistant to any attempt to sell them.
Since educating and providing solution-based information are now known forms of selling, it’ll be over at “hello” if you take the typical advisory sales approach.
To be able to create trust directly and immediately with a prospect, you’ll need to switch to a new way of thinking and a contrarian approach to selling altogether.
Once you’ve made the switch, you’ll never need to rely on anyone or anything else for your survival.
You’ll have the ability to generate new clients at will.
To learn more about making this vital switch and acquiring this essential survival skill, order 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 your complimentary new book "Trust In A Split Second" (with free bonus 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:
- Why does the sale hinge on a split-second decision!
- "Fit or No Fit" -- does it still work?
- Should you be skeptical of your prospect's agenda?
- Why do fact-finding questions break trust?
- How to differentiate yourself from other advisors
- Why "follow-up" should be banned!
- "We're talking to other advisors"
- Why you should be a financial "doctor" instead of advisor
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 advisors and business owners.
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, “TRUST In A Split Second!”, has become an instant best-seller among high-trust 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 virtually every industry.
Ari has been on a mission for the last two decades to change the business world through trust as a foundational principle.
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.
His work in the trust-based selling field, focusing on reversing control of the sales process, from buyer to seller, is considered category-of-one thinking, with over a two decades of proven execution and results.
