What’s The Secret To Making The Sale In 2023?
Many advisors who I work with believe they are trustworthy (which they are), so it completely perplexes them as to why they don’t see a steady stream of new clients entering their business.
They say to me “Ari, I’m a trusted advisor in my space… why am I still having to hunt for new clients? Isn’t trust everything?”.
And I say to them, “In 2023, trust is only half of the equation, the other half is authority”.
The fact you are a trusted advisor with your current clients has zero relevance to your potential new clients, who don’t yet have a long standing relationship with you.
They may be aware of who you are, but they are seeing other advisors similar to you, offering similar services.
This may come as a shock, but the trust equity you have with your current clients ultimately has no leverage in acquiring new clients (except for occasional client referrals), who don’t know you.
That’s a hard pill to swallow for advisors who have been in the industry for many years, and especially those who’ve built a stable book of clients.
It’s easy to get comfortable inside your inner circle of contacts, with people who know you well. But the “real world” of potential new opportunities lies outside your inner circle, with potential clients who have yet to meet you.
Being a trusted advisor only has leverage AFTER a prospect becomes your client and has experienced your skillset in solving their specific problem. But pre-sale, you need to be a trusted authority.
Imagine how your sales process of acquiring new clients would change for the better, if by the time you have your first prospect meeting, your status as a Trusted Authority is so blazoned in their mind that you don’t have to sell yourself — they’re simply ready and open to working with you.
This is why the classic advisor mantra of: “Get me in front of the right kind of clients or prospects, and I’ll be fine. They’ll trust me and like me” has to change to “Help me create a Trusted Authority sales process so that BEFORE I meet a potential client, they ALREADY know and trust me.”
It’s not a pipe dream… it’s a reliable and repeatable process once you create your Trusted Authority positioning and sales system.
Unless you project authority to your ideal clients, you’ll be seen as “one of many”, and that is exactly what you need to avoid.
In 2023, to break away from being compared to other advisors, you’ll need to attract your ideal clients only, which means you need to differentiate yourself at the front end of your sales process, and be seen as the Trusted Authority in your market.
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:
- 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 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”.
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.