Four Signs You’re Talking To The Wrong Prospects

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

Of the hundreds of advisors I’ve coached and mentored, the first thing we start with is, “who is your ideal client?”.

Immediately they say, “Oh that’s easy, my ideal client is between the ages 50-68, they plan on retiring soon, have a net worth of ?, have a 401k/stock plan and own real estate, etc”.

The problem with that type of demographic description most advisors have been told to memorize, is that it really doesn’t tell you much.

It’s too general.

Demographic data only really becomes useful when you have a large enough sample of people already captured in a “pond you can fish out of”, like your own database.

But when you’re in a low-volume, high-margin business model, which most advisors are in, that description doesn’t describe out how to fish them out of the “wide ocean” and into your own pond.

A good place to start is to know who your ideal client is not.

You know you have a non-ideal client when:

1.They are indecisive and not committed to hiring you to help them

2.They pick your brain for free advice and consulting, avoiding making a decision

3.They compare your fees against other advisor fees

4.They don’t see you as the trusted authority for them

If any of these characterize the potential clients you speak with on a regular basis, then chances are you’re attracting your non-ideal clients.

When a potential client compares your fees to another advisor, it means they have a low view of professional advisors and think that the same quality of expert advice is available from any other advisor they speak with.

Many advisors try to excel in the high-volume game (“numbers game”), because they assume that appealing to the broadest slice of the market will lead to gaining more opportunities.

But if you’re tired of playing the “volume game”, trying to fish out of the wide ocean, then it’s time to shift your mindset to a Trusted Authority mindset, where you narrow down into a niche market – that already has your ideal clients swimming in a pond you can fish out of.

If you’d be happy with 1 – 2 new high net worth clients per month and are wasting time with poor quality lead services -- and finding yourself overly reliant on referrals from your current clients…

Then it's time for a new upgraded inbound high-quality lead model, one that doesn’t conform to traditional advisory industry norms…

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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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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.

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 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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