You're Not So Special - - Here's How To Deal With It
Here’s a sobering truth you’re probably seeing more of every day: your unique status, as an advisor, is declining at a rapid pace.
You’re probably experiencing this when you hear in your initial prospect meeting: “What makes you different than other advisors?”.
Here’s why this decline is happening: there are more and more advisors who do what you do and that are now more accessible to your prospects than ever before.
Not only are there more advisors in the marketplace, but the majority are focused on educating their prospects as a way to prove their worth and value.
If the majority of the profession is providing free education to their prospects, that accelerates the commoditization of that information, creating a race to the bottom.
In a commoditized profession, where information itself loses its unique value, educating your prospects only increases their indecisiveness: “I need to think about this and get back to you”.
Here’s the core mindset shift: dispensing information to your prospect, does not equal trust.
In fact, educating your prospect can be perceived as persuading them to see things your way.
Persuasion creates sales resistance, which creates indecisiveness.
Here’s how you over come this: focus on the depth of their issues, instead of educating them on solutions.
Solutions are definable in the mind of your prospect, in the future.
The future is hard for them to grasp, because their daily lives are overwhelmed with an increasing amount of obstacles (prior commitments, information to process, other advisors to see and compare).
Tying the sale to your solutions, ties your “value” to an outcome that is unattainable now.
On the flip side, your prospect’s problems are a clear and present danger.
By doing an exceptional deep-dive into the gravity, urgency and priority of their issues, they then can then see you as different, in your ability to help them see the depths and impacts of not solving their issues in a timely manner.
If your sales process can shift to this perspective, then commoditization won’t affect you at all.
Why?
Because, no other advisor can give them the mind-altering clarity that you can (they can only give them information).
Your solution isn’t the solution – you shifting to a problem-centric trust-based sales process is.
To discover how you to become a “category-of-one” in your sales process, 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.