“We’re Talking To Other Advisors – Obstacle or Opportunity?"

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

More advisors are running into this roadblock every day: “We’re talking to other advisors. We’ll get back to you when we’ve made our decision”.

Hearing that at the end of a promising initial prospect conversation is deflating. 

It’s a gut punch.

Should you just passively accept it, smile, and say: “No problem, it was a pleasure meeting you.”

I don’t think so.

The need to “shop” other advisors is a form of resistance, and there is one possible reason it continues to come up for you in your initial conversations.

They felt you didn’t “get them” at a deep level or your approach was like other advisors they’ve already spoken with.

They’re reacting to how you’re selling, not to what you’re selling.

Advisors are at a crossroads in this situation.

When you hear: “We’re talking to other advisors. We’ll get back to you when we’ve made our decision,” what should you do?

Should you wait for them to get back to you?

You know deep down they probably won’t.

Should you let them go and tactfully follow up later, to hopefully reignite the conversation?

You lose your authority and leverage as an expert when you chase prospects. Given the very low conversion rates that result from this behavior, it’s not an effective use of your time.

Here’s some insight on this situation.

Psychologically, your prospect is approaching their financial issues the same way people shop for a car, wanting to visit a few car lots to get an idea of what they want.

What make, model, color, style of car do they want exactly?

They’re in “browsing mode” because they have an idea what they want, but no insight into what they need.

Here’s what you can say in response:

May I ask, what is the criteria that’s most important to you, which you feel is a requirement, to finding the advisor you want to work with? If you were to boil it down to one thing, what would that be?

That profound question is bound to stop them in their tracks because that is probably the first time they’ve ever been asked it.

Up until this point, they’ve been approaching their situation passively, believing that gathering information and seeing other advisors will help them solve their problem.

It won’t.

Seeing multiple advisors only overloads them with information they can’t process on their own, and they will rarely feel 100% confident about making a final decision.

By asking them the above question, you’ll shift them out of their disengaged mindset.

You see, other advisors are unlikely to challenge them in this way – this differentiates you as a bold truth seeker.

This is your best chance at recovering a potentially lost sale.

To learn more sales conversation strategies and principles like it, order your complimentary book and private 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...

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...

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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:

"Nobody even blinks when I offer my fee, they gladly accept it"
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"I'm just working through your formula and it simply works"
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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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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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