Your Expertise Doesn't Matter Any More
When you achieve a level of mastery as an advisor and someone crosses your path with issues you can solve, it’s an ecstatic experience.
“When I explain how I can solve their problem and that I’m the right person to do it, it will become obvious that I’m the right fit for them.”
That is the quintessential assumed “expert” mindset that can go pear-shaped in today’s selling environment – especially in the commoditized advisory profession.
Turns out, your prospect isn’t interested in how you solve their issues or easily impressed with your expertise, because the criteria that matters in their decision to hire you is, can they trust you.
Trust is no longer created from your level of knowledge or expertise.
In their mind, they can easily find knowledge or expertise from most other competent advisors.
No longer is your knowledge and expertise the single factor that will differentiate your sales process.
Displaying your expertise is an attempt to prove your value, it’s how the industry has always taught advisors to win over new clients.
So why do advisors still default to attempting to prove their value?
It’s because as an expert, you’ve been trained to solve problems, and it’s easy to make the assumption that having the solution is what you need to make the sale.
Here’s the shift: your prospects aren’t qualified to judge your expertise.
How can they, if you haven’t yet solved their problem yet?
Your prospect’s goal is to find an advisor they can trust – they’re not interested in the solution itself.
This shift in perspective makes all the difference to how successful advisors approach the sale.
How do you become the advisor they choose to work with?
By diagnosing and unpacking their problems and finding issues, even they themselves, never knew existed.
They must come to see their problem in a way that had never occurred to them, nor ever would occur to them, until you had diagnosed their situation at a very deep level.
More importantly, the only way your prospect can act decisively with you, is if they understand the impact of not solving their issues.
They also must feel that the sales conversation is about them, not about you.
This is the deep connection that your next prospect needs to trust and appoint you as their new advisor.
To learn how to replace your expertise with deep trust instead, 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 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.