Stop Wondering If Prospects Are A "Good Fit"
When advisors meet with a new prospect, they typically start with a fit/no-fit mindset and approach, saying something to the effect of: “Let’s see if we’re a fit or not”.
It sounds perfectly reasonable.
“If we’re a fit, great. If not, no problem.”
Being a “fit” typically implies there should be social chemistry between the advisor and their prospect.
Of course, they’ve probably heard the exact same “fit/no-fit” approach from the other advisors they’ve spoken with – because that approach has been so over used and is now commoditized.
It’s time to call out the elephant in the room.
You’re not there to make friends, you’re there to create trust by diagnosing their issues.
You build a relationship after the sale, not before.
If you try to do it before, they’ll see right through it.
This is the point where many advisors struggle with the notion of “selling”.
The profession grew up in the 80’s and 90’s with the notion of the “know, like, then trust” model, as the standard selling process.
The ”know and like” components are what makes up the relationship-building piece of the process.
That worked fine for decades, until the profession became commoditized a few years ago — and now your prospects know the moment you try to turn on the “know and like” (relationship) sales component.
There’s a reason why doctors don’t do coffee with their patients.
They know if they mix social context with business context, they can’t retain their authority to be able to tell their patients the truth about their situation, without risking the “relationship”.
Your job is to diagnose your “patient” (prospect) and prescribe a treatment plan, without dispensing any “medicine”.
Mechanics operate in a similar way.
They don’t need to get along with you to fix your car.
The problem-centric approach of doctors and mechanics pre-positions them as trusted authorities.
Trust is built-in to their process and the only “fit” that even enters the conversation, is whether the solution fits the problem.
This allows them to dispense with the elaborate relationship-building most advisors believe they need to display to create trust.
Personality or rapport is no longer a core factor in this equation – but bedside manner and no-hidden agenda empathy is.
It’s time to shift your approach to a doctor-patient model, where you’re pre-positioned as the expert your prospect should trust – order your complimentary book and consultation below to discover how to make the shift.
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.